A question I often get is: How do you segment a market in B2B SaaS?
The answer is in narrowing down - getting laser-specific across five layers.
The magic is not in picking 'the right layer', but in how you blend them as a cocktail.
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Last week,
Josh Hayman, CEO of Interact, posted this on
Linkedin:
Five strategies took us from $0 to $1 Million, three that almost killed us. My attention instantly went to the fails, and #2 stood out to me: ...
Marcus hit Rule of 40. The board loved it. Six months later, competitors at Rule of 30 stole his biggest deals and sold for 3x his valuation.
Here's what he discovered: Rule of 40 measures whether you're financially healthy today. It doesn't measure whether you'll matter tomorrow.
While he was cutting costs to hit 40, competitors were investing in strategic moats that made them worth 2.3x more.
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Feeling the squeeze of today's economic headwinds on your B2B SaaS sales? You're not alone. But what if you could navigate these stormy waters like a seasoned captain and emerge stronger than ever?
In this guide, I'll arm you with proven strategies to slice through barriers, shorten sales cycles, and crush your quotas - without desperate discounts. You'll learn how to build an unshakable foundation, leverage unconventional metrics, and implement game-changing sales acceleration techniques.
We all agree that profitability is essential.
Profitability is the thing to optimize to run a sustainable SaaS business.
It's even more critical now that funding options to increase runway have become increasingly challenging for many SaaS businesses.
But that's not what this reflection is about. ...
Most B2B software companies think differentiation means having better features. But real product differentiation strategy creates competitive advantages that competitors can't copy, customers can't ignore, and markets can't commoditize.
In this essay, learn how to build defensible differentiation that lasts.
As I was writing my essay about defensible differentation, a couple of people asked me: What are the typical mistakes SaaS companies make in search of Defensible Differentiation?
To answer that, let's first define the term: Defensible differentiation in SaaS refers to unique features, ...
The biggest thing that causes failure in a lot of companies is just poor sales process and bad sales process.
Sales is actually your first problem as a CEO that you need to address and get right.
And then, when you got that right, then you’ve got time to get your other bits right. But if you get sales wrong, you don’t really have much of a chance.
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One of the biggest problems I see B2B SaaS companies struggle with is the wrong debates about their pricing.
The value delivered is often entirely out of sync with the charged price. And with that, the bulk of SaaS companies leave money on the table.
In this blog I address the challenge: how to approach pricing if you want customers to happily pay a premium?
Getting traction is challenging in various stages of your business. Keeping it and making it remarkable is even more challenging.
It's not only essential that traction starts (which is hard enough). It's even more important that it grows and never stops doing so. Unfortunately, the latter part is where most SaaS companies suffer.