My post from last Friday, "Proof of Concept or Proof of Failure…?" triggered some valuable reactions. Neal Bastick, CEO of XLeap shared this "My experience is indeed that the first phase of a project as a "pilot" can prove self-defeating, especially when it involves some form of change management. First,…
SaaS Proof of Concept bakes in failure from the start One question many B2B SaaS businesses get is "Can we do a (free) POC?" And although it might sound like a sign of purchase intent, it rarely is …. Yesterday we decided to dive deeply into this topic in my…
One quote from my interview earlier this week with MG Gurbaxani, CEO of Cuvama, represents a valuable lesson worth reflecting upon: Back in the day, when I was a value engineer myself, we were presenting the value case to a chief transformation officer at a Fortune 500 company. I had…
Are startups today more recession-proof than startups from the 80s/90s? This intriguing question was posted yesterday by Phillip Swan on the community platform I run. It got me thinking a lot. Are they? If so - what's driving this? If not - how come? And is that something to be…
This podcast interview focuses on product innovation that has the power to help young people speak their truths and tap into their superpowers. My guest is Ivy Mahsciao, Founder and CEO of evrmore. Ivy is a champion for human potential who has a 20+ year background in consumer psychology and…
The past week I had several conversations about the good and the bad of 'Proof of Concepts (PoCs).' PoC's have their place and are hard to avoid unless you have grown beyond a certain threshold - for example, younger startups with zero references. But beyond that, to me, Proof of…
How to create a Value Proposition for your SaaS business? The 5-steps guide Now that you understand the importance of a value proposition, and what a strong value proposition has and doesn’t have, now comes the big question: How do you write a value value proposition? Here’s a simple step-by-step…
Forget the word 'Demo.' If you want to accelerate SaaS sales, doing "a demo" is not the answer. "Can you give me a demo of your product?" they ask. "Sure!" you instantly say Proudly you take your MacBook out of your bag, open it, connect to Wifi, enter the URL…
I get a lot of questions from SaaS CEOs about how they can accelerate sales. Focus on the process? Focus on the product? ….. Accelerating SaaS sales is all about leveraging people skills Throughout my career in B2B software sales, I've been intrigued that some sales processes took 12-18 months…
In the past 2 weeks, I've created an essay intending to answer the big question: How to leverage demos to accelerate the SaaS sales process? Here’s why: After decades of monitoring, I still see that most SaaS demos slow down... or kill your deal... So, I made an attempt to…