Search Results for:
"Scaling my SaaS business"

Strategic drift: Why your SaaS sales problem isn’t a sales problem

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Earlier this year, I was on a call with the CEO of a £22M ARR SaaS company in the UK.
He pulled up his Q3 board deck and showed me the same slide he's been staring at for three quarters:
  • Revenue growth slowing from 60% to 38%
  • Win rates down from 65% to 47%
  • Sales cycles stretched from 3 months to 5.5 months
  • Average discount climbing from 8% to 17%
His VP Sales says they need to restructure comp plans and add two more AEs. ...

🔆 How to stay connected to customers as you scale your SaaS business

Most SaaS founders think losing customer connection is the inevitable price of growth.
Eli Portnoy proved them wrong—twice.
After building and selling two companies, Eli noticed the same painful pattern: In the garage days, he was everything—salesperson, customer success, product manager. He had incredible visibility into customer pain and could align his entire company around solving it. ...

9 SaaS differentiation principles: Why most fail – and how to get it right Why focusing on features alone won’t deliver competitive advantage in SaaS

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Differentiation isn't just a marketing exercise—it should be baked into everything your SaaS company does.
After 200+ advisory sessions with CEOs, I've found that companies growing 2-3x faster than competitors don't just talk differently—they operate differently in ways customers actually value.
This essay reveals nine principles to build differentiation that strengthens over time instead of fading away, from ensuring prospects actually experience your difference to preventing the internal complacency that kills most competitive advantages.
...

#357 – Rich Kahn, Founder and CEO of Anura, on transforming a reluctant side project into a viable business A story about solving problems others avoid and building defensible differentiation

We explore the practical realities of identifying your most valuable product, even when it's not what you initially set out to build. Rich shares how he tested his solution against market leaders before spinning it off as a standalone company, and why focusing on measurable results rather than flashy features has been crucial to his success.

#342 – Ozan Unlu, CEO of Edge Delta – on solving critical business problems. A story about rethinking data management to prevent revenue loss in time-sensitive industries.

We explore what it takes to navigate the complexities of building a successful B2B SaaS company in a competitive landscape. He elaborates on his approach to solving mission-critical problems and building credibility in deep-tech enterprise markets around a new category. Ozan also shares how he's maintaining a long-term vision while addressing urgent needs - and what he's doing differently to assemble and align a world-class team. Lastly, he discusses the challenges of market education, gaining early adopters, and scaling efficiently.Â