“One thing that SaaS startups need to think about more is how to get leverage. But, unfortunately, most companies focus on throwing people at the problem and not getting more leverage.” It’s a quote from Auren Hoffman, CEO of SafeGraph. Just think about it. You’re growing but actually slowing down your business. That’s not what your target customers want, not what your employees want, and not what you want. As they say: it doesn’t scale. So how to go about it? How do you scale a B2B SaaS business? That’s what I aim to answer in this blog. […]
Getting traction is challenging in various stages of your business. Keeping it and making it predictable 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. […]
If you look at the funding needs of your SaaS business – is it driven by desperation or from a source of strength? Answering the question is an easy one. It’s a feeling that’s pretty black or white. For many SaaS founders, unfortunately, the feeling is one of increased desperation. The pressure to meet expectations often forces us to make decisions to fix the short term, that harm our long-term trajectory. How do you avoid this – that’s the big question. That’s what I aim to answer in this blog. Here are the 7 habits to embrace. […]
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. […]
A market downturn always results in a shock effect – whether it’s the recent COVID pandemic, an economic crisis (like we’ve seen in 2008), or a regional (or global) conflict (such as the effects of what’s happening today in Ukraine). And that results in an unpredictable reaction that can last for months, even years.
And although the analysts are often not in agreement about the answers – one thing they agree about is: Crisis brings opportunity. And that opportunity is hidden in the changing priorities. What used to sell well up to yesterday, not necessarily sells today anymore. This is about the perception of value. Something that was mission-critical yesterday can become a nice to have today – and vice versa. So it’s not that everything ‘locks’ (at least not for long) – investment priorities shift. And that’s the opportunity to not only meet your forecasts but to exceed them. […]
The fact that market research keeps confirming the statistic that 9 out of 10 SaaS startups fail bothers me – a lot. Sure, I realize there are 100s of reasons for it, but I also believe it’s out of proportion. It’s not that the ideas behind the business are always bad. It’s not that the product that’s been created is useless. Very often all of that is sound, the fact is, traction stays out – and too many don’t get to deliver their mission.
That’s why I decided to do a deep dive into one of the basics to get right: The SaaS Positioning strategy […]
In this blog, I am going to dig deeper into some of the underlying factors that have a leverage effect on helping to create ‘enough’ traction and beat the benchmarks. […]
It hurts my heart when I see high-potential SaaS vendors slowly lose their edge. We’ve all seen the examples. And you wonder: What happened? How could this have gone wrong? How can we avoid it. That what this blog aims to answer […]
Every week I speak with many saas-entrepreneurs from around the world.
Chit-chatting away, the answer to the question: “How’s business?” is usually ‘Good! We had the best year ever!’
Then the caveats come […]
Yesterday, we focused on this intriguing question in the CMO Mastermind pilot that I recently started. A fascinating discussion followed. And it struck my mind what dust this threw into the air. […]