Value Inspiration Blog

Stories and thoughts about inspiring new forms of value creation

How to embrace a demand creation strategy that works The art of demand generation in B2B SaaS

Far too often, we’re just capturing demand rather than creating it. That’s OK when the market conditions are favorable, but you’ll be the first to get harmed when the market isn’t favorable.
That doesn’t have to be. And that’s exactly why I wrote this essay. To dig into the question: How to fuel a dependable stream of demand for your SaaS product in good and bad times? […]

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How to accelerate the sales process in B2B SaaS? Imagine shortening your SaaS sales cycle by 50% while keeping your price level at 100%

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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How to become the obvious choice in your SaaS category? To stand out from the crowd is one thing. Becoming the obvious choice in your SaaS category is next level.

When you stand out in a market, it doesn’t necessarily mean you’ll get the deal. But that said, you’re a lot closer to achieving that when you do.
But there can still be a bridge to cross between being very relevant and ‘the obvious choice’ in the buying process. And that’s what this blog was all about. […]

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How to approach SaaS pricing if you want customers to happily pay a premium

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? […]

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How to create predictable traction in a new SaaS category?

You start with a big idea, something that will create a shift in value in the market. And you create a product that once customers see in action, they can’t imagine a life without. 

The typical reaction you get: “I’d never even imagined this was possible – let alone thinking there were solutions out there I could even buy.”

All cool, but if no one realizes what you do is possible, how do you grow predictable traction? 

In short, there is a playbook of 6 critical steps […]

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How to achieve and maintain the strongest Product-Market Fit in B2B SaaS

Over time, the success or failure of a SaaS company really depends on the strength of the product-market fit.’ What fascinates me is this: What defines that strength? How can we ensure we start off with the strongest possible product-market fit and maintain it over time? Cause at the end, it’s a moving target, right? That’s what this blog is set out to answer. […]

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