A question I regularly get is: “What metrics should we track to understand if we’re on the right track toward predictable SaaS growth?” Enough has been written about the basic SaaS metrics: Monthly Recurring Revenue (MRR), Net Revenue Retention (NRR), Customer Acquisition Cost (CAC), Customer Lifetime Value (CLV), and the list goes on. And while they are essential,…
As you and I know, a lot of the success of a SaaS business is related to the problem you solve. I talked about that many times. But as always, the devil is in the details, meaning – if you get your problem statement wrong, it instantly lowers your chances of success.…
I recently caught up with a sales executive at one of my customers – a B2B SaaS company in the Hotel Management space. I asked him how things had evolved after we did the Traction Momentum workstream – and his answers are worth reflecting upon: In a nutshell: Niels increased…
Let’s imagine you got your ICP right. Does this solve the problem? The answer is no – it helps a lot – but there’s still traps you can fall into. What those traps are – and how you can avoid them is what I focus on in this essay. I’ll dive deep into…
Stagnation – it’s a complex topic that’s very much driven by factors out of your control. There are the many dynamics that characterize your market: the cyclical shifts, perhaps unexpected economic shocks, structural factors such as demographics and globalization, etcetera. The fact is – these can not be excuses for…
Remarkable software businesses don’t stop by creating a solid product, being crystal clear, and making their offer hard to resist. They know their momentum grows when people talk about them, not because you (contractually) ask them, but because they want to. It works for them in good times but even…
How to create defensible differentiation? It’s one of the most valuable questions to answer for a SaaS founder. Here’s why: If your product is hard to copy: You have a market access advantage over alternative solutions You have a resource advantage over alternative solutions You have a price advantage over alternative…
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…
When you run a SaaS business, you know its ins and outs; you also know how the products and services you offer can benefit the lives of your customers. However, just because you and your team are intimately in tune with these benefits doesn’t mean your prospects or even customers will understand them.…
Let’s not talk around the subject: Most SaaS demos slow down… or kill your deal… Why do I say this? Because after decades af monitoring these critical ingredients of the software sales process, here’s what I (sadly enough) keep seeing: We take ‘product demonstration’ too literal ….hence we show menus, setup,…