“Optimizing your costs and expenses is key to building a winning cloud company. In cloud, gross margins measure how effective companies are in delivering their software to customers, and they average 65-70% across company lifetimes.”
Now I completely agree with this – however, I’d like to address an area where I see a lot of SaaS companies negatively impact their margin: The quality of their revenue. […]
Read More… from Struggling to get your SaaS gross-margins to top 70%?
How often do you hear this when you ask people: “How’s business?” I heard it 4 times at least this […]
“How can I reduce the waste in my sales pipeline?” It’s a question I received this week – and there […]
Read More… from Unclear positioning – the negative effects no one realizes
As I watched the Heineken ad “Men drink cocktails too” yesterday evening, it struck me how often we have a […]
I just had to write a post about this. It drives me nuts how potentially great business software companies purposely […]
Read More… from Five habits that prevent your SaaS business from creating momentum
Answer the question with honesty is the first step to making things better. Then you know.
That’s where you can start closing the gap.
That’s your advantage to take. Your opportunity to lead. […]
The madness of Black Friday is just behind us – and now we’re entering the final month of the quarter – and for many, the last month of the Fiscal Year. It’s that month where – especially in B2B software – the pressure is on. It’s that month that could make or break the year.
A couple of weeks ago, I wrote about this already: “Will they buy?” Honestly – looking at your own SaaS pipeline – how many of the prospects you managed at that point are still undecided – not showing any urgency to move? So the question remains: “Will they buy?” Will they?
As time runs out – so do our options to end the year with a bang. And that typically leads to one thing: Lowering our prices. […]
“How important it is on who we are for, and possibly more important….who we are not for. When we started nine weeks ago with the first prompt, I took it to our leadership team, where we discussed it deeply. Why? Because we, as the leadership team, influence this. It starts with us. […]
Last week I ‘Zoomed’ with Ryan Falkenberg and Mark Pedersen, the two founders of Clevva (Capetown, South Africa). Our conversation […]
What characterizes the demos that accelerate the sales process? Here’s my summary of the top 10 aspects I’ve seen do their magic the past weeks […]
Read More… from “What characterizes the SaaS demos that accelerate the sales process?”