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. […]
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. […]
A hand-picked selection of quotes from 22 B2B SaaS CEOs across the 200 episodes that have featured between the 1st of January 2018 and today. […]
Over the past months, I’ve had numerous conversations with tech-entrepreneurs on the topic of leverage. So let me highlight one critical question:
“My VCs asked me: ‘If we’d invest €4 million in your business – where would you focus this money to deliver the biggest multiplier?’ […]
It’s the time of year where we reflect and look back. Has the ambitious plan you betted on at the […]
That constant itch for any B2B startup: Are we creating enough traction or not In 2 weeks the year is […]
“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. […]
How often do you hear this when you ask people: “How’s business?” I heard it 4 times at least this […]
Last week I ‘Zoomed’ with Ryan Falkenberg and Mark Pedersen, the two founders of Clevva (Capetown, South Africa). Our conversation […]