Daily dose of Espresso with Ton

🔆 Freeing up 10% margin (while creating more fans)

How can you free up 10%+ extra margin to make your SaaS business better prepared to withstand tough times?  That was the Quest we explored with a special hot seat in yesterday’s SaaS CEO Mastermind.  One member still experienced considerable margin waste in his onboarding process and asked the group…


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🔆 Positioning & hangovers

In the Netherlands, there’s a saying, ‘Drank maakt meet kapot dan je lief is.’ It doesn’t really translate into English, but it would be something like this: “Drinking destroys more than you’d like.” The deeper meaning behind it is that we know it’s bad for us. Nevertheless, we don’t address…


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🔆 Marketing to a conservative audience

How to market a modern SaaS product to a very conservative technical audience?   That’s a challenge I explored with a PhD in Aerospace Engineering that has 15 years of Marketing experience:  Masha Petrova, PhD, CEO of Nullspace. Here are my 5 highlights: Be patient. Prepare for slow and steady…


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🔆 “It’s very easy to use…”

Yesterday evening, I caught up with an ex-Unit4 colleague who had recently started working for a German software vendor in the accounting space.    “It’s a great company, Ton!” she said. “What makes it so great?” I asked. “Nice people to work with and a pretty good product,” she replied.…


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🔆 “We’ve said too much yes…”

Last week, I had a call with the founder of a sales-led SaaS business in the Netherlands. “The reason I wanted to have this conversation, Ton, is this: We’ve been successful for 10+ years and developed a broad suite of products, but we’ve lost our differentiation.” “Why do you believe…


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🔆 Is it fair? 

Earlier this week, Seymur Rasulov (Co-founder of Whelp) shared 3 of his favorite questions from Sales Meetings. One question triggered me: “Does that sound fair?”   Here’s the thing It shows you care and gets the customer to reflect on whether they get value for money.  Too often, customers forget…


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🔆 Differentiation – how to make it more defensible?

Yesterday’s LinkedIn post from Alex M.H. Smith struck a nerve. It was about one question that puts you ahead of 99% of strategists: How do we disagree? This question, at its core, is about differentiation. It got me thinking because everything I do in my day-to-day work with people like…


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🔆 Turning a valuable service into scalable SaaS company

How do you turn a Service business into a scalable SaaS company? That’s the question I explored in my interview with a 25-year veteran and innovator in environmental sustainability for industrial facilities:  Slava Libman, CEO of FTD Solutions.   Here are my 7 highlights: If there are other companies that…


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🔆 “The real value we’re delivering isn’t clear ….”

I had two calls last week with different SaaS CEOs telling me about the same underlying problem: Unclarity about the real value they deliver. “We’re getting traction, but margins are low. The thing is, we’re charging by transaction volume, and our customers expect the lowest possible prices. Not sustainable.” The…


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🔆 Pay attention to ARR per Employee.

ARR per Employee – I talked about this metric in the past because I am a big fan of its honesty. It proves you’re doing things right at the foundational level: But in a conversation with one of my customers last week, I realized it’s easily misunderstood.   When I…


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