Daily dose of Espresso with Ton

πŸ”† “Sorry, we don’t have budget….”

“Sorry, we haven’t assigned a line in our budget for this.” It’s a typical answer you get when selling a SaaS product in a new category. Every prospect you talk to will give you the same answer – simply because they were unaware there was a solution to their problem.…


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πŸ”† “They didn’t sign…”

“We offered $500K cost saving … each year; they didn’t sign.” I heard this line yesterday when I spoke with the founder of a mid-market SaaS company in the south of Germany.Β  Honestly – it’s a widespread challenge. Here’s the thing. In sales-led SaaS, it’s not only about savings. It’s…


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πŸ”† Succeeding in Red-Ocean markets

How to make your SaaS product stand out in Red-Ocean markets? That’s the question I zoomed into in my interview with serial entrepreneur:Β  Harpreet Singh, CEO of Launchable Β  Here are my 7 highlights: Be relentlessly curious to find the non-trivial problems of your customers. Go beyond the obvious: Ask…


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πŸ”† Case studies worth making a remark about.

Last week, one of my customers asked me to review their new case study critically. Well,… don’t ask me twice. Let me start with the question: What’s a case study for?Β    My definition: Inspire an ideal customer to say: “I want that!” It’s that simple.Β Β Β  And what I see…


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πŸ”† Your revenue’s fitness score

Usman Sheikh’s LinkedIn post from Friday triggered me. His headline:Β  STOP! If revenue is your startup’s north-star metric, you’re headed for failure! He’s got a good point. Not all revenue is equal; I have talked about that many times. It got me thinking about the quality characteristics of revenue -…


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πŸ”† Unexpected by-products of a strong value proposition

Yesterday, I got involved in a heated discussion about Value Propositions and spotted a big misconception. Many people’s perception of value propositions is that they help in marketing and sales.Β  It’s logical, and obviously, it’s factually 100% correct.Β  But we’d do ourselves a disfavor if we left it here.Β  Here’s…


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πŸ”† Flywheels for growth

How to create a flywheel for growth for your SaaS business? That’s the question I zoomed into in my interview with serial entrepreneur and growth expert: Oscar Rundqvist, CEO of eComID Here are my 7 highlights: Create a compelling vision, focus on an expensive problem, and have the passion to…


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πŸ”† Funding vs Bootstrapping

https://valueinspiration.com/book LinkedIn posts in the past few days gave me a bad taste of how some people think about “Bootstrapping.” “Lower ambitions…,” “Always poor…,” “Not capable of growing fast,” – that kind of stuff. I’ve said it before – and I’ll repeat it: Bootstrapping is the wrong name for the…


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