Daily dose of Espresso with Ton

πŸ”† Prospects creating problems?

Tuesday, I recorded a podcast interview with Ryan Janssen, CEO of Zenlytics (Note: It is scheduled for release in mid-June).Β  Halfway through the interview, he made a critical comment: “Where is your prospect going to create problems?” In the world of sales-led SaaS, this is an important question to reflect…


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πŸ”† How to create a highly differentiated SaaS business?

What are 7 important principles to turn a Consulting business into a highly differentiated SaaS company?Β    That’s what I explored in my interview with serial entrepreneur and B2B SaaS Sales expert, JB DaguenΓ©, CEO Of Evergrowth. Here are my highlights:   Start with the hardest thing that’s on the…


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πŸ”† Optimal positioning

I had an interesting discussion with an old friend in Javea this weekend. We talked at length about what I am doing these days, and suddenly we asked: “Can any company be positioned to be the best?”   “That’s a fascinating question!” I responded, “But let me nuance this because…


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πŸ”† 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?Β  That was the Quest we explored with a special hot seat in yesterday’s SaaS CEO Mastermind.Β  One member still experienced considerable margin waste in his onboarding process and asked the group…


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πŸ”† 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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πŸ”† 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:Β  Masha Petrova, PhD, CEO of Nullspace. Here are my 5 highlights: Be patient. Prepare for slow and steady…


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πŸ”† “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.Β    “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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πŸ”† “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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