On Positioning

How to become the obvious choice in your SaaS category? To stand out from the crowd is one thing. Becoming the obvious choice in your SaaS category is next level.

When you stand out in a market, it doesn’t necessarily mean you’ll get the deal. But that said, you’re a lot closer to achieving that when you do.
But there can still be a bridge to cross between being very relevant and ‘the obvious choice’ in the buying process. And that’s what this blog was all about. […]

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How to create predictable traction in a new SaaS category?

You start with a big idea, something that will create a shift in value in the market. And you create a product that once customers see in action, they can’t imagine a life without. 

The typical reaction you get: “I’d never even imagined this was possible – let alone thinking there were solutions out there I could even buy.”

All cool, but if no one realizes what you do is possible, how do you grow predictable traction? 

In short, there is a playbook of 6 critical steps […]

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5 strategies to optimally position your SaaS business If you review your SaaS positioning statement. Does it have the magnetizing effect for the right customers? What if it had?

The fact that market research keeps confirming the statistic that 9 out of 10 SaaS startups fail bothers me – a lot. Sure, I realize there are 100s of reasons for it, but I also believe it’s out of proportion. It’s not that the ideas behind the business are always bad. It’s not that the product that’s been created is useless. Very often all of that is sound, the fact is, traction stays out – and too many don’t get to deliver their mission. 

That’s why I decided to do a deep dive into one of the basics to get right: The SaaS Positioning strategy […]

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Struggling to get your SaaS gross-margins to top 70%?

gross margins in saas

“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. […]

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