On Value Communication

The art of differentiation and communicating meaningful value

How to create defensible differentiation in your SaaS business?

How to create defensible differentiation?  It’s one of the most valuable questions to answer for a SaaS founder. Here’s why: If your product is hard to copy: You have a market access advantage over alternative solutions You have a resource advantage over alternative solutions You have a price advantage over alternative…


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How to leverage demos to accelerate the B2B SaaS sales process?

saas demo

Let’s not talk around the subject: Most SaaS demos slow down… or kill your deal… Why do I say this? Because after decades af monitoring these critical ingredients of the software sales process, here’s what I (sadly enough) keep seeing: We take ‘product demonstration’ too literal ….hence we show menus, setup,…


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