On Value Communication

The art of differentiation and communicating meaningful value

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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Lowering your price….

The madness of Black Friday is just behind us – and now we’re entering the final month of the quarter – and for many, the last month of the Fiscal Year. It’s that month where – especially in B2B software – the pressure is on. It’s that month that could make or break the year. 
A couple of weeks ago, I wrote about this already: “Will they buy?” Honestly – looking at your own SaaS pipeline – how many of the prospects you managed at that point are still undecided – not showing any urgency to move? So the question remains: “Will they buy?” Will they?
As time runs out – so do our options to end the year with a bang. And that typically leads to one thing: Lowering our prices.  […]

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The value we can create when software makes its users remarkable An interview with David Jay, Founder and CEO of Warm Welcome

We explore what’s broken in the way communicate digitally and what that leads to. We then discuss the approach David has chosen to solve this problem in a remarkable way. He shares his big lessons learned in building the solution in an as lean as possible way. He addresses the challenges he faced in creating momentum in a completely new category – and ends with his fresh take on the concept of ‘launching’. […]

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“No one perceives our solution as mission-critical…”

This perception is one of the primary reasons SaaS sales cycles are slow: Your solution is considered a nice-to-have, not mission-critical.
And obviously, this can be the case – however…., in 9 out of 10, this it’s something you have total control over. As the headline suggests: It’s a “perception.” 
It’s the story your prospects tell themselves. […]

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