Daily dose of Espresso with Ton

Ton's Daily Inspiration

This is an archive of the daily reflections I have sent to my daily mailing list since May 21st 2022. Enjoy!

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• 🔆 What part of your product strategy could get you in trouble?  25/3/2023
• 🔆 Are your competitors positioning you? 24/3/2023
• 🔆 Is your Solution-oriented mindset noticed? 23/3/2023
• 🔆 Should you leverage augmentation more? 22/3/2023
• 🔆 How to become the obvious choice? 21/3/2023
• 🔆 How to increase your pricing AND make it instantly desirable? 20/3/2023
• 🔆 If your SaaS was a Fallas production….. 19/3/2023
• 🔆 How to avoid ‘complete failures’? 18/3/2023
• 🔆 Solving a top-of-the-funnel problem 17/3/2023
• 🔆 Making your customers ‘High Five’ AND pay a premium? 16/3/2023
• 🔆 Why will your SaaS business survive the next rounds of adversity? 15/3/2023
• 🔆 What scarcity options would your customers stand in line for? 14/3/2023
• 🔆 What value does your SaaS deliver beyond the obvious cost-saving?  13/3/2023
• 🔆 What would turn your customers into your best salesforce? 12/3/2023
• 🔆 Delivering desirable outcomes that customers keep talking about. 11/3/2023
• 🔆 Is your SaaS business a desirable investment? 10/3/2023
• 🔆 Where do you have pricing power? 9/3/2023
• 🔆 How to scale even faster? 8/3/2023
• 🔆 The downside of User-based SaaS pricing 7/3/2023
• 🔆 Pains to solve vs. Tensions to manage 6/3/2023
• 🔆 Is your SaaS roadmap led by Fear-of-Missing-Out? 5/3/2023
• 🔆 Growing faster by saying ‘no’ more often 4/3/2023
• 🔆 1000s of missed advocacy opportunities 3/3/2023
• 🔆 Pricing outcomes or product usage? 2/3/2023
• 🔆 Is your SaaS business positioned too broadly? 1/3/2023
• 🔆 How desirable is your SaaS price? 28/2/2023
• 🔆 “Our pricelist is too high!” 27/2/2023
• 🔆 How to get rid of your blindspots? 26/2/2023
• 🔆 What’s holding your SaaS business back from hockey-stick growth? 25/2/2023
• 🔆 Are you Exit Ready? 24/2/2023
• 🔆 What makes your SaaS business ‘the one’? 23/2/2023
• 🔆 What sparks hockey stick growth? 22/2/2023
• 🔆 What’s the new game you help your customers play? 21/2/2023
• 🔆  Signs of desperate sales behavior. 20/2/2023
• 🔆 Who do we sell to? vs Who buys from us? 19/2/2023
• 🔆 Clever …. Or clear 18/2/2023
• 🔆 What’s the biggest risk to your SaaS business? 17/2/2023
• 🔆  The recipe to create predictable traction in a new category 16/2/2023
• 🔆  The principles that enable your SaaS business to keep scaling easily 15/2/2023
• 🔆  Leveraging evangelism to become the standard?  14/2/2023
• 🔆 The transformational advantage of your SaaS suite  13/2/2023
• 🔆 What motivates the ICP of your SaaS solution? 12/2/2023
• 🔆 What sets your business apart that’s hard to copy? 11/2/2023
• 🔆 Accelerate time to market: Partner… or build? 10/2/2023
• 🔆 How to evangelize your new SaaS category? 9/2/2023
• 🔆 Outperforming growth expectations without relying on external funding 8/2/2023
• 🔆 Happy… or successful customers? 7/2/2023
• 🔆 How to stand out in a crowded SaaS Conference? 6/2/2023
• 🔆 The best B2B SaaS Sales…. 5/2/2023
• 🔆 What it takes to grow stronger in times of crisis? 4/2/2023
• 🔆 How to prevent our SaaS business becoming led by the short-term?  3/2/2023
• 🔆 How to start a movement in SaaS? 2/2/2023
• 🔆 First-principles in times of crisis 1/2/2023
• 🔆 Bad habits in performing SaaS demos. 31/1/2023
• 🔆 The attraction towards vague positioning.  30/1/2023
• 🔆 The value foundation of your SaaS business 29/1/2023
• 🔆 Creating network effects to spark growth 28/1/2023
• 🔆 Product- or Business Market fit? 27/1/2023
• 🔆 Tuning Sales Performance in Q1 26/1/2023
• 🔆 Strengthening your differentiation 25/1/2023
• 🔆 Building & keeping strong product market fit 24/1/2023
• 🔆 Attracting more and better customers. 23/1/2023
• 🔆 What are you rebelling against? 22/1/2023
• 🔆 Creating a strong customer pull 21/1/2023
• 🔆 The new  game you make your customers play 20/1/2023
• 🔆 Replacing fear with confidence in SaaS Sales 19/1/2023
• 🔆 Growing faster with fewer people 18/1/2023
• 🔆 What accelerates Product-Market fit? 17/1/2023
• 🔆 Why concentrating SaaS segmentation on demographics is dangerous 16/1/2023
• 🔆 What would your customers say if your SaaS business ceased today? 15/1/2023
• 🔆 What feeling are your SaaS customers buying from you? 14/1/2023
• 🔆 Are big logo’s winning you – or are you winning them?  13/1/2023
• 🔆 How do you keep the strongest possible Product-Market Fit? 12/1/2023
• 🔆 Building a SaaS business with staying power 11/1/2023
• 🔆 The critical product/market fit ingredient many SaaS products fail to deliver upon 10/1/2023
• 🔆 We’re missing a point about the ‘customer journey’ in SaaS. 9/1/2023
• 🔆 Making curiosity your unfair advantage 8/1/2023
• 🔆 How are you de-worrying your SaaS customers? 7/1/2023
• 🔆 We all want more Word Of Mouth – so why not engineer for it?  6/1/2023
• 🔆 What’s the ‘best minimum’ of your SaaS suite? 5/1/2023
• 🔆 Betting the growth of your SaaS business on Word-of-Mouth  4/1/2023
• 🔆 Product-market fit is something you feel, not plan. 3/1/2023
• 🔆 Becoming independent of VC money in 2023 2/1/2023
• 🔆 On a remarkable 2023! 31/12/2022
• 🔆 What growth levers will you bet on in 2023? 30/12/2022
• 🔆 2023 wish: More Memorable 29/12/2022
• 🔆 Redefining what it means to be remarkable in SaaS in 2023 28/12/2022
• 🔆 Where are you hiding?  27/12/2022
• 🔆 Enabling our customers to go places they’d not believe possible before 26/12/2022
• 🔆 Engineering to spark rapid adoption  24/12/2022
• 🔆 Throwing away 75% of your SaaS pipeline 23/12/2022
• 🔆 How discounting only makes things harder. 22/12/2022
• 🔆 How to avoid having to rebuild your SaaS platform 21/12/2022
• 🔆 How to avoid lay-offs, reorgs, or having to kill SaaS products….? 20/12/2022
• 🔆 There’s no such thing as a direct competitor. 19/12/2022
• 🔆 Remarkable SaaS CEOs lead by example 18/12/2022
• 🔆 Creating a meaningful difference for our customers 17/12/2022
• 🔆 Strong sales metrics, negative gross margin… 16/12/2022
• 🔆 Brand awareness vs problem awareness 15/12/2022
• 🔆 What external factors are holding your customers back from being more competitive? 14/12/2022
• 🔆 How to build predictability in 2023 SaaS sales? 13/12/2022
• 🔆 The transformational effect of your SaaS product 12/12/2022
• 🔆 Are we being too transactional?  11/12/2022
• 🔆 Leveraging framework + product to stand out 10/12/2022
• 🔆 How to balance value creation and value capture?  9/12/2022
• 🔆 Leveraging the art of B2C positioning in B2B 8/12/2022
• 🔆 Value creation vs Value capture –  Is it balanced right? 7/12/2022
• 🔆 Why product launches often fail 6/12/2022
• 🔆 Are your SaaS proposals bringing nearly-won deals at risk? 5/12/2022
• 🔆 Are the demos your team gives killing or accelerating deals? 4/12/2022
• 🔆 Sparking traction in an ultra conservative market 3/12/2022
• 🔆 What does your ‘Days to lost’ metric look like? 2/12/2022
• 🔆 Where’s the biggest scale opportunity inside your SaaS business? 1/12/2022
• 🔆 The ideal point to start selling your SaaS product 30/11/2022
• 🔆 Turning 50K SaaS deals in 500K deals 29/11/2022
• 🔆 What results would make your customers most proud? 28/11/2022
• 🔆 Prospects opting for safe, mediocre alternatives…. 27/11/2022
• 🔆 In what way are you a magnet for the right customers? 26/11/2022
• 🔆 Depowering your SaaS competitors 25/11/2022
• 🔆 Promoting autonomy to scale faster 24/11/2022
• 🔆 Accelerating growth by having the courage to reject poor-fit customers 23/11/2022
• 🔆 Growing the average revenue per employee 22/11/2022
• 🔆 What makes your SaaS discovery calls perfect? 21/11/2022
• 🔆 Making ideas stick with customers 20/11/2022
• 🔆 “Yes,… but….we’re too busy right now…” 19/11/2022
• 🔆 “Our single task is to fulfill the vision – whether funding comes in or not” 18/11/2022
• 🔆 Growing the strength of the flywheel inside your SaaS business  17/11/2022
• 🔆 What will your SaaS solution be remembered for?  16/11/2022
• 🔆 How to accelerate the process toward repeatability?  15/11/2022
• 🔆 The Product Market Fit strength of your SaaS solution 14/11/2022
• 🔆 How to hit the right nerve with your ideal buyer? 13/11/2022
• 🔆 How are your customers perceiving the value of your SaaS solution? 12/11/2022
• 🔆 Greater resilience in tough times 11/11/2022
• 🔆 Repeatably close X amount of deals in a certain period 10/11/2022
• 🔆 What’s your ability to own your big idea within your category? 9/11/2022
• 🔆 Having the ability to grow without being hampered… 8/11/2022
• 🔆 Assuming the next funding round isn’t coming anymore….. 7/11/2022
• 🔆 “How can we gain more traction in the higher end of the market?” 6/11/2022
• 🔆 Does your SaaS product run the risk of being perceived as a gadget? 5/11/2022
• 🔆  What guarantee would make you sweat – but your customers cheer? 4/11/2022
• 🔆 How is your ability to scale impacted by the customers you chose? 3/11/2022
• 🔆 What’s beyond loving your SaaS solution? 2/11/2022
• 🔆  The trap of trying to grow at all cost 1/11/2022
• 🔆  What % of sales meetings does your SaaS business end in pole position? 31/10/2022
• 🔆  What makes your SaaS solution irresistible? 30/10/2022
• 🔆  Have you got oddly specific about what defines your fans? 29/10/2022
• 🔆  Framing a unique Product-Market-Fit 28/10/2022
• 🔆  “How can we make our sales process self-service?  27/10/2022
• 🔆  What would make your SaaS business generationally valuable? 26/10/2022
• 🔆  The next step towards predictable traction 25/10/2022
• 🔆  SaaS Discovery – Asking for company secrets or personal secrets? 24/10/2022
• 🔆 “How can we attract the right customers?” 23/10/2022
• 🔆  How do you build credibility behind the value you promise?  22/10/2022
• 🔆  Is your SaaS business “Data-centric Customer Focused?” 21/10/2022
• 🔆 How many R&D resources could you free up? 20/10/2022
• 🔆 What’s your ability to stay in charge and set the rules? 18/10/2022
• 🔆 Does your message intrigue? 17/10/2022
• 🔆  What part of your value proposition gets lost in translation? 16/10/2022
• 🔆 Is your SaaS strategy multi-threaded or single-threaded? 15/10/2022
• 🔆  “DROOM – Don’t Run Out Of Money” 14/10/2022
• 🔆 “I’m still too resistant to the right amount of niching down.” 13/10/2022
• 🔆 “We could not do this without this product…” 12/10/2022
• 🔆  “I misjudged and leaned on too much confidence…” 11/10/2022
• 🔆 Growth = Speed * Momentum 10/10/2022
• 🔆 Better is not always best 9/10/2022
• 🔆 Strong belief. Big Dream. And never look back. 8/10/2022
• 🔆  Feature bloat in your roadmap 7/10/2022
• 🔆 “Who of you believes their sales cycles are too slow.” 6/10/2022
• 🔆 “Never underestimate the power of the dream.” 5/10/2022
• 🔆 “What sets you apart?” 4/10/2022
• 🔆 Take position or be positioned 3/10/2022
• 🔆  The moment when you need to be sharp and think ahead 2/10/2022
• 🔆 The single use-case you could focus on to become irresistible 1/10/2022
• 🔆 Filling the gap in your pipeline 30/9/2022
• 🔆 Surprise everyone – your customers, investors, yourself, … even your competitors 29/9/2022
• 🔆 “We’re gonna pay more! We’re gonna pay more! 28/9/2022
• 🔆  7 habits to avoid desperately chasing SaaS funding 27/9/2022
• 🔆 “We don’t have enough capacity to do everything: Something has to give.” 26/9/2022
• 🔆 “We grew 3x, have 80% margin, are cashflow positive …. but struggle in sales…. 25/9/2022
• 🔆 “Is there a process to create more loyal customers consistently?” 24/9/2022
• 🔆 You do not want revenue today that you can’t renew tomorrow 23/9/2022
• 🔆 Influencing Unit Metrics – Selling is one thing, retention, and expansion another… 22/9/2022
• 🔆 “Look at your customer funnel with the loyalty lens on, where every customer can become a superfan” 21/9/2022
• 🔆 Change your mindset about funding 20/9/2022
• 🔆 Most customers that opt for your competition are right – what if you’d have empathy for it… 19/9/2022
• 🔆 “Our inbound referral growth is now more than 80%” 18/9/2022
• 🔆 A remarkable example of ‘Hitting the right nerve in B2B SaaS’: Equalture 17/9/2022
• 🔆 Turning a failed Startup into a success again 16/9/2022
• 🔆 “The big lesson I learned: ASK my target audience first…” 15/9/2022
• 🔆 “Our inbound referral growth has been more than 80% of our business” 14/9/2022
• 🔆 “Our Lead to SQL ratio has fallen… and that’s a good thing” 13/9/2022
• 🔆 “We’re stuffing our customers too much” 12/9/2022
• 🔆 My top of the funnel is starting to work 11/9/2022
• 🔆 “How can our solution support the uniqueness of our customers?” 10/9/2022
• 🔆  Creating a new value norm in the market 9/9/2022
• 🔆 How to avoid getting caught in the vicious cycle of chasing SaaS funding? 8/9/2022
• 🔆 How to thrive in B2B SaaS no matter what happens with the economy? 7/9/2022
• 🔆 What if our SaaS pricelists became irresistible – deal accelerators? 6/9/2022
• 🔆  What defines the ‘unique fit’ you feel with specific customers? 5/9/2022
• 🔆 Remarkable SaaS businesses aim to be different, not just better. 4/9/2022
• 🔆  “Is this sellable at this point?” 3/9/2022
• 🔆 Being in our bubble is more damaging than we think…. 2/9/2022
• 🔆 Too broad segmentation results in damage across the entire customer journey. 1/9/2022
• 🔆 How to build a software business that lasts? 31/8/2022
• 🔆  What risks are your ideal customers most sensitive about? 30/8/2022
• 🔆  What’s your biggest challenge? Money…. and time 29/8/2022
• 🔆  Stop using your jargon – start using ‘their’ jargon 28/8/2022
• 🔆 “What do you uniquely offer that someone desperately wants?” 27/8/2022
• 🔆 Ending the vicious cycle of desperately chasing funding  26/8/2022
• 🔆 Your ICP: Have you got clear what they deeply aspire? 25/8/2022
• 🔆 How to design your SaaS product to create a strong pull from the market? 24/8/2022
• 🔆 Making your ideal customers say: “That’s me!” 23/8/2022
• 🔆 When would customers say ‘Thank you!’ if you’d 10x your price today? 22/8/2022
• 🔆 Does your barber ‘get’ your SaaS positioning statement? 21/8/2022
• 🔆 When prospects become your champions in making a deal happen 20/8/2022
• 🔆 5 tweaks to create predictable traction 19/8/2022
• 🔆 The perfect Segmentation cocktail: DNA of your ideal customer 18/8/2022
• 🔆 Why “customer anecdotes of joy” should be a must-have metric to track for every R&D department.  17/8/2022
• 🔆 The problem with Demographic & Firmographic segmentation 16/8/2022
• 🔆 “Timing is our enemy.” 15/8/2022
• 🔆 It’s cool to win a €1M ARR dream logo that saves the quarter (but is a poor fit) 14/8/2022
• 🔆 What makes your SaaS solution incomparable in the mind of your customer? 13/8/2022
• 🔆 No one does that 12/8/2022
• 🔆 Perfect segmentation is like your favorite cocktail. 11/8/2022
• 🔆 What’s ‘the thing’ insided your SaaS solution that your customers just keep talking about? 10/8/2022
• 🔆 Getting segmentation wrong is more costly than we often think. 9/8/2022
• 🔆 How can you grow 3x YOY selling compliance software? 8/8/2022
• 🔆 When do you know when you’re doing too much? 22/7/2022
• 🔆 “We started to get a lot of “no’s” 21/7/2022
• 🔆 What principles does your SaaS business embrace to grow ‘enough’ traction? 20/7/2022
• 🔆 Designing your SaaS business to become downturn resilient. 19/7/2022
• 🔆 “Focus on BEP or go all-in on growth?” 18/7/2022
• 🔆 “Let’s ditch 90% of our target market and focus on this 10%.” 17/7/2022
• 🔆 Which problem is your SaaS solving in a bold new way? 16/7/2022
• 🔆 The undervalued relation between positioning and margin in B2B SaaS 15/7/2022
• 🔆 “I have a 100% unbroken track record of underestimating the potential of Shopify.” 14/7/2022
• 🔆 What mindset to embrace to ensure a lifelong competitive advantage? 13/7/2022
• 🔆 Doubling your prices … in a downturn … 12/7/2022
• 🔆 How to surprise our customers in a downturn? 11/7/2022
• 🔆 “How can we speed up the sales cycle?” 10/7/2022
• 🔆 What’s your customers’ secret weapon? 9/7/2022
• 🔆 You have a choice 8/7/2022
• 🔆 A critical Corona lesson in hindsight…. 7/7/2022
• 🔆 What impression do your prospects get from you / your sales people in the first 10 seconds?  6/7/2022
• 🔆 “Shut up and take my money.” 5/7/2022
• 🔆 How’s your target market changing? 4/7/2022
• 🔆 “Proactiveness in a time where a lot of people are going to be reactive is a huge differentiator.” 3/7/2022
• 🔆 Remarkable SaaS companies understand they can’t please everone 2/7/2022
• 🔆 Economic downturn… how does this change our customer’s thinking?… 1/7/2022
• 🔆 3 misconceptions in creating predictability in SaaS… 30/6/2022
• 🔆 Get your customers to love your SaaS product 29/6/2022
• 🔆 Some non-obvious signs that tell you it’s time to reposition your SaaS product 28/6/2022
• 🔆 What’s slowing down your SaaS business?  27/6/2022
• 🔆 Let’s ditch ‘You’ll be more efficient…’ 26/6/2022
• 🔆 Goosebumps…. 25/6/2022
• 🔆 “Yes, sure, we think it’s important to fail and learn” 24/6/2022
• 🔆 Speed vs. Scale: But what slows us down? 23/6/2022
• 🔆 How well is your SaaS business equipped to keep exceeding your customers’ expectations?  22/6/2022
• 🔆 Being human always wins… 21/6/2022
• 🔆 To fund or not to fund 20/6/2022
• 🔆 What can you become remarkable at in 30 days? 19/6/2022
• 🔆 What impact does your SaaS have on your customers’ customers?  18/6/2022
• 🔆 It’s time for a quiz! 17/6/2022
• 🔆 “Advertising budget is the tax a company pays when it doesn’t have anything remarkable.” 16/6/2022
• 🔆 Can a Bootstrapped company outperform well-funded businesses? 15/6/2022
• 🔆 3 unexpected benefits from clarifying your value proposition 14/6/2022
• 🔆 Growing from 0 to 20000 subscribers in < 7 months 13/6/2022
• 🔆 Most SaaS demos slow down… or kill your deal… 12/6/2022
• 🔆 Reflection on Messaging 11/6/2022
• 🔆 The 5 things I did differently in the past 12 months that really paid off 10/6/2022
• 🔆 Investing in Solar – what I learned from this 9/6/2022
• 🔆 Is your SaaS product suffering from the value gap? 8/6/2022
• 🔆 The new game: Traction Resilience 7/6/2022
• 🔆 “Should I go fundraising or continue bootstrapping?” 6/6/2022
• 🔆 Cut the BS – Say it like a human 5/6/2022
• 🔆 Great SaaS product….Yet completely ignored… 4/6/2022
• 🔆 This quote from Shay David, CEO of retrain.ai, just hit me… 3/6/2022
• 🔆 Explain your SaaS business to a stranger 2/6/2022
• 🔆 Don’t rest until you’re certain that what you’re doing is distinct enough to be remarkable 1/6/2022
• 🔆 “With some questions, you just can’t go anywhere for answers…” 31/5/2022
• 🔆 What are your thoughts on ROI? 30/5/2022
• 🔆 “Traction before funding. Period” 29/5/2022
• 🔆 How do you differentiate? 28/5/2022
• 🔆 Rubbernecking…. 27/5/2022
• 🔆 “We lost (again) against a much more expensive solution.” 26/5/2022
• 🔆 “How can we better equip sales to deliver top performance?” 25/5/2022
• 🔆 3 lessons I learned from a recent SaaS re-positioning project 24/5/2022
• 🔆 “How to position yourself when you’re biggest ambassador at your prospect hates you?” 23/5/2022
• Are startups today more recession-proof than startups from the 80s/90s? 22/5/2022
• 🔆 I sold my ’79 Defender and here’s what I learned… 21/5/2022