TL;DR – Growth sparks when you focus your horizontal solution on a vertical market "As a young startup, we use the power of machine learning patterns. We figured out that if we want to do that properly, we have to focus on one specific industry." ...
We explore what's broken in the way manufacturing companies make decisions. Rafi shares his lessons learned on creating predictable traction in the highly competitive category of FP&A. He tells stories about how niching down helped scale faster and help deliver remarkable results in a matter of 30 days. Last but not least, he elaborates on how they can constantly raise the bar and get ahead of the market.Â
TL;DR - Most users have a story about how your SaaS made them proud - you're only one ask away from them sharing it.Â
How to turn every customer into an advocate in a sustainable way?
We explored this topic in yesterday's CEO Mastermind - and here's why: ...
TL;DR Price outcomes to problems, not usage of product.
I am exploring the question: How to approach pricing if you want customers to happily pay a premium?Â
Concerning this, I'd love to share an anecdote Ryan Falkenberg, CEO of CLEVVA, gave me yesterday. ...
The past 4 weeks I've intended to answer the big question: How to create predictable traction in a new SaaS category?Â
Today I've posted
the long-form blog to answer that question In the process, I've reflected on my own experience, researched the 250 podcast episodes that I've recorded since 2018, ...
We explore how she built a $1M ARR business from scratch - deliberately going the bootstrapped way. Melissa elaborates on her experiences in building software that helps her customers provide experiences that their customers love to engage with. She talks about how getting her first 200 customers was easy but how growing beyond that became a big challenge - and how she overcame that. Last but not least, she shares some of her secrets to creating a SaaS business without getting into the vicious cycle of desperately chasing funding.
Last month, a SaaS CEO told me their positioning was "clear enough: We're the only unified platform that..." Three weeks later, they lost a $200K deal to a competitor with worse technology but better market positioning.
This scenario plays out constantly in B2B software. Companies with superior products lose deals because they sound like every other vendor. Meanwhile, strategically positioned competitors charge premium prices and close faster sales cycles. This is why strategic differentiation matters more than product features.
Over 30 years working with B2B software companies, I've seen how positioning separates market leaders from commodities. Yet most executives dismiss it as "marketing fluff" - until they watch competitors win with inferior products.
Here's what strategic B2B positioning actually delivers, and how to build positioning that drives measurable revenue growth.
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Yesterday I ran a workshop with 8 SaaS CEOs about "Framing a unique Product Market Fit."
Asking about how every participant felt about 'Product Market Fit,' the overall conclusion was: "It's very challenging."
One quote I got was this one:Â "We've done all the research about the big problem in the market and believe we have the solution, ...
We explore what's broken in the way we leverage the value of video calls. Gorish shares his vision of how we can give Sales a competitive advantage by augmenting them with insights about the invisible behavior their customers showcase when meeting online. We dig into the big learnings and tough decisions that needed to be made in the development process and how that has panned out in stickiness and viral effects. Last but not least, he shares his advice on what it takes to build a software business that cannot be ignored.
Feeling the squeeze of today's economic headwinds on your B2B SaaS sales? You're not alone. But what if you could navigate these stormy waters like a seasoned captain and emerge stronger than ever?
In this guide, I'll arm you with proven strategies to slice through barriers, shorten sales cycles, and crush your quotas - without desperate discounts. You'll learn how to build an unshakable foundation, leverage unconventional metrics, and implement game-changing sales acceleration techniques.