Real SaaS growth challenges
and how I help Scaleups overcome them.
“Our growth is stalling”
We are growing, but not up to the point where I thought we could. We have many clients, but many have different needs. So internally, we’re struggling.
We can’t really have scalable support. Not having the right focus all trickles down into product management – so we’re creating a product with lots of add-ons.
That takes so much time, and prevents us from building a scalable organization.
We tried all kinds of different approaches in marketing and sales. We did everything by the book – But our growth is still stalling….
– Mark de Jong, CEO Timewax
Metric impacted: Growth Efficiency Index (GEI), Win Rates
Solution: Value Foundation Pressure Cooker
or alternatively my Growth Catalyst program (with result guarantee)
“My sales team is struggling. We’re losing 80+%.”
My sales team is struggling. Our win rate is just 20% – in other words, we’re losing 80%. It takes a long time to close deals, but it takes a long time for opportunities we lose, too. It’s inefficient, especially since our products are not complex and relatively inexpensive. So long sales cycles don’t make sense.
– Henk Jan Onstwedder, General Manager Legal & Regulatory, Wolters Kluwer Legal Software
Metrics impacted: Win Rate, Average Deal Value, Average Sales Cycle
Solution: Traction Momentum Pressure Cooker
or alternatively my Growth Catalyst program (with result guarantee)
“I struggled to build a scalable sales engine”
I struggle to build a scalable sales engine. My mind is stuck on the solution. Our focus is far too wide. We don’t understand why our customers are buying our products or the exact problems we are solving uniquely. As a consequence, we don’t know when to qualify in or out.
– Rami Darwish, CEO Arrow Labs
Metrics impacted: Growth Efficiency Index (GEI), Win Rates
Solution: Sales-led SaaS CEO Mastermind & 1-1 Mentoring
or alternatively my Growth Catalyst program (with result guarantee)
“Sales feel like Windforce 9 headwind.”
Metrics impacted: Win Rate, Average Deal Value, Average Sales Cycle
Solution: Value Foundation Pressure Cooker
or alternatively my Growth Catalyst program (with result guarantee)
“Customer lifetime value is suffering and churn is too high”
There’s an X factor that makes Salesmanago unique, but no one can wrap their mind around it to simply explain what it is and why it matters. This has led to commercial challenges. Precise targeting is challenging. Conversion rates are lower than expected. Customer lifetime value is suffering, and churn rates are too high.
– Greg Blazewcz, CEO SalesManago
Metrics impacted: Win Rate, Average Deal Value, Churn and CLV
Solution: Value Foundation Pressure Cooker
or alternatively my Growth Catalyst program (with result guarantee)
“We hit a growth ceiling”
We hit a growth ceiling. Something stops us from growing in line with expectations. We don’t attract the right customers – which has led to lots of discussion within products and development around features we can’t deliver. We need clarity on where we can make a difference – and where not. However, we struggle to get that clear – even though we had many internal workshops with a large international team of our best people. In the end, we’re all TOPdeskers. We tend to have a narrow vision of what we’re good at. We lack that outside-in perspective.
– Sofie Drijver, Head of Growth TOPdesk
Metrics impacted: Win Rates, Average Deal Value, Growth Efficiency Index (GEI)
Solution: Value Foundation Pressure Cooker
or alternatively my Growth Catalyst program (with result guarantee)
“We risk missing our growth targets in our new multi-product domain.”
Three recent acquisitions have changed our product offering overnight. They dramatically changed the scope of our existing Advanced HCM offering by adding performance management and employee engagement, Workforce Management, and Talent Acquisition. We risk not achieving our ambitious growth targets in this new multi-product domain if we fail to spell out our evolved differentiation and joined-up value proposition in an easy way.
– Brian Curtis, Director Product Marketing, OneAdvanced
Metrics impacted: Growth Efficiency Index (GEI), Average Win Rate, Average Deal Value, Cross & Upsell growth
Solution: Value Foundation Pressure Cooker
or alternatively my Growth Catalyst program (with result guarantee)
“My team fails to bring our unique value across”
My team is very comfortable talking about features, but they fail to bring our value across. So the problems I am challenged with: long sales cycles, poor sales productivity (having too many conversations that don’t need to take place), unreliable pipeline (difficulties saying ‘no’), and low close rates.
– Adam Clarke, CSO Roomraccoon
Metrics impacted: Win Rates, Average Deal Value, Average Sales Cycle
Solution: Traction Momentum Pressure Cooker
or alternatively my Growth Catalyst program (with result guarantee)
“Without a mature Product Marketing Foundation there’s a real growth challenge ahead of us.”
We have grown into a multi-brand organization of well over 2500 people in a very short time – bringing together the best brands in our industry. This means we’re one company with many different organizations. So, staying on top of our customers. Institutionalizing what we actually know. Being very deliberate about knowing what our customers need and want. And helping to translate that into the processes of how we develop, differentiate, and deliver – that’s a key element of how we are growing.
I realized there isn’t room for trying to build the Product Marketing Practice. I realize I have to get straight to the point – since there’s a real challenge ahead of us. If we just want to build our foundation organically over time, it’s going just to take too long.
– Christian Weichelt, CMO Cyncly
Metrics impacted: Growth Efficiency Index (GEI)
Solution: Value Foundation Pressure Cooker
or alternatively my Growth Catalyst program (with result guarantee)
“We can’t create a sense of urgency and are losing deals.”
We can very well position our solution to the IT director, but not necessarily to the CEO or owner of the business. He doesn’t care less about efficiency and Total Cost of Ownership. He wants to have business and revenue growth. We’re losing deals as a result of that and a lot of deals get postponed, because we can’t manage to get the sense of urgency that we feel our solution really deserves.
We tried so many things and had a very hard time establishing what that new strategic messaging should be. We got into so many different directions, having so many different opinions, and realize we will not solve this puzzle ourselves – we need an outside-in perspective
– Michiel Schipperus, CEO Sana Commerce
Metric impacted: Win Rate, Average Deal Value, Average Sales Cycle
Solution: Value Foundation Pressure Cooker
or alternatively my Growth Catalyst program (with result guarantee)
“Our Salespeople struggle to stand out in the sales process”
Metric impacted: Win Rate, Average Deal Value, Average Sales Cycle
Solution: Traction Momentum Pressure Cooker
or alternatively my Growth Catalyst program (with result guarantee)
“I am struggling to keep the same growth rate.”
Metrics impacted: Win Rate, Average Deal Size, Growth Efficiency Index (GEI)
Solution: Value Foundation Pressure Cooker
or alternatively my Growth Catalyst program (with result guarantee)