The classical enterprise software model seems to have gone out of favor with many investors, as it is associated with high upfront costs, long sales cycles, lumpy revenues, lengthy delivery – which make it very difficult and costly to scale. Yet, some software companies have been re-defining the enterprise software model and are experiencing strong growth. I… Read More
We all have found ourselves in situations where a business plan failed and we asked ourselves “how did we get to this point?” or “what were we thinking?” and wished that we had the chance to do it all over again. This happens more often than not, especially when executives or teams get excited about… Read More
While an increasing number of high-tech companies have been perfecting the art of getting found on the Internet via the use of Inbound Marketing techniques, there are situations where it makes sense to do outbound prospecting via email campaigns, cold calling and appointment setting. There are two main reasons for that: 1 – Outbound prospecting can generate leads… Read More
During the preparation for a new Software-as-a-Service (SaaS) business plan, I researched and studied documents written in the last 2 years that described the best practices in understanding, measuring and optimizing the performance of SaaS businesses. The intent of this post is to list the resources that I found most informative and useful. Prospective SaaS executives need to learn and thoroughly… Read More
In recent discussions with local high-tech executives, I realized that an accelerating number of small and emerging high-tech companies are discontinuing their traditional paid time off (PTO) policies based on a set number of vacation/holidays/sick days per year in favor of “unlimited” or “use your best judgement” PTO policies. Well, “unlimited” is not really unlimited. In most… Read More
The promise of Inbound Marketing In the internet era, the traditional outbound marketing campaigns based on user lists, email blasts, telemarketing, advertising, PR, etc, have become less effective in generating meaningful leads. Most folks don’t want to be bothered with unsolicited calls or email and now instinctively turn to their favorite search engine when looking for a… Read More
Nicola (Nick) Sanna