Many companies are unsatisfied with the ROI of their digital market budgets, as they see how few of their marketing leads convert into actual sales; yet they fail to realize what part of their process is not working. After all, the marketing message appears to articulate the company’s value proposition well and many new contacts… Read More
In the previous article, I highlighted 10 findings from Part 1 of the 2014 SaaS survey led by Pacific Crest, in partnership with David Skok of Matrix Partners and the research team at Openview Partners. This article presents 10 more takeaways from Part 2 of the survey. For full results, please visit David Skok’s blog. … Read More
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
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
Nicola (Nick) Sanna