SaaS BUSINESS

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Sharing experience, insights and best practices for building SaaS businesses. Clients rely on us to realize the future visions of their organizations. Posts here are based on real-world outcomes and lessons learned from putting marketing to work – marketing that grows software companies like yours.  Let’s build something bigger, together.

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Cover your flank as a new SaaS CMO

Get a solid tactical plan running ASAP so you have the freedom to build strategy.

Congratulations on the new post as CMO. You need to start immediately to prove to your CEO that he/she made the right decision to hire you, or before long, you’ll...

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7 Things You Can Do NOW to Reduce SaaS Churn in the Pandemic

SaaS CEOs and CMOs should focus as much attention on retention as growth.

It’s an old saw in (the SaaS) business: It’s harder to sell a new client than it is to keep an existing one.

This maxim is consistent with most people’s gut instincts--it...

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Six Reasons Why Your Website Isn’t Generating Enough (Sales) Leads

Your waterfall will look more robust after reading and acting on this post.

It’s a shame when I come across websites that are obviously the result of a lot of effort in developing content for lead generation, and then quickly realize that their...

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5 Common Landing Page Mistakes You May Be Making

A well-developed landing page should be optimized for search as well as converting views into submissions. Landing pages can be just as important as the content you’re offering and should be carefully constructed. Otherwise, you’re investing in...
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4 Benefits of Sales CRM Integration With Marketing and Customer Success Software

The sales pipeline no longer works on its own.

Especially for SaaS companies, the customer journey has eclipsed the sales pipeline as the best determinant of lifetime customer value (LTV). Sales teams that expect to reach and engage their...

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The SaaS Founder as Product Manager

When Is It Time to Professionalize This Function? And What Does It Mean for a CMO Job Seeker?

SaaS CMO candidates should ask about product management for insight into the management style at a potential employer and to gauge its future prospects....

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Has COVID-19 Infected the Predictable Revenue Model?

Is the era of the BDR function coming to an end?

It's 5:30 on a Friday and my phone rings from an unknown number. I know it's probably a sales call but take it anyway."This is Jason," I say as a cheery female voice asks me if this is a good time...

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Cole Information Case Study: SaaS Company Is Ready for Take-off

How do you help a 60-plus-year-old company improve its churn rate after it transforms from a print directory business to a Software as a Service (SaaS) model? This was the major challenge that Cole was facing when Austin Lawrence Group (ALG)...

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Why Lead Gen Is a Slog for B2B CMOs

Nearly every B2B CMO is under pressure to generate leads, especially when new in the role.

A seminal Forrester report found that less than one percent of B2B leads ever convert into customers. That means that 99 percent of our efforts are...

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B2B Marketing: What’s the Mission as We Recover from the Pandemic?

Webinar recap: Cutting your external comms budget is tempting for the CFO, but what's the impact longer term?

During the uncertain times of COVID-19, it is natural for B2B companies to want to tighten their marketing and advertising spend to...

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