SaaS BUSINESS

BUILDING

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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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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Advice to a Friend Who is a SaaS Startup Founder

A real-life email with some of our best SaaS resources and recommendations.

While we generally don’t work with self-funded startups, many of the resources we rely upon for early stage SaaS are relevant to firms that are just getting going. In...

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WorkCast CEO on the Pandemic, Webinars and Impact on his Company and Customers

Stewart Kibby on how his team is responding to unprecedented challenges and opportunities.

Recently, I asked Stewart Kibby, CEO of WorkCast, to be interviewed for this blog as I felt he’d be in a unique position to comment on the impact of the...

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SaaS Pricing and Packaging: Powerful Marketing Levers for the Pandemic

With pipelines drying up how can you motivate buying behavior?

Classically trained marketers think different. They zoom out and consider the landscape before attempting to even describe a problem. Like a good doctor, they see the symptoms but dig...

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Freemium Pricing Is More Important in SaaS Marketing Post-Pandemic

Facilitate Product Evaluation, Put Competition on Defense, Build Brand Loyalty, Expand Market Share 

The last time something like 15 percent of the workforce was unemployed was in 1940. We were still digging out of the Great Depression, during...

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SaaS Marketing Strategies for the Recession of 2020

It’s a social good to preserve and if possible, grow your business.

None of us have experience trying to run a business during a pandemic. But having been in the workforce through three recessions, and counseling clients through two of them, I...

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