North Star Metrics Your B2B SaaS Startup Should be Chasing

An NSM should be a leading indicator of your future success. Unfortunately, indicators such as monthly revenue or average revenue per user (ARPU) don't provide you with an early signal of product impact. In fact, such things can be categorized as lagging indicators since they don't predict future revenue and are focused on what happened in the past.

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Benefits of a Growth Experimentation Ledger

If done correctly, experiments can save your company from making big, costly mistakes. Most importantly, they expose opportunities of growth for you to double down on.

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Setting the Marketing Budget for a Pre-Seed Startup

An operating model will help you develop your revenue hypothesis, which is one of the things you're going to need to hash out a thoughtful marketing budget.

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Email matters. Open Rates don’t.  

Apple Changed the Game: You Can't Rely On Email Open Rate To Gauge the Success You've been running an email campaign, or several, for a while now. You know what to look for to determine the success of those campaigns: email open rates. When your target audience is opening the …

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Leveraging research time to increase sales effectiveness

Leveraging research time to increase sales effectiveness

My objective with this essay is to help you increase your productivity selling. You want to know what to do next, but it’s hard to tell. Should I send off quick follow up notes? Are the opportunities I’m spending time on worth it? Should I just disqualify some of them …

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Succeeding with Expansion Revenue

Succeeding with Expansion Revenue

Background Some B2B SaaS and software companies have aggressive revenue targets and some don't. I once grew a business from <$1m to $10m in revenue in 6 quarters. The best companies do $2m to $10m in 5 quarters. When I operated as an independent consultant I could grow as fast …

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Hiring a consulting firm for your business

The problem Hiring a consulting firm, freelancer, contractor, or advisor for your business is hard. In this essay I explore why hiring a consulting firm is challenging and the areas focus to effectively recruit, onboard, and collaborate with a consultant to achieve your desired outcome, or objective. There is a …

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Aligning your company around a go to market strategy

Aligning your company around a go to market strategy

Introduction Huddle up. You’ve spoken with your co-founders and board. Someone helped you come up with a go to market strategy that gives you the clarity you were looking for. You have a plan. Now? You know what to do, but how do you align the company around the go …

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Hiring your first sales and marketing people at an early-stage B2B software or services company

This is a great read if your business is currently: overwhelmed with sales leads need to build more awareness want to get feedback from marketing and sales initiatives back to product What I am assuming (even if not explicitly stated): it's unclear what benefit the customer will get from buying …

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A Digital Marketing Framework

Introduction You've hired your new Marketing Program Manager. They show a lot of promise, but they are green. Now what? It just so happens that we have helped many companies with their marketing hires and turning them into rockstars. Here's my recommendation on training a new marketing hire. Find a …

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