For many startup software companies (and their founders), an early capital-efficient approach to growth can make a huge difference in the long run. It can be the difference between having 6 months of runway versus an endless runway. It can make the difference between needing to make deep cuts when the business climate gets rocky […]
The Product Led Funnel
The other day my partner at Arthur Ventures, Pat, and I were talking about the go-to-market motion of a partner company and he used a phrase I hadn’t heard before. Product-Led Funnel. If you are a software entrepreneur you probably spend a lot of time thinking about product-led growth. How to get it, how to […]
12 SaaS Pricing Strategy Resources
Pricing is one of the highest-impact strategic decisions that startups make, yet often the least amount of time is spent on it. As 2021 begins, companies are sitting down to finish up their annual plans. One of the most crucial parts of this process is often reviewing and refining pricing strategy, which can seem daunting. […]
Your SaaS Customer Success Playbook Outline
Yes, Your SaaS Does Need a Customer Success Playbook! A comprehensive SaaS customer success playbook sets your team up for success. A playbook provides in-depth content & plays for onboarding, adoption/engagement, at-risk accounts, and renewals. Each section can include processes, sample outreach cadences, and more. If you have a customer success software platform, actual emails […]
3 Easy Lead Generation Calculators
Wondering how many leads you need to generate to hit your company’s revenue targets? Or how much traffic you need to drive to hit an online signup target? We’ve got your answer right here in our 3 easy lead generation calculators. What is a Lead Gen Calculator? These 3 simple calculators automatically calculate: The number […]
How to Interview a Product Manager
This article should really be titled, “How to interview a product manager (if you aren’t a product person) “ Because customer success, marketing, sales, support, and other operational roles are key stakeholders in a SaaS organization they are often called into the interview process for product managers. Especially for a company’s first product hire when there […]
How to Stop Solving Every Problem Yourself
In a startup, the early staff has to build literally everything from scratch, figure everything out, and solve every problem. There are no playbooks, rules, norms, or guidelines. There is just get stuff done, be scrappy and figure it out. It is a special breed of person who survives and thrives in very early start-up […]
You Hired a Bad-Fit Executive. Now What?
We don’t need an article to tell you what to do. If you hired a bad fit executive you need to have them exit the business. Doesn’t matter how long it took you to find the person. Doesn’t matter how much money you spent on a recruiter. Doesn’t matter than now you are questioning your […]
How to Hold People Accountable
How do you hold people accountable? I’ve written a little about it when I learned the phrase “Say-Do”. And I think OKRs help tremendously. I can’t imagine creating an accountable culture without OKRs or a similar framework. They are designed to be visible so that the entire organization can see objectives (goals) and key results […]
Elevating SaaS Customer Success to a Strategic Function
Yesterday, I spoke at the Churn Zero Big Ryg customer success conference in a session titled, “When customer success is a second-class citizen”. Throughout my time as an entrepreneur and working in startups, I’ve always been responsible for customer-facing functions—sales, support, and customer success. And now, as an outside advisor to growing startups, I am […]
