Selling to the enterprise can be different than the SMB—but not that different. There are just a few things you’ll need to provide in order to win the hearts, and business, of an enterprise prospect.
Whether you have a product-led SaaS or a high-touch SaaS, better onboarding doesn’t start with process it starts with vision. Don’t get me wrong, every SaaS needs to deliver a great customer onboarding experience. And that will require a process to ensure it’s executed well. But if you want to improve how you onboard your […]
You may be asking yourself, “Wait, does my company even have a renewal process?” You aren’t alone. Many SaaS companies don’t have a formal customer renewal process. I was reminded of this at the Silicon Y’all event earlier this month when my session about fighting SaaS customer churn was followed by a fantastic presentation on […]
With SaaS company culture as an important competitive edge for recruiting and retaining the best employees, you have to consider how difficult employees impact the team. When those difficult employees are top performers, the decision to let them go can be agonizing. Here’s a simple answer.
There, I said it. As a SaaS founder who led sales, customer success, product support, and professional services, I fully believed every customer retention issue was squarely on my shoulders. And every customer retention win was because of the product. I LOVED our product and the value it brought to our enterprise customers. I passionately […]
Here’s a quick overview of the most essential SaaS sales management metrics to track and surface to your team.
You may have noticed something has changed around here. This week Married2Growth.com became SaaSX.com. Literally overnight. New name, new logo, new tagline, and new horizons. Same great content, only better. When we launched Married2Growth earlier this year, it was simply a place for us to write about our experience running, growing and exiting our bootstrapped […]
An important SaaS metric that many operators overlook is the SaaS “Magic Number”, sales efficiency. This number will help you know how sustainable and capital-efficiency your sales and marketing is. Here’s how to calculate it.
Hiring mistakes are inevitable, especially when you are scaling fast and trying to fill many open positions at once. Here are a few of the most common startup hiring mistakes I’ve seen and some thoughts on how to avoid them. Hiring people who aren’t passionate about your category and/or SaaS. When SaaS was just getting […]
A story in pictures. Justin and I have been at Silicon Y’all all week, and yesterday I presented a 20-minute TED Talk-style session, “Fighting Churn with Hand-to-Hand Combat, A Story About Not Giving Up Even When You Think You’ve Tried Everything.” I’ll come back to customer churn in a moment. First, let me rave about the […]