In sales “Land and expand” usually refers to a strategy to land a customer with a small deal, and then sell into the organization to expand your footprint to more seats, additional departments or more products & services. Nowhere does this make more sense than in SaaS. In a typical low-touch SaaS “sale,” an individual […]
SaaS Strategy Best Practices
Read, listen and watch SaaS strategy best practices for founders and leaders of growing technology companies. Join SaaS co-founders and operators for guidance on sales, marketing, customer success, culture, and institutional readiness.
Active SaaS Product Strategy Proves Value We’ve all subscribed to passive SaaS products that may be cool, but never become indispensable. It’s likely you’ve also used at least one active SaaS product that goes out of its way to shove its value in your face. And if that active SaaS was actually valuable, then it’s […]
I spent the last eleven years or so as a SaaS CEO — growing from $1M in ARR to $10M+. I’ve always been data-driven, but when I discovered live dashboards, it changed my day-to-day life. Metrics are important, but access to and visualization of key data are much harder to come by. So here’s the anatomy […]
Let me start by saying that I LOVE SaaS. I love using SaaS. I love helping SaaS companies. I love running my own SaaS company. And I really, really love building SaaS sales teams. It’s an exciting time to be in SaaS, and opportunity is everywhere. But there are also a lot of uniquely modern […]
I’m actually a bit cranked up about SaaS scale and SaaS maturity being confused and comingled. We’re working with a couple of SaaS companies at roughly the same revenue scale but wildly different maturity levels. The problem is that both founders see themselves in the same stage of development because annual recurring revenue (ARR) is […]
Avoid “Feature Belief”. Efficient and effective SaaS MVP development takes imagination, discipline, process, and above all, customer feedback.
I love plans: whether they’re formal and detailed or quickly scribbled on a napkin during a moment of inspiration. However, I know my love of planning puts me in the minority. Let’s be honest, most companies and managers say they plan….but it’s one of those things that doesn’t actually happen regularly and is usually ineffective. […]
Yes, it’s the other “s” word — services. SaaS services are frowned upon by many institutional folks and usually valued far lower than subscription revenue. Even recurring services revenue finds itself way down the valuation curve. In some cases, this disdain for services may be warranted. In others, it’s misplaced. The irony is that the […]
We evaluate a lot of SaaS companies. And, we evaluated our own SaaS company for years. But how we evaluate growth-stage companies at the top level is specifically designed to help everyone quickly focus on strengths and weaknesses to make improvements that accelerate growth. In Beacon9, that SaaS business evaluation is the first part of […]
Last week we were super psyched to launch our CAC Calculator, the first of many Married2Growth SaaS Tools. Today, we’re excited to bring you a follow-on, the LTV Calculator. This one helps you quickly estimate SaaS customer lifetime value and if you have your CAC, it also calculates your LTV-to-CAC Ratio. Like CAC, LTV is […]