I was recently working with a SaaS Academy client who had a serious churn problem.
So serious that he was letting 18% of his accounts disappear without a fight.
Couple that with skyhigh acquisition costs and flatlining expansion revenue… and let’s just say that this company was playing with some serious fire.
“Scale” wasn’t a word you could use with a straight face.
Make no mistake… Read More
Have you ever tried to collect a case study only to find yourself stumbling over the “ask” before mercifully aborting mission?
Yep.
Happens to just about every SaaS founder.
Even when we get epic results for our customers…
… asking for a case study turns otherwise confident SaaS founders into the chess club captain trying to ask the head cheerleader out to prom.
*awkwaaard*
But it doesn’t have to be. Read More
A SaaS Academy client recently asked me what SINGLE metric I would look at if I had to bet on the future success of a software company.
It all comes down to this… Read More
Few things can shatter a founder’s confidence quicker than a poorly managed board meeting.
At best…
… you’ll get glossed over stares and “checked out” investors who secretly hate you for wasting their time.
At worst…
… you’ll accidentally knock over the first domino in getting kicked out of your own company.
Pay special attention to Step #4 in this week’s video to make sure that never happens. Read More
“Help me. Help you.”
Nope…
Not talking about that epic one liner from Jerry Maguire.
I’m talking about the inner dialogue your customers experience whenever they try to refer your product to their tribe.
One of the EASIEST ways to acquire a new B2B Saas customer is to have your current users refer you at scale.
Just ask Dropbox 😉
Only problem is… most companies make that process painfully hard and complicated. Read More
“You’re not suppose to succeed!”
“The numbers are against you from day one.”
Those were the words hurled at me across the board room from one of my mentors.
Encouraging, right?
Up until that point I had so much confidence that failure wasn’t an option.
But the truth is – and you hear it all the time – most startups fail. Read More
Are you acting like a 5 year old when demoing your product?
Last week my son Max (5) asked me to help him with his show & tell presentation.
So I taught him a simple 3 step process.
These 3 steps are just a compressed version of what I teach my SaaS coaching clients… focus on the pain, peg it to benefits delivered via features and go for the close.
What do you think the other kids did? Read More
Has a customer ever punched you in the face?
No?
Has it ever felt like that?
Every time I’ve had a customer sign-up, stick around for a few months, and cancel (aka churn) it sure feels that way.
It doesn’t matter how long I’ve been building businesses, nothing frustrates me more than having a customer that I spent a ton of time, energy and money attracting, leave because we missed the mark.
What’s different about my approach is that I take 110% accountability for customers churning. Read More
All SaaS companies need sales people.
Even products like Dropbox & Slack have sales teams.
If you look at the Montclare SaaS 250 list, they all have sales teams.
So why do startups push off making this hire for so long?
It’s usually because they don’t know what to look for and are scared that a new fancy pants sales person wouldn’t close enough deals to cover their cost.
A totally legit concern.
But one you need to quickly blast through if you have any serious hopes of scaling. Read More
Want to know one habit ultra-successful people have in common?
They read.
A lot.
In fact, when Warren Buffett was asked about the key to his success, he pointed to a stack of books and said:
“Read 500 pages like this every day. That’s how knowledge works. It builds up, like compound interest. All of you can do it, but I guarantee not many of you will do it.”
It’s why you’ll find a bookshelf or library in most wealthy people’s homes… reading is a leading indicator of success. Read More
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