“Facebook ads don’t work for B2B SaaS” Raise your hand if you’ve heard that one before (or have been the one to say it). I hear some spin on that one multiple times per week. Usually from a jaded SaaS founder who went “all in” with Facebook only to burn through their Amex card with nothing but a stack of air miles to show for it. There’s a reason that Facebook is such a polarizing channel in the SaaS world.

Nothing makes me facepalm harder than getting an email from a SaaS company with a subject line that says… “Dan, your free trial is about to expire” *grabs an ice pack for my aching forehead* If you’re using email marketing as a notification tool (and not as a 24/7 salesperson who doesn’t take holidays or call in sick after a Black Mirror binge fest)...

A Mclaren F1 tops out at about 650 hp. A “street legal” Camry screams its way to 200. Both have engines. Both have 4 wheels. Both are technically “cars”. So what accounts for the difference in velocity? Simple:

25%. That’s the magic number you gotta obsess over. At least when it comes to your trial to paid conversions. If you’ve yet to have a virtual drink clink with your team for hitting that benchmark…

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…

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…

What’s your churn? If you don’t know this number, get it. Better yet, do you know why they’re churning? When I was building my company Flowtown, we had a 12% monthly churn. Not good. That meant that after only 8.3 months we had lost ALL of the customers we had worked so hard to attract & convert? Just so you know, that makes for a HORRIBLE business. Your goal should be 8% PER YEAR (for B2B SaaS)! So if you’re

How much value did you create today? What about yesterday? Want to know the best way to score yourself? You need to learn the Entrepreneurial Scorecard (all credit goes to Todd Herman, creator of the 90 Day Year). This framework is the only one I’ve found that allows founders to self evaluate their daily activities and accurately measure how those tasks measure up with your business’s growth. Warning:

If you think “sales” is a dirty word, then you’re going to hate today’s video. But if you believe that it’s not just your right, but your flat out responsibility to share your product / service / program with as many people who can benefit from it as possible... ... then read this carefully. Implementing this strategy could be the main difference maker between mediocre (but unenviable) success… ... and building a rockstar company that customers line up to buy

Have you ever felt stupid? I have. For pretty much my entire teenage existence I felt like I didn’t understand the world around me. When I got into business at 17 it was no different. I’d watch these “businessmen” talk and I had no clue what they were saying.... ... but over time I decided to learn. I put in the time to study books on marketing, finance, leadership, design, etc.. After a while, I could understand what they were