SaaS: Demand vs. Lead Generation
Many SaaS companies have a demand generation function within marketing. I think the term “demand generation” is terribly misguided. There is no such thing as generating demand. Demand either exists or does not. If demand
Olympic Gold for SaaS Founders
One of the key principles I teach my founder CEOs is the importance of finding a gap in the marketplace to focus on. If you do exactly what your competitors do, product-wise, and target the
Net Revenue Retention — Why it Matters a Lot
In recurring revenue businesses, there are various measures of churn or revenue retention worth paying attention to. Today, I’ll focus on net revenue retention (NRR). While many hear this term and know investors ask about
The Stupidity of Unicorn Mania
The SaaS world is obsessed with unicorns — those companies that have achieved $1 billion+ valuations from investors. Unicorn status is seen as a monumental achievement. As I’m writing this, there are more unicorns than
40x Growth in 90 Days
With a keen interest, I’ve been watching arguably the most audacious scalability effort I’ve seen in my lifetime. I’m talking about 40x growth in 90 days… in physical goods and the in-person service industry… starting
The “Professional” CEO
I’m sometimes asked what makes a hired “professional” CEO different than a founder CEO. The obvious answer is experience. Some great questions to ask are: “What does experience specifically give a ‘professional’ CEO that is