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 …
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 …
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 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 …
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 …
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 …
