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 …
The Lie Called SaaS Demand Generation
Most well-established marketing departments in SaaS companies have one or more people in demand generation or “demand gen.” I have always hated this term because I think it completely misunderstands the purpose (and the limits) …
SaaS Exit: Strategic Buyer vs. Financial Buyer
I received a few emails in response to my article on SaaS capital markets. I thought I’d address one of the questions: What is the main difference between a “financial buyer” vs. a “strategic buyer”? …
SaaS Companies & Capital Markets
Many of the companies I work with are self-funded when I start working with their CEO. There is a time and place to raise outside capital (which I will cover in a separate article in …
Scalability Failure Case Study: COVID-19 Test
By day, I coach SaaS founder CEOs on how to scale. By night, I volunteer as an emergency worker in the Seattle metro area. Normally, those two worlds do not intersect, but they did in …
The 3 Prerequisites to Scaling a SaaS Business
Silicon Valley culture is hyper-focused on growth and scalability. There is a right time to grow and scale. Many founder CEOs get the timing wrong. The three prerequisites to effectively scaling are: Product/Market Fit Sales …