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

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”?

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