You Win Some, You Learn Some…

Most people see the world through the lens of success vs. failures, or winners vs. losers. While our world certainly has competitive aspects to it, it’s worthwhile to ask the following: Is it useful? Is

The Sniff Test

I’ve worked with a number of high-performing CEOs over the years. The best of them all had a unique skill that’s far less common with founder CEOs. It’s the ability to manage via the “sniff

Nail It, Then Scale It

A lot of SaaS companies are focused on scaling their business. There is a time and place to scale; and most of the time, founder CEOs get the timing wrong. The tech community ethos is

Immunity from Disappointment

The other day, someone asked me about how to be more emotionally resilient in the face of obstacles and failures. While being completely immune to disappointment isn’t realistic, I do think it’s possible to reduce

A CEO’s Guide to SaaS Sales Models

The following guide defines and explains the various SaaS sales models, how to choose the right distribution channel for your SaaS company, and a framework to help think about which sales channels make sense under

Risk vs. Fear

Risk is defined as the statistical probability of a negative event occurring. When you walk across the street, there is a statistical risk that you may be hit by a car. Whether you are aware

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