As a B2B SaaS consultant, I’m often asked by my clients what they should be measuring to evaluate the performance of their company. However, much like everything else in the world of B2B SaaS, answers to this question can quickly become overwhelming. One of the great aspects of building a SaaS business is that it…
As a B2B SaaS consultant, I help a lot of software product companies make improvements to their product development efforts. Something I always ask my clients is what type of return they are getting from their investment into product development. The answer I usually get is either a blank stare or something along the lines…
Ever since ChatGPT was released, debate has circled around what it will mean for jobs everywhere as AI tools continue to become more advanced in their capabilities. As a SaaS consultant, I help companies build and strengthen their product teams. I want to talk more about how I see product teams changing as they begin…
The SaaS world is going through a period of evolution. The days of focusing exclusively on growth appear to be drawing to a close. Growing in popularity is solid business fundamentals and a focus on profitability. Let’s talk about what this means for the economics of SaaS and the leaders of those businesses. Background Historically,…
In previous articles I showed you how to build your product sales process and talked about the differences between hunting and farming. In this article, I want to share what I’d recommend when it comes to achieving the first big step in building an effective product sales process – repeatability. Background If your product sales…
There are two primary ways of generating leads for your product business: hunting and farming. Hunting is when you are proactively reaching out to prospects following your product sales process and farming is when you are investing in direct marketing activities that ultimately bring the leads to you more reactively. Both of these activities are…
Too many product companies view sales as art rather than science. I reject that notion. Product sales should be developed as a process with predictable and repeatable results. In this article, I’m going to walk you through how you can develop a sales process for your product. When complete, you should have the ability to…
I want to talk to you about the challenge of establishing effective product pricing. This phase of building a product experiences a lot of chicken and egg type situations, for example, if I don’t know what people will pay, how will I know how much I can charge? You may be worried that if you…
I talk a lot about the high failure rate of people attempting to build successful product businesses. That’s because I also want to share everything I know that can improve your odds of success by leveraging product strategies that have been proven successful. I’ve previously compared strategies of building a software product vs a productized…
Years ago I set out on a mission to rid the world of product failure. I thought the crazy high failure rate of products (greater than 9 out of 10) was insane and if I could even make a dent in that number then I could help a lot of people. A big part of…