How the world of SaaS economics is changing

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,…

How to make your product sales process repeatable

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…

Product Sales: Hunting vs Farming

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…

How to build a sales process for your product

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…

How to effectively manage product pricing

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…