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How the world of SaaS economics is changing
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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, SaaS businesses have…
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Unlocking The Power of the SaaS Business Model: Everything You Need to Know
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The world of software has experienced a radical shift with the rise of the Software-as-a-Service (SaaS) business model. As more businesses and consumers embrace the convenience and flexibility of cloud-based software, understanding the intricacies of the SaaS business model becomes increasingly critical. In this comprehensive guide, we’ll explore the essence of the SaaS business model,…
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How to make your product sales process repeatable
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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 process…
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Product Sales: Hunting vs Farming
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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 important…
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How to build a sales process for your product
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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 either generate…
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How to effectively manage product pricing
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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…
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Why you should build a productized service before you build a software product
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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…
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Achieving success in product by solving your own problem
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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…
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Building software products vs building productized services
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After you’ve identified problems worth solving and selected the problem you wish to solve, the next step is to think through exactly how you are going to solve this problem and provide value to your client. Since you are likely interested in building a product to solve this problem, you are probably at least considering…
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Why your professional services firm needs a productized service
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When I speak with operators of professional services firms, they often have similar goals related to scaling and boosting profitability. Unfortunately, the typical structure of professional services firms are not naturally designed to support either of these goals. So to truly solve them we must get creative. At the same time, we often speak about…
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