Posts Tagged ‘Startup Help’

The health of a SaaS business is directly tied to its ability to retain its customers and prevent churn. To do this, they have to ensure that their customers are happy. That means making sure they get the promised business benefits they signed up for. This blog post discusses how to measure customer happiness, and how...

“If you cannot measure it, you cannot improve it” – Lord Kelvin This article is a comprehensive and detailed look at the key metrics that are needed to understand and optimize a SaaS business. It is a completely updated rewrite of an older post.  For this version, I have co-opted two real experts in the field: Ron...

Summary This article describes in detail how to use on-line survey tools to validate your key startup assumptions, and gain actionable insights into topics such as pricing, target demographics, messaging, etc. Introduction By now pretty much every entrepreneur knows the basics of Lean Startup methodology: start by...

Summary: Illustrates graphically why churn is a huge problem as a SaaS company gets larger. It also looks at a very surprising factor that can massively accelerate SaaS growth: negative churn. (This article  is applicable to any recurring revenue business, not just SaaS.) Introduction As a SaaS company becomes larger,...

Today’s application developers are faced with a broad set of architectural decisions that can make or break their company going forward. This presentation, which was given as a keynote for the MassTLC application development conference, highlights the major changes that are taking place in the world of application...

Scalable pricing is a powerful tool to grow revenue in a SaaS or software business. It allows you to capture more of the revenue that your customers are willing to pay, without putting off smaller customers that are not able to pay high prices. It also provides a great way to continue to grow revenue from your...

The Science behind Viral Marketing is a look at the key factors that drive growth in viral marketing. (Hint, the most important factor is not the one everyone expects.) It also looks at what is needed to get virality to work, and how to create and optimize viral marketing campaigns or viral products. This was a slide...

If you are a serial entrepreneur starting to look for an idea for your next startup, you are likely to want a way to stimulate your brain to come up with as many good ideas as possible. This blog post outlines a framework that is designed to fire up your best creative thinking modes, triggering the creation of new...

Introduction This post aims to help startup CEOs optimize their funding strategy by examining how investors value startups, and explaining how to avoid the common cash management pitfalls. (Note: The concepts in this post will likely be obvious to experienced CEOs and entrepreneurs. Despite that, our experience...

Here is the slide deck that I presented last night at the Boston Lean Startup Circle. The slide deck describes how to build a Sales & Marketing Machine that is predictable, scalable, automated, well instrumented, and cost efficient. Building a sales & marketing machine Building a sales & marketing machine from...

Many entrepreneurs have a strong suspicion that there is an opportunity in a particular market, but lack the detailed understanding of customer pain needed to design an appropriate solution. The  following guest post by John Raguin, ex-CEO, and co-founder of Guidewire Software, describes how he and his co-founders...

How to make sure your sales forecast has been properly validated so it will stand up to test of time (and investor scrutiny). This blog post looks at the process that I would use as a board member or investor to validate a bookings forecast, checking to see if the key elements that are needed to support that forecast...

Startups frequently make one of two mistakes: spending too much money, or spending too little money. A key job of the CEO is knowing where to set the startup accelerator pedal. In a recent series of three blog posts published in GigaOm, I discuss the three key phases of a startup lifecycle, and how each phase requires...

Almost every sales and marketing funnel has blockage points where the conversion rates are lower than hoped, or the process cannot be scaled. This blog post talks about how to solve those blockage points using an intense study of the customer's concerns, and brainstorming to see what motivations can be used to over...

If any of you read one of my blog posts entitled “Six Things VCs look for in an Investment,” you may remember that the first entry on the list is “An Extraordinary Entrepreneur with Unique Insight.” I recently watched an outstanding presentation called “How great leaders inspire action” by Simon Sinek (embedded at the...

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