5 Key Aspects of Successful B2B SaaS Companies

Every successful fast-growing B2B SaaS company has to have a large TAM (Total Addressable Market). But there is more to the best of SaaS – based on what I’ve seen of the best companies where I’ve been on the executive teams including Veeam and Acronis: Exceptional Customer Experience

Top Signs That You Must Troubleshoot Your Sales Strategy

Several times a year you must do a quick checkup and get a gauge on whether you need to rethink your Execution or troubleshoot your SaaS Sales Strategy. This is primarily about the “New Business” sales rather than Customer Success and existing business renewals or upsells & cross-sells

The SaaS Sales Scaling Formula

A couple of years ago I presented at the annual Inside Sales – Sales Acceleration Summit about “The Science of Sales” (InsideSales.com posted the presentation on Slideshare). What I used to call the The Magic Sales Formula is the “SaaS Sales Formula”:   Here are my notes on the

Creating a 3-Page Strategic Plan

For some companies, it may be better to start with a very basic “1-Page Summary of the Strategic Plan” which is very over-simplified but can be easily and quickly reviewed by anyone in the organization.  However, for a more substantive plan (yet not over-complicated), you may want to

What Exactly is “Strategy” in B2B SaaS?

The other day I met with a tech industry CEO and we talked about  Corporate Strategy that he is planning for 2019 and how he wants to grow his company’s revenue by over 100%+ in the next year.  We spent at least half of the time actually discussing

Getting More Sellers to Attain Quota

The other day I read an article from Michelle Vazzana at Vantage Point about “How to get more sellers to quota” and I wanted to summarize and add a few things. The focus is about coaching to activities because it is the seller’s activities that drive performance (i.e.