PinnedWant a killer product? Become more opinionatedI laugh at this tweet every time I remember it:Jun 2, 20215Jun 2, 20215
The Blind Spot in Dog-Fooding: Lessons from Reid Hoffman of LinkedInIt’s a rare example of a founder confidently using complementary products, rather than just their own.Jan 10Jan 10
Things that never work in startup sales… or to put it verbosely, have a very low chance of working for most people.Mar 26, 2024Mar 26, 2024
It’s the UX, stupidCompanies building in-house GenAI copilots for their sales teams get one thing wrong:Mar 26, 2024Mar 26, 2024
5 differences between selling to VP Sales vs VP EngineeringHere are 5 differences between selling to engineering vs. sales orgs.Mar 26, 2024Mar 26, 2024
I am calling it: AI agents are at the peak of inflated expectationsI am calling it: AI agents are at the peak of inflated expectationsFeb 14, 2024Feb 14, 2024
Neat Sales Trick: Requirements ChecklistNever let the customer dictate requirements.Feb 14, 2024Feb 14, 2024
Founders: one tip for managing your sales teamThere is no job more emotionally draining than Sales.Feb 14, 2024Feb 14, 2024
Magic Quadrant: Sales EngineerYou can deal with a B sales rep, but you can’t survive a B Sales Engineer.Feb 14, 2024Feb 14, 2024
6 Questions To Ask Before Adopting Usage-Based PricingUsage-based pricing (aka consumption-based pricing) is a popular pricing strategy, especially among developer-focused startups. Amazon AWS…Mar 24, 2021Mar 24, 2021
Want higher NRR? Improve your Activation RateNet revenue retention (“NRR”) is the most important SaaS metric. It measures the year-over-year growth in ARR from existing customers…Feb 18, 2021Feb 18, 2021
Why free product wins!This post is part of a series in which I extract patterns from a data set of thirty-nine SaaS companies that filed for IPO from 2018 to…Feb 4, 2021Feb 4, 2021
Pricing & Packaging and the developer buyer — 4 insights from SaaS IPOsIn the three years spanning 2018–2020, at least thirty-nine¹ SaaS companies filed for IPO. They form a healthy dataset to create…Jan 28, 2021Jan 28, 2021
Lessons from SaaS IPOs in 2018–2020Alex Clayton assembles end of year reviews for SaaS IPOs of the year. You can read his reviews for 2018, 2019, and 2020 here. I feel…Jan 13, 2021Jan 13, 2021
Startup Positioning: Battle Process Change like DocuSignI recently got an email from DocuSign with the subject: “How e-signatures are safer than wet signatures”. It made me wonder, why would…Oct 23, 2020Oct 23, 2020
