So what is the one thing that I most commonly hear when having an initial discussion with prospective software CEO clients? It is something like: “We have no sales”, “Our sales are below expectations”, “We aren’t meeting our Series A revenue milestones”, etc. You get the picture. The lifeblood of ANY company is sales. There […]
The Importance of Focus, Bootstrapping & Other Software Startup Necessities
I was talking to a first-time software entrepreneur recently, as I often do. As I was trying to give him some useful counsel, it struck me how I tended to give certain pieces of advice over and over during these types of discussions. So I thought I’d try to summarize some of these nuggets that […]
Enterprise Tech Sales: Top Down Selling vs. Bottom Up Marketing
Selling strategy is an under-appreciated aspect of a technology company’s overall business model strategy. Far too often I find the decision on how to approach sales being made haphazardly, or in many cases, not intentionally at all! A company will often just start hiring sales reps and turning them loose, with little upfront consideration on […]
How To Calculate Software Or SaaS Target Market Size
Estimating the size of a market segment is one of the fundamental activities of software company strategic planning and product marketing. Depending upon the company stage, this task can fall to a company founder in a startup, a product manager in a slightly more mature company, or a strategic planner in a large software company. […]
7 Key Steps To Maximize Your SaaS Startup Valuation
Fundraising discussions with potential investors can be some of the most difficult conversations that a tech startup founder can have. Often the most difficult aspect of that discussion is when it becomes time to calculate startup valuation. Unfortunately, there is no definitive template or well-defined methodology that works in “most” circumstances. Valuing a startup, and […]
