It’s complicated. Having a “good exit” is a special thing. You will make some money, perhaps even life-changing money. It will prove you can do it. It will Level You…
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Q&A
Like many things, my thinking on this has evolved over time. I used to think having co-CEOs was almost always plainly a bad idea. But now I think maybe it’s…
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Q&A
I would fire both. An underperforming rep that gets a pass just lowers the bar for everyone, unfortunately. No matter how nice they are. If it’s OK for Bob to…
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Q&A
It isn’t as radical change as it seems, but direct listings will become much more common. Now we have 2 big successes (Spotify + Slack), and 0 failures here. In…
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Q&A, Sales
Just assume your competitor is cold calling all your existing customers. They should be. Yes, sometimes the yield here can be low if your customers are very happy. But it…
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Q&A
The key to truly motivate a sales team, to excellence, is two-fold: They need to see the top reps making real money. Like, really good money. That will show everyone…
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In 2019, the average enterprise buyers has deployed over 100+ SaaS apps, per Okta numbers. And the average SMB buyer has already purchased 50+ apps. So your prospects and customers…
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Q&A
Debt can be good for SaaS. The key is — just not too much of it. For convertible debt, a little can help you make that extra hire, extend the…
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Salesforce was an outlier (as you’d) from almost Day 1 … as you’d expect from the #1 largest player in the industry. Look at their growth rate in the early…
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Q&A
It can be if you are very good at it (like many things). Why? Well, SaaS combines three things that make it attract for salespeople: Most SaaS products need salespeople….
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Q&A
The “trick”, such as it is, in SaaS is add-ons. It’s pretty tough to get a business buyer to buy a product they don’t need. But … in most enterprise…
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Q&A
It would be tough today. Both are worth about the same — $130b, plus or minus. Mergers of equals sometimes work, but generally when it’s a huge bet that either…
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Blog Posts, Leadership, Q&A, Scale
CEOs get fired all the time. Founder-CEOs getting fired seems rarer these days, though. Two that would be hard to imagine happening today: Pushing Steve Jobs out of Apple. Pushing…
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Blog Posts, Customer Success, Growth, Q&A
My Top 3, plus 5 more than will really tease out what type of candidate they are, what they know, and what they really do: What are the most important…
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Early, Q&A, Sales
Perhaps the “cheapest” thing a salesperson did was hide a cheaper edition from us that would have better met our needs. And by doing so, that vendor lost a top…
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