Silicon Valley culture is hyper-focused on growth and scalability. There is a right time to grow and scale. Many founder CEOs get the timing wrong. The three prerequisites to effectively scaling are: Product/Market Fit Sales Message Resonance Favorable Customer Conversion Economics Let’s discuss each one. 1. Product/Market Fit Product/market fit means you’ve identified a problem […]
The 3 Prerequisites to Scaling a SaaS Business Read More »
Over the last two years, I’ve been active in my local emergency response volunteer community. I’ve participated in several mass casualty training exercises (e.g., earthquakes, plane crashes, collapsed building structures). In several of those exercises, I had the opportunity to train in the role of incident commander (IC) and other leadership roles. It was a
Assess, Decide, and Act Cycle Read More »
The topic of when, how, and why to hire your first CFO has come up not once, but three different times this week. Once a business crosses $2 million in sales, there is a strong need for a CFO. But the problem is that most businesses can’t afford the cost of a full-time CFO. Most
Why SaaS CFOs Are Essential Read More »
Warren Buffett’s right-hand man is Charlie Munger. I’ve read transcripts from several of Munger’s speeches, and I really love the multidisciplinary way he approaches investment decisions. When he cites the idea of market niches as a way to build a durable competitive advantage, he borrows that concept from the field of ecology. In nature, it’s
Charlie Munger & Mental Models Read More »
The following guide defines and explains the various SaaS sales models, how to choose the right distribution channel for your SaaS company, and a framework to help think about which sales channels make sense under which situation. Every SaaS company needs sales. This is not subject to debate. What is subject to much debate is
7 SaaS Sales Models to Elevate Your Business Read More »
Risk is defined as the statistical probability of a negative event occurring. When you walk across the street, there is a statistical risk that you may be hit by a car. Whether you are aware of the risk or not is irrelevant. The math still applies. Whether you believe the risk is real is not
