SaaS
3 min read
A framework: Fundamentals for a digital marketing hire
You've hired your new Marketing Program Manager. Now what? It just so happens that I've helped many companies with their first marketing hire. Here's my recommendation on training a new marketing hire: Follow a 12 week curricculum plan (8 weeks of core curriculum and 4 weeks of phased transition) Find
5 min read
Hiring your first sales and marketing people at an early-stage company
"Hey Paul," I start while making sure my camera, mic, recorder all work. Normal behavior these days before any video call. "How are you?" Paul paused. This was our second call in three weeks with a few email exchanges in between and I had a general sense there was a
2 min read
Using the Pirates AARRR! + Bullseye Frameworks: Increasing your mobile app downloads
Your business needs to significantly increase app downloads in order to hit revenue targets. Relying on organic growth and press mentions is unlikely to deliver the download volume you require. YouTube is providing a nice amount of exposure as has influencer traffic in the past, but you need to measure
3 min read
The Product Market Sh(f)it Storm: 6 Reasons You're Not Finding, Maintaining, or Growing Product Market Fit
BackgroundMost of the time when a leader gets referred to speak with me, revenue acceleration is quickly connected to a terrible go to market strategy. I live for the opportunities where a compelling offering is paired with a terrible go to market - think of it as a wrong I
3 min read
How to learn more about your customer's needs and build what they want
Three hundred six-five long days. You’ve exhausted yourself building the product. Finally, you open the gates, you get put your solution out into market and in the hands of real people. One hundred eighty long days pass. You realize it is not exactly what people want, but they are
5 min read
Aligning your company around a go to market strategy
Huddle up. You’ve spoken with your co-founders and board. Someone helped you come up with a go to market strategy that gives you the clarity you were looking for. You have a plan. Now? You know what to do, but how do you align the company around the go
6 min read
The key misconception of B2B SaaS growth
Growth happens proportionately Set that $$$$ you are dropping on media spend on fire. I know you want to start scaling. You have even seen top-line revenue growth. But the intentional injection of resources into the top of your marketing funnel is not moving opportunities through. As you pull apart
1 min read
Guidelines for selling a new product efficiently
The area often critical to a business’ success is selling new products. There are reasons that new product sales are challenging for many companies. From what I’ve observed, the biggest single cause of poor results early in a product’s life can be explained in terms of Features,
