Within SaaS organizations, customer-facing employees should be rewarded — not incentivized — by their compensation plan, and that means they should not carry growth quotas.
Three members of the Software Executive editorial advisory board offer advice on how they leverage customer support during the sales process.
Joel Ragar didn’t know there were alternatives to raising money when he dropped out of college to cofound a golf course management software company – and since then his philosophy of how to run a successful, profitable, sustainable business has changed drastically.
Headlines are littered with monumentally unprofitable companies that have the ability to raise capital, but don’t let those exceptions to the rule make your software business forget about the importance of profitability.
Seasoned customer success executive Paul Chilensky offers advice on structuring teams, tracking metrics, and implementing tools for CS teams.
Epson’s annual ISV Partner Conference is geared towards ISVs in the retail and hospitality space, but the takeaways below can apply to software companies in any vertical. Here are some of the high-level themes from my two days in Phoenix networking with 70+ software companies and technology executives.
When it comes to SaaS marketing, it’s sometimes smart to focus on less. Charles Var, CMO at SaaS startup SyncHR, knows this sounds counterintuitive. In less than 60 seconds, he explains why.
A straightforward answer for any SaaS startup wondering when to hire a CMO is, “When you can afford it” (or maybe the more literal answer is, “When your VCs tell you it’s time.”) OpenView suggests a CMO is needed once you’re ready to grow from $25 to $100 million in revenue. A simple web search for “When do startups need to hire a CMO?” will yield all sorts of opinions about the size of the marketing team, the age of a company, or your position in the market place.
The Business of Software conference and its community of attendees stays engaged year-round beyond the event. Here are some of the highlights from my three days in Boston.
“10 percent slower and 10 percent lower quality is hard to detect, but it will kill the company in two years.” That was just one of my favorite quotes from the 2018 Business of Software conference. Read on for 7 more quick takeaways.
As the company’s one and only employee, Chris Muench admits it can be tough to go from coding to support calls, and then back to coding. Interruptions for customer support are a fact of life for solo entrepreneurs, and Muench offers some sound advice for his peers at other small software companies.
If you work at a software company, chances are you’ve heard someone ask, “Wouldn’t it be cool if...?” Carl Ryden, co-founder and CEO of PrecisionLender, used to ask himself the same thing. So he developed a test for himself, using these four questions.