• Avoiding Sales Channel Conflict: 7 Software Experts Weigh In
    Avoiding Sales Channel Conflict: 7 Software Experts Weigh In

    Selling more software through indirect channels sounds nice in theory, until you start thinking about the headaches it can cause between your direct reps and those partners.

  • SaaS Growth Trends

    SaaS is eating the world, but what does that actually mean? SaaS spend and adoption continue to grow at a healthy rate across all company sizes and pricing models. This update to the 2017 report “SaaS Explosion Creates SaaS Chaos: Analyzing 8 Years of SaaS Data” was presented by Blissfully Founder and CEO Ariel Diaz at SaaS Connect 2018, which is hosted by the Cloud Software Association.

  • Navigating Internal Obstacles When Cultivating Change For Customers
    Navigating Internal Obstacles When Cultivating Change For Customers

    This framework can help customer-facing teams get the recognition and resources their presales counterparts expect.

  • Back To First Principles: Be Different To Be Better
    Back To First Principles: Be Different To Be Better

    A SaaS CEO shares how and why his company defied conventional software wisdom to stand out from competitors when it comes to product offering, pricing, customization, and support.

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  • Establishing Strong Relationships Is The Key To Winning RFPs
    Establishing Strong Relationships Is The Key To Winning RFPs

    For many sales executives, the thought of going through a lengthy request for proposal (RFP) process can be daunting. Any edge you can find that will give you an advantage, even the smallest advantage, is worth pursuing. It’s a cutthroat business where only the strong will survive.

  • SaaS Sales Automation Is A Very Expensive Failure
    SaaS Sales Automation Is A Very Expensive Failure

    Fewer SaaS reps are making quota. Published sources credibly report over 50 percent of reps do not make quota at all. Sales automation cannot overcome fundamental market changes. Why?

  • Where Customer Success and Customer Experience Converge To Increase SaaS Success
    Where Customer Success and Customer Experience Converge To Increase SaaS Success

    There is a constant debate about CX. Who should be responsible for the Customer Experience? Some see CX as synonymous with the customer journey, and often under the jurisdiction of Marketing, while others think it belongs with Customer Success, and should be the underlying goal of all business functions.

  • How An Engineering Team At A 125+ Person SaaS Company Transformed With OKRs
    How An Engineering Team At A 125+ Person SaaS Company Transformed With OKRs

    The OKR framework is generating a lot of buzz in the tech industry. Influitive’s director of software engineering Nick Faulkner shares his perspective on why he was skeptical OKRs would work, why he’s now a believer, and how this framework has given the company’s engineering team a new sense of purpose when developing software.

  • Mitigating Direct vs. Indirect Sales Channel Conflict

    Selling more software through indirect sales channels can create headaches for your direct sales team – and your partners – unless you proactively take steps to address the potential conflict.

  • What The Most Successful ISVs Do Differently

    An ISV’s effort does not end when the client is onboarded. In fact, it’s what you do after the sale that can make all the difference in your churn rate, the amount of self-referral leads you receive, and the average length of time a newly boarded customer stays with you.

  • 6 Mistakes Software Companies Make With Channel Programs

    Building an indirect sales channel is not easy, and it takes time and effort to do this correctly. In building our channel at MicroBiz, here are a few lessons we learned.

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