Web Exclusive

  1. 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. For marketing software company Influitive, the process of implementing OKRs has been transformative across every team and department.

  2. 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.

  3. 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.

  4. 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.

  5. 4 Quick Hits From Epson’s ISV Partner Conference

    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.

  6. What Can Growing SaaS Businesses Do Better in 2019?

    84% of new software today is delivered as-a-service. Yet, as we turn the corner toward 2019, many businesses remain ill-prepared for the unique challenges that come with moving to a subscription model and managing a SaaS business.

  7. Channel Enablement Definition – What Is Channel Enablement?

    What is channel enablement exactly? Channel enablement has emerged as a leading concern for organizations that rely heavily on partners to sell and market their products and services.

  8. When Should A Software Startup Hire A CMO?

    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.

  9. The Marketing Bell Curve Software Companies Should Avoid

    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.

  10. What You Missed At The Business of Software Conference

    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.