All Things SaaS

With a focus on product marketing, M&A integration, revenue ops and demand generation

Category: Uncategorized

  • The same sale. Four very different reactions.

    Labor Day is here, and with it comes a wave of retail sales. They seem to bring out different behaviors in all of us. There are the deal hunters, like my wife, who will happily wait for the annual Nordstrom sale because finding a great deal is part of the fun. Then there are the…

  • Why customer opinions matter less than you think

    Karina didn’t launch her denim brand by analyzing spreadsheets. She launched it by solving a personal frustration. She wanted premium jeans that women could comfortably wear from morning through dinner. What followed wasn’t endless planning—it was raw execution: prototypes, fabric tests, fit changes, waistband tweaks, and manufacturing hurdles. Watching KarinaJ Denim come to life up…

  • What My Garden Gives Me Before Monday

    On weekends, I like to spend some time taking care of my garden. I have citrus trees, a small rose garden, and an assortment of flowering plants. Right now, I’m also trying to revive my hydrangeas. There is always something that needs watering, trimming, feeding, moving, or a little extra attention. I enjoy the work…

  • Agentic AI Can Do Competitive Analysis. But Can You Trust It?

    Chatbots such as ChatGPT have changed how I do competitive analysis—but they hasn’t replaced judgment. I use AI chatbots to build the initial framework and analysis, pointing them to any internal analysis/notes, competitor’s white papers and data sheets, their product documentation (if available), pointers to customer reviews (from Gartner peer insights, G2, etc), and any…

  • How I learn big topics in 30-minute bytes

    How I choose what to learn and then how do I learn that big topic in 30 minutes a day

  • How I Try to Stay Relevant When Everything Is Changing

    One challenge of working in the technology industry is the sheer pace of change. There is always a new model, architecture, company, or idea to understand.For the last 30 years, I’ve made learning part of my daily routine.My approach is simple. I pick a topic I want to understand deeply. I break the topic into…

  • Five benefits of reviewing your product packaging

    A review of product packaging by your product marketing team can provide the following key benefits: Best of all, you don’t need to hire expensive pricing consulting firms that use complex mathematical models and lots of buzzwordy analysis to help you simplify your packaging. Such recommendations are hiding in plain sight for your product marketing…

  • The 60/30/10 principle is everywhere.

    The 60/30/10 rule offers a timeless approach to balance in different areas. You should apply this rule to how you prioritize your work. Most financial advisors recommend that you allocate 60% of your income towards essential needs (like rent, groceries, utilities), 30% towards discretionary spending (like dining out, entertainment), and 10% towards savings (emergency fund,…

  • Two reasons why half your sales pipeline vanishes

    Over 50% of your sales pipeline is lost to ‘no decision.’ It’s time to tackle the two key reasons behind these losses and take action now. Most sales teams focus on addressing the first issue but fail to listen to customers for clues about the second issue. So, when the customer has crossed the finish…

  • Trust but verify – how I use ChatGPT for competitive analysis.

    Trust but verify – how I use ChatGPT for competitive analysis. It’s been a few weeks since I did a post – I was heads down, working on client deliverables.   I guess I shouldn’t complain – it’s the life of a consultant! I recently received an email from a SaaS software company. The email copy…

  • Five ways to improve your ABM program

    Many of you are implementing Account-based Marketing (ABM) programs to seek alternatives to a lead-based funnel program that is no longer yielding good results.  However, your ABM program may not be showing the results you expected, and you are under pressure to improve it.  This blog may help you identify potential issues and correct them. …

  • How to get your customer marketing firing on all cylinders!

    I have consulted with several software companies to help them dramatically improve the performance of their customer marketing programs . I would like to share best practices based on those engagements in this blog post. The majority of customer marketing programs typically prioritize activities aimed at engaging new prospects. These include creating customer case studies as…