Category: Uncategorized
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Product bundles – watch your discounts!
I have worked with several companies to help them streamline their pricing and packaging as a part of my product marketing consulting work. One issue that I constantly see is that very few companies have caps on sales discounts for bundles. This is especially important when one of the products in the bundle has a…
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How to use sales history to improve your vertical go-to-market performance?
In the last blog post, I discussed the value of ‘white space analysis’ using your sales data history. We discussed how it can help you sharpen your customer marketing, improve your sales coverage model, and identify issues in your go-to-market strategy among other benefits. Today I will discuss how to leverage sales history data and…
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White space analysis – key to successful cross-sell drip campaigns?
In the last blog post, I discussed the value of ‘land and expand’ analysis of your sales transaction data. We discussed how it can help you sharpen your go-to-market execution, increase ACV (Average Contract Value) and create more effective customer marketing programs, among other benefits. Today I will discuss a secondary advantage of analyzing sales…
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Why ‘Land & Expand’ analysis of your sales data is a goldmine
There is so much you can learn from the ‘land and expand’ analysis of your sales history. It can help you sharpen your go-to-market execution, increase ACV (Average Contract Value) and create more effective customer marketing programs, among other benefits. What is land and expand data analysis? You start with extracting sales transaction history into…
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Key Sales, Marketing Metrics for a QBR
Key metrics that sales and marketing should review for a QBR
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Three things to consider when pricing and packaging your SaaS solution
This is the time many companies start thinking about redoing their product packaging and/or pricing for next fiscal year. I shared some thoughts on key considerations for pricing and packaging in a previous blog post. Last week, I had a good discussion with a previous client on pricing and packaging, and decided to build on…
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7 principles for building a kick-ass content marketing machine
Here are seven principles that will help you build a kick-ass content marketing machine within your organization
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Seven steps to building an awesome product message!
Here is the seven step framework I have used when working with my clients to build very sharp product messaging.
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Seven tips for an awesome win-loss analysis
Here are seven practical tips I would offer for an awesome win-loss analysis
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How detailed should a competitive analysis be?
This post answers the question – Is it enough to do a high-level competitive analysis (containing information such as company overview, overview of their key products, overview of their go-to-market, list of their recent marketing programs, recent wins and losses, and SWOT analysis) or should you go into more details in your competitive analysis?
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How to excel at competitive analysis
In this post I will share the three frameworks I have used to successfully create, document and share competitive analysis with my clients.
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How to build an actionable Total Available Market (TAM) and Total Obtainable Market (TOM) dataset
I will share my thoughts, based on my prior experience, on how to build an actionable TAM (Total Available Market) and TOM dataset (Total Obtainable Market).
All Things SaaS 