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Browse: Home / chaotic flow / Page 3

chaotic flow

What is SaaS? | Software-as-a-Service Myopia

What is SaaS? | Software-as-a-Service Myopia

By Joel York on August 16, 2011

It seems a little late in the game for me to be asking a question like “What is SaaS?” But, I’ve always harbored a few embarrassing little secrets on the subject and I think it’s time I came clean. There is a classic Harvard Business School case study called Marketing Myopia by Theodore Levitt that […]

Posted in Application Software, Featured Posts | Tagged chaotic flow, joel york, saas, SaaS Blog, saas myopia, saas-software, what is saas

B2B Blog Strategy | Ten Be’s of The Best B2B Blogs

B2B Blog Strategy | Ten Be’s of The Best B2B Blogs

By Joel York on August 10, 2011

Blogging is one of the easiest, cheapest and most effective ways to engage the New Breed of B2B Buyer, yet so many B2B blogs miss the mark. Here are ten “be’s” of the best b2b blogs. It isn’t the first top ten list of best B2B blog secrets, and no doubt it will not be […]

Posted in Featured Posts, Marketing | Tagged b2b, b2b blog, b2b blogs, B2B Marketing, B2B Sales, B2B Sales | B2B Marketing, blog strategy, blog tactics, chaotic flow, marketing blog, sales blog | 1 Response

Customer Self-Service | The Holy Grail of SaaS

Customer Self-Service | The Holy Grail of SaaS

By Joel York on July 26, 2011

One hundred percent customer self-service is the holy grail of SaaS. Everyone looks for it, but it is never found. Even if your product is simple enough to provide complete self-service purchase, you are unlikely to get away with complete self-service support, because you can’t hang unhappy customer’s out to dry or you will ruin […]

Posted in Application Software, Featured Posts | Tagged best practices, chaotic flow, cloud computing, customer self-service, holy grail, saas, SaaS Marketing, self-service, software as a service | 3 Responses

B2B Sales | The New Breed of B2B Buyer Series Part 3

B2B Sales | The New Breed of B2B Buyer Series Part 3

By Joel York on July 12, 2011

The new breed of B2B buyer and B2B sales rep are engaged in an information arms race. Today’s B2B sales rep that fails to become a trusted adviser is at best irritating and at worst irrelevant.

Posted in Business, Enterprise, Featured Posts | Tagged b2b, b2b buyer, B2B Sales, B2B Sales | B2B Marketing, chaotic flow, sales | 1 Response

The Blurry B2B Buying Process | New Breed of B2B Buyer #2

The Blurry B2B Buying Process | New Breed of B2B Buyer #2

By Joel York on May 3, 2011

The new breed of B2B buyer remains elusive throughout the B2B buying process, blurring in and out of focus and engaging directly with sales only when there is clear value to be gained.

Posted in Business, Featured Posts | Tagged b2b, b2b buyer, b2b buying process, B2B Marketing, B2B Sales, B2B Sales | B2B Marketing, Business-to-business, chaotic flow, lead score, lead scoring, marketing, saas, software as a service

The New Breed of B2B Buyer

The New Breed of B2B Buyer

By Joel York on April 12, 2011

A new breed of B2B buyer has arisen, a species that is more connected, more impatient, more elusive, more impulsive, and more informed than its pre-millennium ancestors.

Posted in Business, Featured Posts | Tagged b2b, b2b buyer, b2b buying process, B2B Marketing, B2B Sales, Business-to-business, chaotic flow, Consumer behaviour, Internet Marketing, Marketing and Advertising, Web 2.0 Marketing | 2 Responses

SaaS Benchmarks | Acquisition Cost and Churn Challenges

SaaS Benchmarks | Acquisition Cost and Churn Challenges

By Joel York on March 8, 2011

What is a typical churn rate for SaaS? What is a good time frame to recover CAC? As SaaS companies mature, high quality SaaS benchmark studies are appearing.

Posted in Business, Featured Posts | Tagged benchmarking, best practices, chaotic flow, Churn rate, cloud computing, opexengine, revenue, saas, saas benchmark, saas benchmarks, saas cac, saas churn, SaaS Metrics

Cloud Channel Challenges – SaaS Channel Compensation

Cloud Channel Challenges – SaaS Channel Compensation

By Joel York on February 22, 2011

The SaaS subscription model shifts risk from the customer to the vendor. Shifting risk back onto SaaS channel partners can put them between a rock and hard place.

Posted in Business, Featured Posts, Strategy | Tagged chaotic flow, cloud, cloud channel, cloud computing, joel york, saas, saas channel, sales, salesforce.com

SaaS Best Practices | SaaS Inside Sales Benchmark Report

SaaS Best Practices | SaaS Inside Sales Benchmark Report

By Joel York on December 7, 2010

The BridgeGroup recently surveyed 115 North American technology companies with a special focus on SaaS inside sales metrics and sales compensation for SaaS companies. As SaaS sales organization, metrics and compensation have all been recent topics here at Chaotic Flow, and since it’s always best practice to test theory with reality, I thought I’d share […]

Posted in Business, Featured Posts | Tagged best practice, best practices, bridegrgroup, chaotic flow, inside sales, saas, SaaS Metrics, saas sales, sales compensation | 1 Response

SaaS Startup Strategy – Three SaaS Sales Models

SaaS Startup Strategy – Three SaaS Sales Models

By Joel York on November 16, 2010

Choosing the right go-to-market sales model for your SaaS startup can be a make it or break it decision. Choose right and you grow smoothly from seed funding to A round to B round and beyond. Choose wrong and you spend precious cycles chasing your tail as cash runs out. While most B2B SaaS startups […]

Posted in Business, Featured Posts | Tagged chaotic flow, cloud computing, customer self-service, enterprise sales, saas, saas sales, saas sales model, saas sales models, saas-startup, saas-startups, sales, software as a service, startup, transactional sales | 9 Responses

SaaS Metrics Guide to SaaS Financial Performance

SaaS Metrics Guide to SaaS Financial Performance

By Joel York on September 21, 2010

I’ve wrapped up the highlights of my SaaS metrics series into a tidy SaaS Metrics Guide to SaaS Financial Performance. Like the original SaaS metrics series, this reference guide presents simple rules-of-thumb and graphic visualizations that capture the dynamic relationships between core SaaS metrics and SaaS financial performance. It is NOT a comprehensive overview of […]

Posted in Application Software, Featured Posts | Tagged chaotic flow, saas, saas financial, saas metric, SaaS Metrics | 1 Response

SaaS Sales Commission Calculator for Long Term Contracts

By Joel York on September 20, 2010

Since my post entitled SaaS Sales Compensation Made Easy, I’ve received a number of inquires about how to adjust SaaS sales commission percentages for very short and very long term subscription contracts, e.g., renewal periods of 1 month vs. 2 years. Clearly a 2 year contract paid in advance is worth more than a monthly […]

Posted in Business, Featured Posts | Tagged chaotic flow, saas, saas sales, saas sales commission, saas sales commissions, sales commission, sales commissions | 2 Responses

SaaS Product Marketing - Upgrade and Upsell Strategy

SaaS Product Marketing – Upgrade and Upsell Strategy

By Joel York on September 16, 2010

I think it would be hard to overemphasize the importance of upgrades and upsells in SaaS product marketing. In an industry where free trials, freemium versions, bargain basement subscription prices and simply hoping to recover customer acquisition cost with first year revenue are the norm, few things are sweeter than a customer that actually […]

Posted in Featured Posts, Marketing | Tagged chaotic flow, freemium, marketing, saas, SaaS Blog, SaaS Marketing, saas product, saas revenue, sales, upgrade, upsell, upselling | 1 Response

The Cloud is Dead – Long Live the Cloud!

The Cloud is Dead – Long Live the Cloud!

By Joel York on September 15, 2010

Recent weeks have brought a bewildering number of competing claims around SaaS and cloud computing. On one hand we are debating whether the SaaS experiment is over, IaaS is just an incremental advance in hosting technology, and the cloud is just hype. While on the other, Gartner estimates SaaS is now 10% of the enterprise […]

Posted in Infrastructure | Tagged chaotic flow, cloud, Cloud Blog, cloud computing, cloud fatigue, iaas, joel york, paas, saas, software as a service | 1 Response

Cloud Channel Disruption – Little APIs, Big Transformations

Cloud Channel Disruption – Little APIs, Big Transformations

By Joel York on September 14, 2010

It’s old news that the Internet has disrupted channel structure across numerous industries. So why go on about the channel now? Because, cloud computing is transforming the Internet as a channel. The evolution from Internet applications that service people (SaaS) to Internet applications that service other applications (cloud computing) transforms the Internet from a direct […]

Posted in Featured Posts, Infrastructure | Tagged api, channel, channel economics, channels, chaotic flow, Cloud Blog, cloud channel, cloud channels, cloud computing, cloud computing economics, joel york, saas

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