Your VP Sales Has a Sales Quota. Your VP Marketing Needs a Lead Quota. Period.
A ways back, we did an extremely popular post entitled, Hire the Right Type of VP Marketing or You’ll Just End Up With a Bunch of Blue Pens with Your Logo On Them. The basic idea was to help folks who haven’t hired a VP or Director of Marketing hire the right one for a […]
Roundtrip Revenue: Probably, Just Do It.
If you’ve been around since the Web 1.0 days, a certain phrase may send shivers up your spine — “Roundtrip Revenue.” People went to jail at AOL for this, folks, overstating revenue by as much as $1 billion that wasn’t really real. It was just matched against AOL purchases, making the revenues in essence nonexistent. […]
All These Enterprise IPOs: Why It’s Just Getting Good. Why These are The Best of Times for SaaS.
Reading the tech press you might get the sense that The Enterprise is something they are sort of forced to write about because it’s having a good run. We had a great Consumer run, a nice set of Multi-Billion Dollar deals around Social Networking, a WhatsApp/Snapchat fad around mobile messaging, an Alibaba, Instacart, Fab-ulous e-commerce […]
The All-In Dilution from an Outside CEO: Just Make Sure You Do the Math
First, before we get into the math and the pie chart below, let me be clear: I am in NO way against bringing in an outside CEO to run your SaaS company. #1: If you lack CEO skills on your team, you should do this on Day 1. #2: And even if you have enough […]
BATNA, And Oracle’s $811m Purchase of Eloqua
It may seem strange to see Oracle acquire Eloqua for $811m just a few months after their IPO. But it’s not strange at all. I am 95% sure talks at some level were going on for quite some time, long before the IPO. And 80% sure, a soft offer of less than $500m or […]
A Real Life SaaS Case Study: Eloqua. Marketo. Pardot. There Are 3 Different Paths to Success, My Young Padwan.
I don’t know about you, but I really can’t stand case studies. They always seem either contrived (forcing contrasts in companies that aren’t really there) or else too hypothetical, because we know which way things really worked out in real life (Case Study: Company A had to decide whether to do action X or Y. […]
