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Identify and Diagnose Customer Churn

Our latest article has been published courtesy our friends at Pragmatic Marketing. In Identify and Diagnose Customer Churn we cover everything you need to know about the orbits of a potential customer. We’ve taken the classic sales model of sales...

Do you instrument to prevent downgrades?

Do your SaaS customers downgrade service? If so I wonder if you instrument for the kind of user behavior that might help you prevent service downgrades, or net-negative revenue churn. Do you use your customer's own data to demonstrate what they...

Expert Chalk-Talk #5: Saturation and Sample Size

The Expert Chalk-Talk series returns! Today Eignworks Founder and CEO Alan Armstrong leads us through the wild world of saturation and sample size: when do you reach saturation, what do you when you get there, and why does it matter?...

Non-Obvious Lessons Learned from a Few Thousand Buyer Interviews

I’m hanging out this week at Saastr 2017. Great conference, great speakers. Tons of insight. Very cool to hear Twillio’s story straight from Jeff Lawson, and hear CEOs reflect on what changes at $20M, 50M, and $100M ARR, straight from veterans...

A Tale of Differentiation: The Discounter vs. The Price Leader

On Monday I met with two companies with very different approaches to price and margin. One company's sales team said:

"one of our strengths is that we are so flexible on price."

They view it as a differentiator that they are willing to get the...

Thank you Plaxo: You synchronize my life

For years I have wanted this service. Some promised, but no one delivered. And now along comes Plaxo.

SaaS: A revolt against Enterprise Software

How many failed enterprise IT projects will it take: 'til too many people have died?

OK, the Bob Dylan reference may be overkill, but SaaS represents a revolt against the sins of enterprise software past. The challenge today selling enterprise...

Software as a Service (SaaS) and the enterprise

Some people believe that SaaS will be adopted only by small-and-medium-size businesses (SMBs), but not the enterprise. I disagree with that. In fact, SaaS will soon become the primary mode of consuming software for many of the mundane...


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