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What Can Growing Saas Businesses Do Better In 2019?

Eighty-four percent of new software today is delivered as a service (SaaS). Yet, as we turn the corner toward 2019, many businesses remain ill-prepared for the unique challenges and opportunities that come with moving to a subscription model and managing a SaaS business.

September 3, 2019

SaaS Bookings and Billings – What’s the Difference?

Coming to the end of August, we have a fairly mundane topic – the difference between SaaS Bookings and Billings. It seemed like a good idea as the question has come up recently quite a bit. Metrics have no value unless their definition is clear, so it is worth spending a few minutes on the topic.

August 30, 2019

Seven Requirements for Successful Up-selling

A recent survey from KBCM Technology Group (previously Pacific Crest Securities) shows the substantial impact that up-selling, including expansions, can have on your SaaS business. Up-selling is the key way to lower the cost to acquire revenue which in turn shortens the payback of the customer acquisition cost.

August 27, 2019

It’s not your numbers that make you

Did you ever hear the phrase “you are your numbers?” In most companies, business leaders live and die by their numbers regardless of the circumstances in which they hit or miss them. External conditions could be favorable, and you could hit them with little effort. Being faced with a lot of headwind and missing your targets but faring better than your competitors might still make you an underperformer. Corporate life could be easier with more holistic performance assessments. FP&A is typically in the eye of the storm when it comes to reporting on and assessing company and business leader performance, so it must also be FP&A that spearheads this change.

August 22, 2019

Benchmarking Your Company – The Why and How

Eric Mersch, partner at FLG Partners, an outsourced CFO firm in Silicon Valley, and speaker on SaaS Conversations: Benchmarking Your Company – The Why and How.

August 20, 2019

Managing Apps in the Age of Saas: Avoiding the Risks of “SaaS Sprawl”

We typically find that process gaps are underestimated by company teams and that system gaps tend to be overestimated. For example, a “system-first” response can lead to what is referred to as “SaaS Sprawl,” a situation in which your company can spend tens of thousands of dollars monthly for under-utilized apps and software solutions.

August 13, 2019

SaaS Channel Sales can have a big Payoff

Cloud channel strategies have evolved significantly over the past 20 years. Today there are a variety of SaaS channel sales models that companies have leveraged to exponentially increase sales and their potential customer base.

August 9, 2019

Good Decision Making Requires Good Data

Over the years, I have become a “data hound” looking for every morsel of wisdom I can get to help me make smarter decisions. The good news here: accurate data is king. You can’t effectively manage your business without accurate data. Getting it is not always easy but without it you risk making the wrong business decisions -- hurting your business when you thought you were helping it. Allow me to explain.

August 6, 2019

Are You Undervaluing COR and Its Impact on Your SaaS Business?

Cost of Revenue (COR) is the second highest expense bucket for most SaaS companies, yet it often gets overshadowed by the highest expense category, Sales & Marketing.

August 2, 2019