10 Recruiting & New Hire Interviewing Best Practices

By Dave Kellogg | April 12, 2022

Recruiting, hiring and retention of productive employees is critical for SaaS companies. An area that I don’t think gets enough attention from any company is the qualification and interview process for new hires. Especially in 2022’s competitive, inflationary environment, improving this process is both cost-effective and necessary for almost every company. Dave Kellogg, an amazingly thoughtful CEO and advisor provides interviewing best practices – focusing both on what the organization needs to do to prepare and then the interview process itself.

The Zero-Sum Fallacy: ARR vs. Services

By Dave Kellogg | December 23, 2020

Some SaaS startups develop a form of zero-sum delusion early in their evolution, characterized by the following set of beliefs. Believing that: A customer has a fixed budget that is 100% fungible between ARR (annual revenue revenue) and services It is in the company’s best interest to turn as much of the customer’s budget as […]

Whose Company Is It Anyway? Differences between Founders and Hired CEOs

By Dave Kellogg | June 16, 2020

Over the years I’ve noticed how different CEOs take different degrees of ownership and accountability when it comes to the board of directors.  For example, once, after a long debate where the board unanimously approved a budget contingent on reducing proposed R&D spending from $12M to $10M, I overhead the founder/CEO telling the head of […]

Good CEO Habits: Proactively Update Your Board at the End of Every Quarter

By Dave Kellogg | March 3, 2020

I am surprised by how many startup CEOs leave the board hanging at the end of the quarter.  As a CEO my rule of thumb was that if a board member ever asked me about the quarter then I’d failed in being sufficiently proactive in communications.  In tight quarters I’d send a revised forecast about a week before […]

What’s the “Cause of Death” in Your Churn Reporting?

By Dave Kellogg | July 16, 2019

In looking at this issue across several companies, I’ve noticed a disturbing trend / missed opportunity in how many SaaS companies classify the reason for customer churn.  Roughly speaking, if companies were hospitals, they’d too frequently be reporting the cause of death as “stopped breathing.” Yes, the patient who died stopped breathing; the question is […]

How To Present a Quarterly Sales Forecast to Your SaaS Company Board

By Dave Kellogg | January 15, 2019

While most companies put real thought into how they present numbers in their post-quarter board decks and other management reports, one area in which you’ll find a lack of discipline is in how they present quarterly sales forecasts to the board. They’re typically done as a quick update email to the board.  They’ll usually mention […]