Sales Development Team: Most Important Sales Process Innovation in 10 Years

Kyle Porter shared Craig Rosenberg’s great new post The Sales Development Team: A Proven Framework for Success. Sales development became popular after Predictable Revenue hit the startup circuit a couple years ago. Now that I’ve seen sales development teams in action at several companies, I believe it’s the most important sales process innovation in the last 10 years. Here…

5 Things Entrepreneurs Should Do Every Month

Over time, I’ve found that having a rhythm and process actually makes things easier. Similar to the old adage that it’s important to set aside aside time for thinking and personal reflecting, I also believe it’s important to set aside time to work on the business. Here are five things entrepreneurs should do every month:…

SaaS Company Valuations Will be Cut in Half

Earlier today Jason Lemkin tweeted that a 50-70% correction is coming to Software-as-a-Service (SaaS) companies: Dude, there's no bubble in SaaS. But a 50-70% correction is coming. My next blog post.— Jason M. Lemkin (@jasonlk) March 18, 2014 I agree. Last week Fred Wilson wrote a post The Bubble Question about it where he attributes…

Metrics Tracking Based on Startup Scale

Startups, on average, don’t track enough relevant metrics on a regular basis. Some engineering-led startups are very analytical and track so many metrics that it’s difficult to know what’s important. Overall, it’s important to align quantity of metrics with the scale of the startup. Here are a few ideas on metrics tracking based on startup…

Getting to Entrepreneurial Freedom – Break Even with a Personal Salary

Continuing with the previous post titled Entrepreneurs on Annual Revenue Goals, the clear next step is talking about controlling your own destiny. For almost all entrepreneurs, one of the biggest milestones on the startup roller coaster is achieving entrepreneurial freedom: financial break even in the business while also paying a salary that covers personal expenses and…

Entrepreneurs on Annual Revenue Goals

Entrepreneurs are an optimistic bunch. When talking about revenue goals for the year, the most common approach is to pick numbers that feel reasonable and idealistic while also fitting into a spreadsheet narrative. Of course, it’s extremely difficult to estimate revenue without a repeatable customer acquisition process in place for a year. Why? For the…

Credit Lines for Software-as-a-Service Startups

Now that Software-as-a-Service (SaaS) is mainstream and seemingly billion dollar acquisitions occur on a monthly basis (see Responsys to be acquired by Oracle for $1.5 billion from last week), it’s important to discuss the line of credit options available for these types of businesses. See, most entrepreneurs won’t qualify for a line of credit unless they…

Updated SaaS KPIs Dashboard for Startups

Christoph Janz, the VC that put together an awesome SaaS KPI dashboard, has an updated version available (I previously adapted it for SaaS startups with an inside sales team). This enhanced model now includes different pricing tiers and annual plans as well as more charts for analysis. Here are the charts in the SaaS KPI dashboard Excel…