Startup Positioning Template

April Dunford has an amazing post up titled A Startup Positioning Template. Effectively positioning a startup is incredibly difficult, and most entrepreneurs struggle with it. Over the years I’ve looked at dozens of Simplified One Page Strategic Plans, which has a number of positioning elements, and those are some of the most poorly-done sections. Here’s the Startup Positioning…

The Wallet Test

Jon Birdsong, CEO of Rivalry, wrote a post last month titled SaaS Gratification. The idea with SaaS gratification is that some products are faster to get value from whereas others take more time. There’s a related idea that’s equally important: the wallet test. Simply, the wallet test is how tightly the product is associated with revenue.…

Raising Money vs Growing Organically

Earlier this week I had the opportunity to talk with an entrepreneur who’s considering raising money. His company is doing well at a small scale and getting close to breakeven. Now, he’s in the process of building financial models and mapping out different scenarios regarding raising money vs growing organically. Here are a few thoughts on raising…

3 SaaS Market Types to Consider

When analyzing Software-as-a-Service (SaaS) market types, it’s helpful to have different frameworks or patterns to compare against. While people like to talk about SaaS in general, the type of market a particular SaaS product is targeting greatly affects things like sales cycle, potential investor enthusiasm, and overall opportunity. Here are three SaaS market types to think…

Comparing Two Strategic Directions

Recently I was talking to an entrepreneur that was making good progress in his startup. After signing a couple dozen customers it became clear that there were two strategic directions to take the business, each with their own pros and cons. We got to talking more about the strategic directions, and even after drilling in, both…