History has always offered valuable lessons for the business world. One such lesson is derived from the military genius of Alexander the Great, a conqueror who mastered the art of targeting well-defended areas to secure victory. We explore the applicability of Alexander’s defensive approach to SaaS businesses seeking mid to long-term growth.
The history of RFPs dates back several decades and is closely tied to the evolution of procurement processes and the need for standardized and transparent methods of selecting vendors. While RFPs can be a legitimate means of procurement, they rarely, if ever, align with the sales approach preferred by skilled sales professionals. We delve into why decent salespeople (and SaaS and Cloud businesses) choose to avoid or minimize engagement with RFPs.
RFPs a history and Reasons to Avoid Read More »
When it comes to business strategy, the concept of Pipeline Generation, or PipeGen, reigns supreme. It serves as the cornerstone for strategic planning, guiding companies towards growth and success. However, the prevailing practice of setting unrealistic 3X growth targets often casts a shadow over the efficacy of this approach. This article delves into the adverse effects of these inflated targets on sales teams and company culture, advocating for a shift towards Real TAM-based goals to foster a healthier and more sustainable sales culture. Let us explore the significance of PipeGen, the illusions of 3X targets, and the imperative need to revisit the foundation of PipeGen.
When attempting to scale and drive growth in the UK Market, the majority of USA SaaS based businesses often overlook the UK Government. From our experience, selling into the UK government should be a cornerstone of strategy for SaaS businesses aiming to establish a foothold in the UK market.
Key Benefits of Selling into the UK Government Read More »
For every SaaS business that emerges victorious, there are many others that falter along the way. What sets the winners apart from the losers? Why do some SaaS companies excel while others languish in obscurity? The answer often lies in the effectiveness of their growth strategies.
Dissecting The Demise: How To Kill a SaaS Business’s Growth Strategy Read More »
Studying the failures of political leaders can offer valuable insights for navigating the intricate landscape of business, particularly in the tech sector. We look at what lessons can be learnt from controversial leaders.
Learning from Political Leadership Failures Read More »
The United Kingdom has long been an attractive destination for USA tech firms seeking international expansion. However, despite these promising attributes, many USA tech firms encounter formidable challenges when entering and scaling in the UK market. We examine and share how and why USA tech firms frequently stumble in their attempts to establish a foothold in the UK tech landscape.
“Our sales teams are failing to generate 300% pipeline”. The concept of a 300% pipeline has become a ubiquitous term that often raises questions about its origin, purpose, and consequences. Companies seem to love the idea of a pipeline that’s three times larger than their actual sales targets. Is this fascination driven solely by the desire to demonstrate interest from prospects, or are there more intricate reasons behind it? In this article, we discuss the 300% pipeline phenomenon, exploring why it persists and its potential downsides. Additionally, we will discuss alternative approaches to generating pipelines that focus on realism rather than arbitrary figures.
The 300% Pipeline Conundrum: A Deeper Look into Sales Targets and Realistic Approaches Read More »
For Software as a Service (SaaS) businesses, expanding into international markets presents a tantalizing opportunity for growth and revenue diversification. However, the success of such international ventures’ hinges largely on the effectiveness of the onboarding process for new sales team members. The onboarding process is often overlooked. We discuss why onboarding new starters is critical to an effective sales strategy when entering a new international market, what the common pitfalls and challenges organizations encounter, and outline the profound impact of getting this process wrong.
In the cutthroat world of business, success is often measured by growth, expansion, and profitability. Companies continuously strive to achieve these goals, but sometimes, their eagerness to grow can lead them down a treacherous path. One of the most perilous missteps that businesses can take is the misalignment of their compensation plans with unrealistic growth targets. We explore the catastrophic consequences of this common blunder, shedding light on how companies often set themselves up for failure by neglecting a crucial aspect of growth planning: Total Addressable Market (TAM).
The Lethal Mistake: Compensation Plans and Misaligned Targets Read More »
