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 »
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.
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 ever-evolving world of B2B sales, the choice of metric for account segmentation is pivotal. It can be the difference between a successful strategy that propels revenue growth and one that leaves sales teams floundering in a sea of missed opportunities. While headcount size has traditionally been the go-to metric, this article will shed light on why Total Addressable Market (TAM) is the superior choice for guiding salespeople to success.
