Tom Tunguz

APRIL 8, 2017

At a recent board meeting, a CEO said, “This experiment will cost $250,000 to run. After three months, we will know whether our new go-to-market strategy is viable.” There’s a brilliance this type of framing. By quantifying the cost of the experiment, the CEO frames company prioritization as asset allocation. What is asset allocation?

Startup 139

Startup Strategy Data Marketing 139

Sales Enablement, SaaS and Growth

APRIL 10, 2017

Sales enablement is a rapidly emerging, but immature function. Many companies are investing in the creation of sales enablement teams, but as they’re so new, there’s a distinct lack of thought leadership, standardised measurement and best practices available. Subsequently, people often (and understandably) struggle to fully grasp the function. This fuels ambiguity about what sales enablement is and the value it creates for a business.

Sales Enablement 112

Sales Enablement Sales Hiring Underperforming Technical Team Sales 112

Practical Advice on SaaS marketing

APRIL 8, 2017

I’ll admit it. Over my long career marketing all kinds of technology solutions, I’ve run a few marketing campaigns that flopped: events that attracted no real prospects, email campaigns that generated no serious leads, promotions that drew no response from prospective customers. It happens. And I’m pretty sure that I’m not alone among my marketing brethren.

Marketing 100

Marketing Acquisition SaaS Technology 100

CloseSaaS

APRIL 12, 2017

Companies purchase sales software primarily with strategy in mind. They want to collect data that will help inform the business’ evolving strategy and drive long-term growth.

Software 52

Software Sales Strategy Data 52

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Codebases evolve rapidly, and your test automation should keep pace. However, many teams struggle with brittle scripts and growing test debt, which hinder delivery and increase risk. This guide illustrates how engineering leaders leverage AI to enhance the resilience and scalability of testing. You will discover how AI can automatically generate and maintain test cases, adapt to changing applications, and identify high-risk areas before problems reach production.

Engineering

Tom Tunguz

APRIL 12, 2017

A friend recently asked, “Which path is better for SaaS startups? SMB to mid-market to enterprise or straight to enterprise?” It’s a key strategic question for many founders building software companies. Startups that initially target small to medium businesses benefit from several key advantages. First, these businesses are faster to revenue.

SMB 124

SMB Enterprise SaaS Payments Sales Hiring 124