Consumerization of the Enterprise – Phase 2
Consumer VCs like to make light of the Founders Fund mantra ‘We wanted
flying cars, instead we got 140 characters.' For those of us working in the
enterprise, it's actually the reverse, "They promised us 140 characters,
instead we got Workday."
Since 2010, SaaS applications were supposed to "consumerize", but as anyone
who has used the majority of SaaS applications released prior to 2014 knows,
they are still clunky, punishing interfaces that happen to be hosted in
someone else's datacenter. 2014 is proving to be the year where this changes,
with a large wave of new-generation SaaS apps that really deliver on a
delightful user experience. Employees and managers are taking notice of these
new user-friendly tools, causing adoption to explode from the bottoms up.
Consumerization of IT - the second wave
Up until about 10 years... (more)
In the many thousands of articles advising entrepreneurs on what they have to
focus on to build successful startups, much has been written about three key
factors: team, product and market, with particular focus on the importance of
product/market fit. Failure to get product/market fit right is very likely
the number 1 cause of startup failure. However in all these articles, I have
not seen any discussion about what I believe is the second biggest cause of
startup failure: the cost of acquiring customers turns out to be higher than
expected, and exceeds the ability to monetize th... (more)
This article looks at the high level goals of a SaaS business and drills down
layer by layer to expose the key metrics that will help drive success.
Metrics for metric’s sake are not very useful. Instead the goal is to
provide a detailed look at what management must focus on to drive a
successful SaaS business. For each metric, we will also look at what is
Before going any further, I would like to thank the management team at
HubSpot, and Gail Goodman of Constant Contact, who sits on the HubSpot board.
A huge part of the material that I write about below comes my exp... (more)
“If you cannot measure it, you cannot improve it” – Lord Kelvin
This article is a comprehensive and detailed look at the key metrics that are
needed to understand and optimize a SaaS business. It is a completely updated
rewrite of an older post. For this version, I have co-opted two real
experts in the field: Ron Gill, (CFO, NetSuite), and Brad Coffey (VP of
Strategy, HubSpot), to add expertise, color and commentary from the viewpoint
of a public and private SaaS company. My sincere thanks to both of them for
their time and input.
SaaS/subscription businesses are more complex th... (more)
2014-15 Bridge Group SaaS Inside Sales Research Survey
The Bridge Group is known for publishing insightful studies that aid SaaS
Sales & Marketing leaders to build and optimize their inside sales
strategies. They are working on the 5th round of their SaaS inside sales
research and would like our help completing a 6-7 minute survey. Your answers
will remain anonymous, and in return the research promises action-oriented
guidance on compensation benchmarks, selling strategies, productivity and
performance best practices, and more.
If you are able, please take a few moments to fill o... (more)