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David Skok

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Top Stories by David Skok

In my talk at the 2017 SaaStr Annual conference, the goal was to offer a simple model of a SaaS business and highlight key areas for optimization within the SaaS funnel. Watch the video presentation to learn the key levers a CEO can pull to make the greatest impact to their business. (video from SaaStr Annual 2017)... ... (more)

2014 Pacific Crest SaaS Survey By @BostonVC | @CloudExpo [#SaaS]

2014 Pacific Crest SaaS Survey – Part 1 For the third year in a row, we worked together with Pacific Crest Securities, an investment banking firm with a specific focus on SaaS, to survey 306 SaaS companies. This represents nearly double the # of respondents from last year, giving us deeper benchmarking data and insights to share on the growth and operations of the companies in this space. We also welcome this year the participation of OpenView, an expansion stage venture capital firm specializing in B2B Software, who brought additional support. I want to extend my personal than... (more)

The Application Server Market

The application server category is one of the more confusing markets to understand. In addition, the market changed rapidly during 1998, with a number of companies being acquired. This article aims to clarify the situation. Software: A History of Consolidating Services on New Platforms Looking back at the major shifts that have taken place in the software industry, a trend emerges that is a helpful indicator of what is likely to happen in the evolution of the application server market. As new platforms emerge, there are generally a number of players providing point products that ... (more)

Startup Killer: The Cost of Customer Acquisition

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)

The Best VAR Management Program in the World?

How SolidWorks grew to $400m a year in revenues by helping their VARs become world class business leaders. SolidWorks was started back in 1993 with the vision of bringing solid modeling for mechanical design to the masses. Before SolidWorks entered the market, solid modeling was only available from PTC at $20,000 per seat, on expensive Unix workstations. Jon Hirschtick, the founder, set out to change all of that by offering a fully featured product at a fraction of the price. He also decided to use a reseller model to get the widest distribution at the lowest cost. This combinat... (more)