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David Skok

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Top Stories by David Skok

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 actionable. 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 experiences working with them. In particular HubSpot’s management team is comprised of a group of very bright individuals that are all very metrics driven, and they have been clear thought leaders in developing the appropriate tools to drive their business. I’d also like to thank John Clancy, w... (more)

J2EE Standard Dramatically Changes Application Server Market

Earlier this year I wrote an article describing how Enterprise JavaBeans had impacted the application server market, causing a convergence between Web application servers and distributed object and transaction servers. With the advent of the J2EE (Java 2 Enterprise Edition) standard, we're about to witness another seismic shift in this market. It's worth looking at what J2EE is - and isn't. J2EE builds on the Java 2 standard, and adds specifications for most of the important programming interfaces in an application server. Key interfaces are EJB for middle-tier logic, and servle... (more)

SaaS Metrics 2.0 – A Guide to Measuring and Improving What Matters

“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 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)

SaaS Inside Sales Research Survey | @CloudExpo [#Cloud]

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)