As most of my readers know, I am a big fan of Inbound Marketing. However
there are times when inbound leads aren’t either enough, or the right kinds
of leads needed to reach your best potential customers. In those situations,
one tool worth considering is the use of a dedicated sales team to do
“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)
The advent of J2EE (Java 2 Platform, Enterprise Edition), a
market-revolutionizing industry specification that standardizes the way that
application servers work, sets the stage for a collision of two markets:
content management/personalization and back-end data access/transactions.
It also becomes a driving force as organizations move to create powerful new
e-business applications that bring together all forms of electronic
interaction for customers, trading partners and employees.
The J2EE standard has been uniformly adopted by almost every application
server vendor and is bein... (more)
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)
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)