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Selling Martech Means Marketing to Marketers

Mar 28 2019

My co-founders and I marketed to marketers for the better part of two decades. Over that time, the space better known as marketing technology came into being and exploded into a landscape that now sports nearly 6,000 solutions. Martech is a wildly cluttered world of competing ideas, freshly minted problems and very real pains for marketers to […]

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SaaS Engineering Talent Quality vs Quantity

Apr 09 2019

In my experience, leading a tech company for over ten years, SaaS engineering talent is the hardest to find. I was at a barbecue over the weekend and ended up commiserating with another CEO over the challenges and philosophies around SaaS engineering quality vs. quantity. We all know that demand outstrips supply for software engineers, […]

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The Customer Success Team Can’t be Responsible for SaaS Customer Churn

Mar 05 2019

There, I said it.  As a SaaS founder who led sales, customer success, product support, and professional services, I fully believed every customer retention issue was squarely on my shoulders. And every customer retention win was because of the product.   I LOVED our product and the value it brought to our enterprise customers. I passionately […]

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