More than any other department, sales relies on tracking and measuring. And with all the new insights available from sales enablement technology, we can easily overload ourselves with data and reports. That’s why when looking at SaaS sales metrics, I try to keep reporting simple so we can focus on what matters most. I also […]

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Agile is great, but we need to continuously process and ingest what we learn. Here’s how. Agile management across the majority of a SaaS organization provides the framework for rapid, innovation, iteration and improvement. Ultimately, the efficiency of that improvement comes down to how well we ingest and distribute what’s being learned — our SaaS learning […]

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As the leader of the customer-facing parts of a SaaS organization, I was quick to take accountability and responsibility for “customer success”, which of course really meant customer retention. It took me many years to realize how flawed my thinking was and to come to understand that Customer Success is bigger than any single department. […]

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