A long, drawn-out SaaS onboarding process is a momentum killer, and puts your customer (and you) at risk for low product engagement. And low product engagement is, unfortunately, a churn indicator.  Many things come together in a melting pot to impact SaaS customer churn, but onboarding is certainly a big component.  In an ideal world, there is very little […]

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SaaS revenue recognition is critical to understanding, managing and valuing the business. Rev rec must be timely, accurate, consistent and auditable to be a reliable management tool. Strategically, deferred revenue has sizable implications on how cash in the business is managed and invested. This is a CEO’s look at revenue recognition, not a CPA’s look […]

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Everybody knows SaaS marketing segmentation is good. And everyone thinks they need to do it. It makes messages more specific. It improves relevance, which in turn accelerates lead-to-revenue velocity. I personally love segmentation and have been using it extensively in SaaS marketing for over a decade. But it’s not always a good idea. And even when it is, too […]

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