Sell or Starve. Eliminate The B2B Base Salary The enterprise B2B base salary paid to sales reps is entirely unnecessary. Enterprise software and SaaS people are vastly overpaid for what they do at the very time that customers are moving urgently away from engaging with a rep. Why do companies pay 6 figure […]
Brain Dead or Brain Led — B2B Sales Strategies Your weekly sales meeting is now a dreaded activity, a draining routine of deal analysis and high-stakes questioning regarding your activities and output. Your B2B sales strategies just do not seem to work any more! Which deals are you working on? Where’s your pipeline? Why is
Using Company Culture To Screw Your Employees You may have seen the story about a couple who raised $400 grand for a homeless man using GoFundMe because he gave a woman who needed gas his last $20. Well, all three were arrested for running a scam. Seems they were all in on it and
Theft By Deception — Using Company Culture To Screw Your Employees Read More »
If You Work For These SaaS Firms, You Are Dead Meat: Chef, Puppet, XebiaLabs DevOps is dead. That is quite apparent at Chef, Puppet, Xebialabs and most of the DevOps startups who are 10 years old and still unprofitable. It is not dead in that people are not using it, it is dead in
If You Work For These SaaS Firms, You Are Dead Meat: Chef, Puppet, XebiaLabs Read More »
Most SaaS Marketing is Stupid, Why Is Everyone Still Doing It? My thesis is that marketing in the software, tech and SaaS worlds is not working, it is provably not working, almost nobody is being successful yet everyone is doing the same thing. Most SaaS marketing does not work, the customers hate it, yet everyone
Most SaaS Marketing is Stupid, Why Is Everyone Still Doing It? Read More »
Social Media Marketing — Where Enterprise Sales Dies There may have been a time when social media marketing was a useful tool for finding buying executives who met the criteria for some sort of enterprise sale. Those days are long gone. Social media marketing has become the place for salespeople to sell to other salespeople.
Social Media Marketing — Where Enterprise Sales Went To Die Read More »
VC Backed Companies Need Sales Monkeys VC backed companies, particularly those dead men walking in DevOps and browser testing, use the Sales Monkey Model. It is a model forced on them by early VC money where the cost of sales exceeds 60% and fails 90% of the time. What is a sales monkey in
Sales Monkeys — The Way VC Backed Companies Operate Read More »
SaaS Software Needing the 40% Rule for Liquidity One would think with the stock market as hot as it is, now would be a great time to bring in new venture capital money. And for some it is. Browserstack, for instance. Then there are the walking dead who do not meet the 40% rule. Chef,
The 40% Rule — An Indication of SaaS Software Health Read More »
10 Years Old is An Ugly Birthday for SaaS Software Firms It’s our 10th birthday SaaS software company! We are still in business! We have over 100 employees and we are shooting for $100 million in revenue in the next few years! Yea! Cannot get better. Well, not so fast says Forbes Magazine with the
Software Testing Firm Misses Liquidity Event Just who would believe, in a million years, that the “software museum” Computer Associates would get bought by Broadcom — for almost $19 billion? Well, for sure, a little California DevOps testing outfit who thought they were going to get out of their ugly cap chart by selling their