Enterprise
What were we reading as the enterprise software industry took shape? A stroll through the books that shaped Silicon Valley thinking on marketing, strategy, sales, and software — a reading list for understanding the present through the ideas of the past.
AR
Using the Marketing Fundamental Tension Quadrant to Map Your Demandgen and Communications Strategy Years ago I wrote a post on what I call the fundamental tension in marketing: the gap between what we want to say and what our audience wants to hear. For example, let's say we&
Cloud
It feels like the just the other day when I met a passionate French entrepreneur in the bar on the 15th floor of the Hilton Times Square to discuss Nuxeo. I remember being interested in the space, which I then viewed as next-generation content management (which, by the way,
Enterprise
About twenty years ago, before I ran two startups as CEO and served as product-line general manager, I went through an intrapreneurship phase, where I was convinced that big companies should try to act like startups. It was a fairly popular concept at the time. * I got all excited
Enterprise
(This is the third in a three-part restructuring and build-out of a previous post. See note [1] for details.) In the first two posts in this series, we first defined a repeatable sales process and then discussed how to prove that your sales process is repeatable. All that
Enterprise
(This is the second in a three-part restructuring and build-out of a previous post. See note [1] for details.) In the prior post we introduced repeatable sales process as the Holy Grail of enterprise software sales and, unlike some who toss the term around rather casually, we defined
Enterprise
(This is the first in a three-part restructuring and build-out of the prior post. See note [1] for details.) The number one question go-to-market question in any enterprise software startup is: "do you have a repeatable sales process?" or, in more contemporary Silicon Valley
Demandgen
As loyal readers know, I’m a reductionist, always trying to find the shortest, simplest way of saying things even if some degree of precision gets lost in the process and even if things end up more subtle than they initially appear. For example, my marketing mission statement of “makes
Enterprise
Because I’ve been quite busy of late with the sale of my company, I’m doing a somewhat quicker and lighter (if not later) version of my annual predictions post. Here goes, starting with a review of last year’s predictions. 2018 Kellblog Predictions Review 1. We will again
Enterprise
At most sales review meetings what do you hear sales management asking the reps? Questions like these: * What stage is this opportunity in? * What value do you have it at in the pipeline? * Is there upside to that value? * What forecast category is it in? * In what quarter will it
Churn
While I've blogged about this presentation before, I only recently stumbled into this full-length video of this very popular session -- a 30-minute blaze through some subtle SaaS basics. Enjoy! I look forward to seeing everyone again at SaaStr Annual 2019.
BI
Last week I sat down with interviewers Doug Henschen, Vala Afshar, and a bit of Ray Wang (live from a 777 taxiing en route to Tokyo) to participate in Episode 100 of DisrupTV along with fellow guests DataStax CEO Billy Bosworth and big data / science recruiter Virginia Backaitis. We covered