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Guest post on TechCrunch: In defense of the Uber-ization of everything
I posted a short rant about Digital Transformation for established enterprises on Facebook the other day. The skinny is that there is endless amounts of *why* and barely no opining on the *what* or...
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60 days in, 6 things I learned about Marketing Automation
I’m now 60 days into my new role at Kahuna as of this week. In this time, I’ve met with tons of fantastic consumer marketing leaders to understand where their head is at. Before I get jaded and become...
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Retails last resort? Extreme Personalization. #AI #CRM #ecommerce
The battle for digital commerce domination just heated up. Again. Amazon enters the brick and mortar grocery business. Walmart enters high-end fashion with the purchase of Bonobos. Nike and Sears cave...
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Combining functions in a SaaS business is a terrible idea
Ok, here is the punch line: No two SaaS functions should be coupled together. Any combination forces conflicts of interest and while you and the board are busy charting out your world domination...
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A wartime Customer Success SaaS Leader has these five attributes
Dave Kellogg wrote a solid post about the three types of Customer Success Managers. Contrasting them as product-oriented, process-oriented or sales-oriented, it’s a much-needed primer at a time where...
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These 4 terms will kill your SaaS business
A giant caveat: this post is focused on high growth SaaS. Not on mature businesses where you are trying to coordinate the build, sale and adoption of a large portfolio of products. In the world of high...
View ArticleDo these five things to get badass SaaS partnerships done
Last year, Jeff Clavier asked me to present at Uncork Capital’s (formerly SoftTech VC) CEO summit on how to do BD deals with large software companies. I was then CEO of an Uncork portfolio company, but...
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SaaS Product-Market fit fools you into thinking that growth will come
Mark Andreessen coined the term product-market fit, defined as being in a good market with a product that can satisfy that market. Whilst getting to product market fit is job #1 for a CEO at the early...
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What really is “Go-to-Market”?
The single most bastardized, watered-down term in the business of enterprise tech is “Go-to-Market”. Go-to-Market (GTM) gets bandied about as the cure-all to everything from missing 2 sequential...
View ArticleHeaded to SAP. And I couldn’t be more fired up.
Super excited to share that I will be joining SAP as Global Head of Market Strategy. A function within the product and engineering board area, our team’s charter will be to help connect how SAP’s...
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