For SaaS Success, Mindset Matters Most
For organizations that are launching, building or in the market with SaaS
offerings, success varies widely. Many of these organizations and the people
in them have roots in the software, appliance or hardware product businesses.
To succeed as a SaaS provider, you have to build a great service, that's a
given. But equally important, but you must transition from a product to a
service mindset. If you have a product mindset in a service business, you
will be blind to many of the issues that matter, and risk making poor
organizational, strategic and tactical decisions.
What Is Mindset?
To understand Mindset, I use my OPFTM Mindset Framework:
In the OPF framework, Mindset is made up of three components: Orientation,
Orientation: My relationship and adjustment to the environment that I am in
Perspective: My way of r... (more)
Value Propositions and elevator pitches live in the rarefied air of marketing
speak. They are almost seen as mystical accomplishments reachable by only
the anointed among us. "But what's the elevator pitch" we hear time and
time again....Give me the 30 second attention grabber, etc, etc.
While I agree that Value matters, and actually matters a lot, I think as
sales and marketing professionals, we've worshiped at this alter for so long,
we've lost sight of the end goal. We've become Value snobs.
Here's are my top 5 reason's why we overvalue Value:
We are Product Narcissists... W... (more)
Owen, my youngest, is a typical 3 1/2 year old boy, energetic, physical and
fearless. He's been riding on a glider bike for the last year, and loves to
blast down hills with his feet in the air, scaring the daylights out of his
For those of you unfamiliar with glider bikes, it's basically a pedal-less
two-wheeler that you propel like a scooter with your feet. I've been watching
him scoot around on his glider wondering how he would do with pedals, would
he need training wheels at all?? Would he be faster than his three older
siblings at getting on a "real" two-wheeler? (They... (more)
"The Cloud Changes Everything" is heard so often that it is a cliché. But
then again, distributed energy production and transmission enabled our 20th
century manufacturing revolution and the interstate highway systems changed
our society. Those of us who practice B2B technology marketing are living in
the most interesting time of our careers. Not only is social media changing
our communications channels faster than our ability to manage them, but cloud
economics and delivery is changing our products and our customers. In order
to thrive and succeed in cloudy times, we must be dis... (more)
Walk into just about any Cloud marketing team today, and you will see a very
large focus on marketing automation. This is the tip of the iceberg that has
been building since the dawn of Google and Direct email, or for about a
decade. Let's call that time AG for After Google. That AG iceberg is the
maniacal focus on demand over brand, on lead generation over messaging, on
revenue over valuation.
This focus makes a lot of sense, especially in a crowded and newly developing
market, marketing MUST drive revenue, because revenue drive valuation, growth
and access to capital, and feed... (more)