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)
About five years ago, I had the pleasure of sitting through sales training
with John Costigan. I remember John's opening as he said something like, "How
are you?" and got the typical quiet reaction. John went on to say something
like, "when I am asked, I say "OUTSTANDING" and you should too. Because to
STAND OUT, you MUST BE OUTSTANDING."
Fast forward to last week, when I was having a discussion on positioning with
a very successful entrepreneur turned VC. He said, "The only way to win in
today's markets is to STAND OUT, create something new." Immediately I thought
of John and s... (more)
In my recent article on High Impact Cloud Marketing, I said:
Viewpoint is a framing of the market in the context of your uniqueness. The
uniqueness of your team, your capabilities, and your vision. Some call
viewpoint thought leadership, some vision with a capital V, and some brand.
and I called on providers to set a unique and compelling viewpoint to create
breakthrough for their marketing efforts.
While there are many frameworks and techniques to capturing Viewpoint,
however defined, one of the simplest and most effective way I have, and one
the first I usually pull out of my t... (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)
Look around and be amazed, everything is being re-invented. From the tablet
computer to the thermostat, from cars to enterprise software, from incubators
to light-bulbs. We are living in an amazing time. Opportunities abound to
capitalize on the biggest industrial change since electricity. While those of
us in Cloud and IT tend to focus on a few ideas like Cloud and Big Data,
we are at the the convergence of 6 megatrends, some new, some old, that when
taken together create this incredible rush of innovation and opportunity.
The megatrends are:
Microelectronics - Moore's Law ... (more)