Cloud Computing, Software-as-a-Service (SaaS), Marketing strategies

Social Networking is very broad. As a vendor, you will have to lead with the value proposition that is much more focussed than just saying “It increases collaboration and consequently productivity and innovation”. Pretty much every vendor says that. I would also recommend that you go narrow initially to a small constituency like marketing, bizdev, [...]

Intacct has a extremely successful partnership with AICPA for selling their SaaS accounting software. Through this partnership they have nicely complemented the technology with industry domain expertise in accounting by the channel partner. Check out my interview with their marketing and business development executives for more details on how they went about building this channel strategy. [...]

It depends on how big your SaaS company is and the nature of your business. At a minimum you will definitely need a demand generation + lead nurturing person, as you would tend to move the upfront activities in qualifying the prospects to marketing. If you are in the later stage then you need to [...]

A while ago, I took a stab at capturing what were the challenges for a VP of Sales based on the state of affairs then in my post SaaS Sales: On-premise to SaaS. Now that SaaS has all but become a viable option, the challenges are slightly different. I still think the biggest challenge for [...]

The best way to get a leadership role is not to obsess about it. Most often people from big companies expect to automatically get leadership roles in startups by the virtue of their tenure in the large company. But working in startup is a different ball game. I would approach it differently. Instead of looking [...]

I think the unique challenge for a self-service startup is the maintain the cost of service delivery down (thru extensive automation), on-boarding etc, at the same time being a customer friendly organization and ensuring customer success. It is easy to make all things self-service with FAQ, tutorials, videos etc with the hope of keeps costs [...]

Not sure the context in which you are asking. But the most important question you could ask is – “Is there anything you could do to make them realize maximum value out of your application?”. That might lead you to other topics like – gap in the product, help with professional services and consequently a [...]