The average tenure of sales leader in SaaS and tech hovers right around 18 months. One or two bad quarters, regardless if there were macro issues or marketing stumbled - off you go! That never sat well with me because I started my career in sales as a talent agent in...
While ARR is our "north star" KPI, it is an imperfect measure of progress, success, or company value. ARR does not tell the full story because it only shows quantity and not the quality of the revenue. As an operator, I rely on what I call "hero KPIs" to guide the...
It has been a year since the Black Swan event of the COVID-19 pandemic started shaking industries to the core. None of us have a crystal ball and can predict the future, but we must develop our thesis and get in action. Don't let a good crisis go to waste....
Any growing venture is hard. It does not have to be a startup, it could be a lifestyle or a mid-size business. The faster the growth, the more extreme are the swings and tensions. It is way too easy to lose sight of what matters, end up with agenda, and kill your...
The day-to-day execution and administration of a business often take an excessive amount of time, so the primary reason to augment your team with an Operations Executive is to maximize your CEO and other co-founders' contribution to the enterprise. I firmly believe...
NOTE: please see an updated article, "What do operations people do," outlining differences between business, technology, people, sales, and marketing operations. I have been in the craft of operations for two decades already. I have run ops in SaaS companies, digital...
Since the probability you have a product/service that has no competition is a rare as hen's teeth, competitive selling is the reality of the seller's day. A great investor once told me one thinking they have no competition shows their naivete. You are always competing...
Updated 7/14/2020 to reflect new studies. Our inboxes and other channels are still flooded with random office social distancing advice and posts about how to sit six feet away from colleagues. Sitting six feet away is easy to digest, but the research coming out of our...
15 years ago, when I left the entertainment for the tech industry, how useful my talent experience would be. Yet, I use that knowledge every day, and I am thankful to my mentors. It has become my "secret sauce" that helped build talented, effective, and loyal teams....