Author Archive

Why many free trial offers fail

Note: This post was also featured on building43 For many SaaS vendors  offering prospects a free trial seems to be the prescribed route of getting the customer on board.  Many marketing & sales executives dictate to their team that this is the key goal they should push for with all their prospects in order to [ READ MORE ]

how to do a webinar without putting your listener into a coma

Also published on building43.com: http://www.building43.com/blogs/2010/02/10/how-to-do-a-webinar-without-putting-your-listener-into-a-coma/ Presenting in front of an audience is tough.  If you have ever noticed good public speakers, it seems like they almost make love to the audience.  In the age of SaaS & social media, webinars have become the standard for delivering information to customers, and like me you probably attended [ READ MORE ]

a great social media map

If you love twitter like I do, twit-on.  If you’re a facebook fan, fantastic.  But if you are only on these or other social platforms for “commercial” reasons, then unfortunately you have to put in some structure (and maybe take out some fun – poor you) into your decision of which social media to use. [ READ MORE ]

hate group gets knocked out next to twitter offices

I learned of this fantastic story via Twitter, and thats the only thing this post has to do with sales & marketing. But its just too good to not write about it. A psychotic hate group decided to assemble right outside twitter offices, and express their view of what God thinks about different people.  As [ READ MORE ]

want an effective reseller channel? put yourself in the VAR’s shoes

Want to build a fierce reseller channel? you need to give serious consideration to how your VARs business works, and they go about evaluating a new product. Here's how[ READ MORE ]

Market penetration, choosing the right vertical (or – joining Morpheous, Neo, and the rest of the enlightened)

Hopefully you are convinced that you need a strategy that includes starting with a vertical market niche that will help you take the whole market by storm.  Unless your name is Steve Jobs, this is the first stepping stone of any market penetration. Steve is in the position to make stuff with a coolness factor [ READ MORE ]

Starting to sell? you need to get (a) vertical !

or maybe the title should be: why do kids buy ice cream? So you slapped down some code, received a first round investment, printed some fancy multicolored business cards with a kick-ass logo, designed the best product brochure in the industry, got three beta customers through friendly connections, bought a bunch of Google adwords and [ READ MORE ]

How can small software startups beat the SW giants?

Yes.  They can.  You can.  And this is exactly what this blog is about.  My purpose in starting this blog is to provide tips and ideas for small and medium software companies (especially startups), on how to kick some big corporate butt.  If you are reading this and you work for Microsoft, Oracle, SAP, IBM, [ READ MORE ]