The path to sales and marketing alignment starts with great product marketing. Coincidentally, this is one of the most must understand roles within B2B SaaS.

Have you ever noticed that most of the revenue growth at your B2B SaaS comes from a small subset of the customer base? The reason is that the fastest growing customers tend to be where you have the strongest PMF.

Great fit customers contribute to our growth in future quarters and fiscals. Poor fit customers....they slow our growth (churn) and force us to build features that do not align with the needs of the greater market.

Before jumping ship to your next role, make sure you understand the strength of product market fit at your next employer.

Many companies fall out of product market fit (PMF). Here is a step by step guide to quantify PMF. Understand the strength of PMF by customer segment, and leverage these insights to improve PMF.

Could your marketing technology stack be slowing growth?

Derisk the process associated with opening up adjacent markets.

We all know that not all customers are equal. Some help us grow, while others slow us down. Align helps you keep the GTM focused on the best fit and highest value customers.

Most SaaS companies have a small percentage of customer driving growth. Click here to learn why and how to change this!

Most people think product market fit is something you find during the inception of your company. The reality is that product market fit is evolving over time. Efficient growth comes from optimizing for product market fit.

According to a recent KeyBanc survey, the median customer acquisition cost (CAC) payback period has grown to 23 months.  This represents a 21% YoY increase.

Are you working on a customer and prospect database project (CAPDB) in spreadsheets?

We recently had a discussion with a go-to-market consultant who works for leading private equity portfolio companies.

A few months ago I learned a new term. “CAPDB” which is short for Customer and Prospect Database. Being a long-time go-to-market junkie, I was surprised to learn this is a process that is widely used amongst private equity companies.

Each referenceable customer provides 3x the opportunity to grow your SaaS business. How do you get there? Build a customer-centered flywheel and make your customers insanely successful.

Every B2B SaaS company has a slide deck that houses its ideal customer profiles and buyer personas.  Go-to-market teams use these templates to democratize the understanding of the target market to better align GTM teams.

Mark Roberge wrote “The Science of Scaling”, which I believe is one of the most profound pieces of business thought leadership since Clayton Christensen wrote The Innovator’s Dilemma. 

What are the common signs of Drift? Depending on where you sit in the organization—sales, marketing, product, etc .. There are signs. There is a tension to Drift—a feeling of rushing somewhere (speed).

We all hear stories—the dream come true, the Unicorn of the market.  While I was leading customer success a few years ago, I interviewed at one of these companies. 

In this post, we provide an overview on net revenue retention including an explanation of why various types of retention are important, how to calculate gross and net revenue retention, and suggestions on how to improve net retention.

Customer services are critical at all stages of B2B SaaS growth. This post explores the balancing act businesses face in providing the right level of customer service and support as they scale.

Your customer should be at the center of your B2B SaaS strategy. So should your product. How do you ensure that efforts are aligned?

During the midst of a global pandemic, we revisit “The Sales Bible of Silicon Valley,” Aaron Ross’ Predictable Revenue, for advice. 

Most SaaS leaders optimize their business based on gross margin and top line revenue growth. For very early stage startups, every logo and sale matters. As businesses mature, however, new approaches are needed for long-term success.

The COVID-19 pandemic shifted marketing dollars online, where customer acquisition costs (CAC) are soaring.