Buyers want modular software
Photo by Jonny Gios on Unsplash As a software seller, it’s pretty advantageous to sell either a system of truth – a system where users spend most of their time and can’t live without – or a valuable utility –…
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If you’re in SaaS, offer a free trial
Photo by Nadine Shaabana on Unsplash This week I had a conversation with a provider of Sales Engagement Solutions. It doesn’t matter which one it was, only that they seemed like the kind of company that should offer a free…
Subscription Add-Ons are Better than Bundles
It’s not easy to watch ESPN through DirectTV right now If you subscribe to DirecTV and you were trying to watch the Phillies and Braves play baseball on Sunday, September 1, you got a temporary message that the channel was…
In Metrics We Trust (Mostly)
Photo by Nadin Mario on Unsplash Trust can be a fragile thing, especially when it comes to metrics the team looks at every day. The balance of items that create the end product on a dashboard might be easily upset.…
When to use (and avoid) Salesforce validation rules
Photo by Mark Duffel on Unsplash As an operator, you always balance the need for correct data on input compared to a process that will automatically remediate that data after the fact. When you administer Salesforce, this is particularly important…
Fun with Customer Cohorts
A classic cohort chart from Mixpanel I remember when I first saw a chart like the one above – it seemed like magic to compare groups of users to other users at the same point in their journey. This cohort…
Tracking progress with a simple ops Kanban Board
Kanban boards don’t have to be complicated to be effective… Even if you’ve never read about the history of Kanban, you’ve probably seen screens like the one above that divide a series of tasks (or a project, or a product)…
Can you create a simpler version of your product?
Photo by Ross Findon on Unsplash Let’s do a thought experiment. Can you imagine a simpler version of your product? Something much simpler, instead of removing one dial or switch. Think about the difference from Excel that caused Google to…
Creating better competitive analysis with screenshots and reverse search
When you search for a site on similarsites.com and it’s not found Everyone wants more customers. When they get new leads, comparing these new leads to existing customers is inevitable – both in comparison to successful customers and the closed…
Refactoring vs. Adding On Another Thing
Photo by Matt Artz on Unsplash The next time you get a request to change an existing bit of code, check how you respond. It might be a small change, like adding a field to an existing model. Or it…
