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Spend First, Think Later: Bad Idea

  When it comes to putting together a marketing plan, there are lots of reasons to spend first and think later.  The "spending" I'm talking about is spending on marketing programs like PR, events or collateral.  And the "thinking"...

Posted January 4, 2013    

SaaS Companies Can't Afford to Sell

Most companies offering a software-as-a-service (SaaS) solution can't afford to sell it.  I'm talking here about "selling" in the traditional sense:  finding prospects and convincing them to buy a product or service.  In some cases...

Posted November 9, 2012    

SaaS marketing, baseball and the batting order

I recently read "Three Nights in August," a wonderful book about the "game inside the game" of baseball. The author, Buzz Bissinger, shadowed St. Louis Cardinal manager Tony La Russa through a three game series against the Chicago Cubs. Bissinger...

Posted June 8, 2011    

The Amazon outage and SaaS marketers' response

I'm sure the recent service outage at Amazon Web Services (AWS) had lots of engineers scurrying around, looking for a fix. I've been at a software-as-a-service (SaaS) provider when the solution's gone down. The operations and support people work...

Posted May 2, 2011    

Building connections to your SaaS customers

I'm one in a million. Actually, I'm number 172,370 in a million. Which is why I recently received a thank you note from Reid Hoffman, Co-founder and Chairman of LinkedIn, as a way of showing his appreciation to me and the other first million...

Posted March 28, 2011    

3½ ways to lose customers in 2011

If you’re marketing a SaaS solution and have had enough with year-end wrap-ups, predictions for the new year, or sure-fire tips for success in 2011, here’s the antidote:   3 ½ ways to lose customers in 2011.     Ignore them  ...

Posted December 28, 2010    

SaaS let's you see where you're going

The Commonwealth of Massachusetts recently passed legislation prohibiting texting while driving. I’m hoping they’ll soon outlaw texting while walking. I just came back from a short, but harrowing drive that took me past our town’s high school, just...

Posted September 13, 2010