Research
Nowhere To Hide
Revenue growth in all segments of the public SaaS landscape has hit the brakes in the last 24 months.David Spitz and I developed the segmentation displayed in the graphic and it excludes the volatile Fintech/POS/and Data Analytics segments, which I discuss separately.
Validating Pricing in Sales-led SaaS
Much of what has been written lately on software pricing stresses the need to validate pricing in the market. Yet, more needs to be written about exactly how to do that. To help fix this knowledge gap, I sat down with two leading software pricing experts to tease out insights on pricing validation. The following techniques focus on sales-led companies where transaction volume is relatively low, and pricing is not listed on the website.
How Your Billing Methods Impact Cash Flow
Changes in payment terms can have a significant impact on your cash flow. Here’s how to find the right billing frequency that makes sense for your business.
Are You Wasting Money or Not Spending Enough on Retention?
Cash efficiency is having a resurgence in response to recent economic headwinds. But just as “growth at all costs” is unsustainable and inefficient, so is retention at all costs.
Changing Your Pricing Strategy is Useless Unless You Fix This First
I recently sat down with Chris Mele, Managing Partner of Software Pricing Partners, for a wide-ranging discussion of trends in software pricing.
Your P&L is Lying to You (But It’s Probably Just Fine)
For companies that bill their customers annually in advance, revenue growth creates a cash flow windfall as bookings, billings, and collections outpace recognized revenue.