Enterprise SaaS (B2B) and The Membership Economy
One area where I get loads of questions is around B2B SaaS for the enterprise. In this article, I want to share some of the many ways SaaS organizations can benefit from the Membership Economy.
Margaritas and Membership or the 3 Reasons Your Leads Aren’t Converting Into Customers)
When your funnel looks like a margarita glass, wide at the top, but narrowing very quickly, it means lots of people are aware of you, and know about your offerings, but very few are engaging at the next level.
There are three possible reasons that your funnel might look like a margarita glass.
What it Really Means to be Customer-Centric as a Consultant
This morning, when I was driving my kids to school, I was behind a truck that said “Father & Son Contractors: Specializing in Full Service Apartment Turnovers” Really interesting. These guys might have just focused on cleaning, or painting, or...Robbie’s Rules of Thumb: When Free Makes Sense
Too many companies offer something for free because they know that the “free” will attract new customers, but don’t have a business model that monetizes these “freesters”. Gathering eyeballs and building relationships with prospects can be a key part of a successful business model, but only if it leads directly to revenue.
2013 Trends in SaaS Marketing
SaaS continues to be a hot topic, especially here in Silicon Valley. But widespread adoption in the enterprise hasn't quite arrived. While there has been some significant success, notably with companies like Salesforce.com, Concur, ConstantContact,...