Archives for August 2014

You’re Doing Annual Pre-Pay Renewals Wrong

Getting customers to pay up-front for a year is great… the challenge comes 12 months later at renewal time. There are four ways to do renewals, but only one right way. This came up recently with a SaaS founder, and since annual pre-payments are often the go-to funding source for many early-stage B2B SaaS companies or […]

10 Growth Hacking Lessons from Dodgeball

I hit Nick Mehta, CEO of Gainsight, right in the gut. And then I took a hard shot to the chest by Gainsight’s New Business director. Working in a startup is rough, lemme tell ya. As Nick and I stood on the sidelines during this company outing – battered, exhausted and laughing – watching the remaining […]

Understanding Your Customer’s Desired Outcome

So… what does Success look like for your customer? That’s the question that’s at the base of my wildly popular “The Secret to Successful Customer Onboarding” article. BTW, this article is good… but I have another one that goes into more detail on Desired Outcome you should check out, too. But it’s not actually a […]