My specialty is Revenue Modeling - developing methods for recurring revenue generation across multiple revenue streams - this is especially relevant for companies not looking to directly monetize users (as customers) initially. How can they generate revenue without putting up barriers and slowing down user acquisition in order to reduce burn?
Because of my work on SaaS Revenue Modeling and Pricing, I have been featured in Fast Company, Sandhill.com, Read Write Web, and ZDNet and elsewhere. I have also been a speaker at industry events including Softletter's SaaS University, Freemium Summit, SIIA On-Demand, & HostingCon.
I was a Business Architect in Supply Chain Management (SCM) for 10 years, deeply involved in network-centric business models and e-commerce. In SCM, the ecosystem of customers, partners, vendors, and suppliers exponentially drove the value of the network. This background made the move to the Web, and eventually SaaS, a completely natural progression. It has also given me a very different - and I think unique - perspective on the true value of SaaS; a view very different from those with traditional IT or software backgrounds.
Since 2004, I have worked on my own SaaS startup, worked for a Platform-as-a-Service startup, and with Sixteen Ventures I have worked with over 30 SaaS and Cloud companies. My clients have included the biggest SaaS & Legacy Software vendors as well as early-stage web app startups. I've worked with my clients to develop and scale multiple recurring revenue streams and to streamline customer acquisition - including Freemium. Given the tightly-coupled nature of Business and Technology in SaaS - my work is never in a vacuum and always involves product management / development, pricing, distribution, etc.
Lincoln is the author of the following articles and presentations:
- "The Reality of Freemium in SaaS" - Paper published in January 2010
- "SaaS Business Architecture - Defined" Presentation published 8/15/2009
- "Customization in SaaS: Drawing the Line in the Sand" - Softletter 7/15/2009 and 7/31/2009
- SaaS Vendors: Stop Thinking Like Software Companies! - Sandhill.com 6/10/2009
- Multi-Tenancy in SaaS: The Business Case - Softletter 5/15 & 5/31/2009
- Haut Tec Conversations August 18, 2009 "SaaS & XaaS: What makes up a service"
- "Business Implications of Multi-Tenancy in SaaS" July 16, 2009 hosted by Scio Consulting
- "Maximize Revenue with Strategic Product Development" May 6, 2009 hosted by OpSource