Most organizations have started planning marketing budgets for 2019 by now. The focus of this post is to review five items that you should consider in next year’s plan. I have been involved in enterprise software marketing for over 20… Read More ›
Product Management
Recurring Revenue Calendarization & Release Timing
This posts focuses on when is the best time of the year to release new versions of your products/services. A technique I have used over the years involves analyzing the number of customers and amounts of revenue that renew each… Read More ›
Bessemer Ventures’ State of the Cloud 2018
Excellent preso by Bessemer inclung a discussion about their AARG metric. The metric discounts a company’s ARR multiple using its growth rate as a weight to help bring buoyant multiples back down to Earth. In the current boom times, venture capitalists… Read More ›
M&A: Lessons in Cultural Integration
This post focuses on the challenges of integrating company cultures after an acquisition. M&A failure rates are estimated to be anywhere from 50%-80%. This article from Lakeview Capital does a pretty good job of summarizing the major causes of merger… Read More ›
Todd R. Hill
Todd R. Hill 1967-2001 Todd Hill was an account executive with QRS Corporation. He passed away September 11, 2001 when the Towers fell. Todd was staying on the 17th floor of the Marriott Hotel at the World Trade Center when… Read More ›
AI Listened to 100,000 Sales Calls – What Do You Think It Learned?
I recently came across an article that described the analysis of 100,000 sales calls by some new Artificial Intelligence technology. Recording business conversations is not unusual – How many times have you heard “This call is being recorded for quality… Read More ›
Value Equations & Proof Points: How Are Yours?
I read about SalesForce’s Q2 2018 results last week. Revenue grew $677 million to $3.06 billion in comparison to $2.38 billion in the second quarter of 2017. Income from operations increased slightly from $84,000 to $115,000. Cash increased almost $5… Read More ›
