Author Archive
What ISV and SaaS Operators Can Learn from Telecom Billing
When old becomes new again, ISVs look to telecom for pricing inspiration For decades, the telecom industry has been honing what other industries are only now getting into – business models that start with simple subscriptions then add complex pieces such as sign-up/activity/event fees + bundles + add-ons + incentives + promotional products. SaaS operators [...]
Finding new dollars with Dynamic Revenue
Customers are dynamic. Their needs change. A new set of connected products and services intimately tuned to the needs of dynamic customers is emerging. New relationship-based content, applications and data services are being launched every day by established and emerging companies. More than just subscriptions, companies such as Google, NetFlix and others are launching new [...]
Finding new sources of Dynamic Revenue
As a marketer, I’ve never given much thought to the idea of billing for SaaS companies. However, my recent engagement with www.tractbilling.com has convinced me that marketing should pay way more attention to the invoices that are generated every single month – they are the most consistent touch point we have with our customers. Customers [...]
The art of voice mail
Brad Trnavsky posts a great article about the art and science of voice mail. He writes… Many sales people blow off leaving voice mails because they believe they are a waste of time and no one returns voice mail. I would argue that it is not voice mails themselves that are ineffective, but rather the [...]
Happy fathers day
Great essay by Tony Woodlief in the OpinionJournal on Friday. I think Father’s Day ought not to be a celebration of every man who managed to procreate, but instead a time to honor those increasingly rare men who are actually good at fathering. But what makes a good father? This question holds more than philosophical [...]
How much do referrals impact your sales process?
We recently asked our LinkedIn network the question: how much do referrals impact your sales process? We received some great answers via surveymonkey and via email. If you want to take the survey, use this link. If you want to see the survey results, go here. Send to Facebook
Music video about cereal
Give a shout out to G-mills…a full rap about a cereal?!? http://www.yfly.com/media/view/63119 Send to Facebook
New Maister Article on Client Relations
Because of prior poor experiences – or the generally bad caricatures that exist about many professions – clients are often suspicious (at least initially) of the motives of their service providers. Whatever your profession, you need to be prepared for the fact that, at the beginning of every new relationship, you must avoid confirming other [...]
Knights of the round-table
I don’t even know what to say about this. Send to Facebook
Changing balance of power
Jamais Cascio talks about open source war and talks about the shifting balance of power. If an insurgency can delay the plans of a nation state, what does that do to the balance of power? Conversely, the first group that cracks this problem has the potential to leapfrog the others in assuming the role of [...]
