In B2B SaaS, sales strategy often comes down to a mix of key factors, which include the number of deals you close, the size of those deals, and the revenue they generate. Some companies prioritise volume (i.e. closing as many deals as possible) while others focus on landing fewer, high-value customers. But the decision isn’t …
Continue reading “Who you sell to vs how much you sell: what really drives growth in B2B SaaS?”
In many of the Product Management communities I read and contribute to, there’s a lot of talk about activation, conversion rates, sign-ups, churn. But what happens when your product exists in a world where potential customers can’t sign up without an invite, can’t churn on a whim, and conversion is a lengthy, negotiation-laden process? Welcome …
Continue reading “Strategic metrics for Enterprise B2B SaaS growth”
You know those annual reports most people skim—or worse, ignore entirely? The ones packed with glossy covers, tidy graphs, and a CEO letter that somehow always mentions “resilience”? Most folks see them as corporate homework. But if you’re paying attention, they’re something else entirely: strategic cheat sheets. Not just about how a company did last …
Continue reading “The hidden Business Strategy lessons inside annual reports”
I’ve always been fascinated by the intersection of business strategy and sport—how clubs are run, the decisions that shape their futures, and the fine balance between financial sustainability and ambition. As a Bari supporter, though, this isn’t just theory to me—it’s personal. Watching my club, a team with an incredible fanbase and a long history, …
Ever feel like you’ve said something a hundred times, but no one seems to hear it? As teams juggle deadlines, competing priorities, and endless channels of communication, this scenario is all too common. You send an email. You hold a meeting. Maybe there’s even a deck involved. Yet somehow, your message doesn’t quite stick. It’s …
Continue reading “A key to unlocking better strategic alignment”
Nailing market analysis isn’t just a nice-to-have for a Product Manager; it’s the bedrock of building successful products. If you’re like me, juggling user needs, stakeholder demands, and those pesky deadlines, you know the external environment often feels like the wild card in the equation. So how do you make sense of it all? By …
Continue reading “Strategic Market Analysis: a hands-on primer for Product Managers”
Navigating the world of B2B SaaS isn’t for the faint of heart. The stakes are sky-high, the competition ruthless, and the pace of change relentless. It’s a battlefield where only the sharpest strategies survive, and where every decision can make or break your product’s success. That’s where Porter’s Five Forces comes in: this strategic framework …
Continue reading “Master B2B SaaS Product Strategy with Porter’s Five Forces”
Product Management for the Enterprise comes with its fair share of challenges, especially when it comes to decision making. Here are three common hurdles I’ve been thinking about recently, with some solutions. Balancing diverse stakeholder needs Enterprise products often have a wide range of stakeholders. Internally, Sales and Marketing teams, engineers, support / CX, the …
Continue reading “Decision Making in Enterprise Product Management: 3 common challenges”
