Slides from Balderton Webinar on Aligning Product and GTM Using Customer Value Metrics - Kellblog
Slides from a presentation on how to align product, sales, and marketing teams using customer value metrics| Kellblog
The Hippocratic Oath is a well known oath of ethics taken by physicians. It requires them to swear, among other things, to do no harm in dealing with patients. While chatting with a VC the other day, it occurred to … Continue reading → The post The Startup Board’s Hippocratic Oath appeared first on Kellblog.| Kellblog
Today, I presented at SaaS Metrics Palooza 2025 on the differences between selling work and selling software. I’d like to thank my metrics brother, Ray Rike, for inviting me to speak and I’d like to thank everyone who attended the … Continue reading → The post Slides From My SaaS Metrics Palooza 2025 Session on Selling Work vs. Selling Software appeared first on Kellblog.| Kellblog
Slides from a presentation on how to align product, sales, and marketing teams using customer value metrics| Kellblog
To the extent that most sellers today started their careers as SDRs and to the extent that there is a strong trend to replace SDRs with AI agents (e.g., Piper from Qualified), I have a simple question: whence will come … Continue reading → The post Whence Will Come Tomorrow’s Sellers? appeared first on Kellblog.| Kellblog
Your ideal customer profile starts as an aspiration about who you want to sell to. Over time, it should become a data-driven regression.| Kellblog
I first met Ian Howells in London long ago, as fellow footsoldiers in the early relational database wars. While you had to be pretty technical to do product marketing in those days, Ian was technical with a capital T, having just sprung from university with a PhD in distributed databases. We fought together on the losing side of the database wars [1], shared many of the same scars from the experience, learned many of the same lessons, and — I’m reasonably sure — both decided to aim our ...| Kellblog
Some background information on my recent coauthored paper on aligning product and go-to-marketing using customer value metrics| Kellblog
“Well, he’s never been a sales development rep (SDR) manager before, but he has been an SDR for 3 years at another company. The chance to be a manager is why he’d come here.” — Famous Last Words I can’t … Continue reading →| Kellblog
All strategy is a function of situation. Situation varies not only as a function of the individual company and market, but also of time. Remember that classic Silicon Valley strategy books were written in a different time and thus had some implicit assumptions built into them. For example,| Kellblog
A guy walks into a bar and orders a $17 Martini. Is it MRR (monthly recurring revenue)? The potentially surprising answer: maybe, and often yes. If he’s a tourist who happened to walk in, then no, it’s not MRR. If … Continue reading →| Kellblog
It’s no secret that I’m not a fan of big-company HR practices. I’m more of the First Break all the Rules type. Despite my general skepticism of many standard practices, we still do annual performance reviews at my company, though … Continue reading →| Kellblog
Hey, what’s your win rate? It’s another seemingly simple question. But, like most SaaS metrics, when you dig deeper you find it’s not. In this post we’ll take a look at how to calculate win rates and use win rates … Continue reading →| Kellblog
The software-as-a-service (SaaS) space is full of seemingly simple metrics that can quickly slip through your fingers when you try to grasp them. For example, see Measuring SaaS Renewals Rates: Way More Than Meets the Eye for a two-thousand-word post examining the … Continue reading →| Kellblog
Quick, go ask any sales manager or Silicon Valley how much pipeline you need to make your quarter. The answer you will hear: 3x. Always, everywhere, every time. Let’s talk about why that’s true, what it means, and what to … Continue reading →| Kellblog
I’m always looking for better ways to distill strategy. My favorite strategy author is Richard Rumelt, who wrote Good Strategy, Bad Strategy and the more recent but less acclaimed follow-on, The Crux. I love Rumelt’s work for two reasons: Much … Continue reading →| Kellblog
From the viewpoint of your board, there are founders, operators, investors, and employees. How can you use this to help your career plan?| Kellblog
I said in yesterday’s post, entitled Too Much Money Makes You Stupid, that while I don’t have much of a beef with Domo, that I did want to observe in today’s fund-to-excess environment that any idea — including making a series of Alec … Continue reading →| Kellblog
