At a certain price point, SaaS and professional services are indistinguishable. Based on the conversations I’ve had over the past couple months, there are two shifts happening at professional services as they re-emerge from the dearth of engagements over the past couple of years. The first shift is in simplified billing. Places that once billed by […]

Every time I’ve been to Cloudgate, it’s been absolutely packed with people trying to get exactly the right selfie of their reflection in the sculpture. Flickr has an entire gallery just of this. A couple years back, I worked with this fantastic intrapreneur that noticed customers were continually struggling with an existing software product. It wasn’t hard for […]

Measure what you do as you do it The Atomic Unit of Value is a concept I’m noodling on to answer the question: “how do we know if our products are successful?” I’m thinking of the Atomic Unit of Value as the tactical complement to the more strategic 1-sentence pitch. The Atomic Unit of Value is […]

Since announcing my pricing practice, my calendar has been filling up with conversations with B2B SaaS CEOs talking through their current pricing models and pricing struggles. Here are three takeaways from this week’s conversations: If you’re struggling with any of these pricing principles, grab a 30min time off my calendar: Schedule a Price Check with […]