Dec 26, 2022A Salesperson’s Practical Guide to Contract and Legal TermsNearly 17 years into leading go-to-market teams, I realize SaaS salespeople lack a practical guide to the contract and legal terms they encounter. This is my attempt at creating such a guide. …SaaS12 min readSaaS12 min read
Dec 15, 20222023 PredictionsIt’s been said that it’s tough to make predictions, especially about the future. That didn’t stop me from doing so last year, and I’m back for more. Without further ado, here are my 2022 predictions revisited and (self) scored, and my 2023 predictions. Scoring my 2022 predictions Hybrid work dominates, and frustrates: Hit. According…SaaS8 min readSaaS8 min read
Nov 23, 2022Favorite Day of the Year, 2022 EditionToday, the day before Thanksgiving, is my favorite day of the year. Each year I ask my team to share their favorite days of the year. It’s become a fun team-building tradition. Here are the results from this year (again omitting a fair number of people due to vacation, etc.): Thanksgiving (9) Saint Stephen’s Day (Boxing Day in some countries) (5) Christmas Eve (4) Saturday before Memorial Day (4) Christmas Day (3)1 min read1 min read
Dec 14, 20212022 PredictionsOne of my favorite scenes from The West Wing—and there are many—involves the White House Chief of Staff asking two economists for their stock market predictions. It goes like this: Leo McGarry: Luther, ballpark, one year from today, where’s the Dow? Luther: Tremendous. Up a thousand. Leo: Fred, one year from today? Fred…SaaS6 min readSaaS6 min read
Nov 23, 2021Favorite Day of the Year, 2021 EditionToday, the day before Thanksgiving, is my favorite day of the year. Each year I ask my team to share their favorite days of the year. It’s become a fun team-building tradition. Here are the results from this year (again omitting a fair number of people due to vacation, etc.): Christmas Eve (10) Saint Stephen’s Day (Boxing Day in some countries) (4) Thanksgiving (3) My birthday (2) Christmas Day (2)1 min read1 min read
Nov 3, 2021About Brightflag’s First AcquisitionEach month I write and send an executive update email to Brightflag customers, prospects, partners, and more. I write each update personally; it’s an opportunity for people to hear from me directly, unfiltered, on a regular basis. This month’s topics are Brightflag’s first acquisition and M&A generally. …SaaS5 min readSaaS5 min read
Jul 23, 2021Navigating Hybrid Work, The Next FrontierOvernight in March 2020, knowledge workers everywhere went from almost entirely office-bound to entirely remote. As an extrovert who’s always loved office work (even commuting!) this was quite an adjustment. At first I gritted my teeth and made the best of it, but over time I came to appreciate the…Leadership4 min readLeadership4 min read
Apr 7, 2021My Top 5 Posts at the 50-Post MarkThis is my fiftieth post. I thought I’d take the opportunity to thank you for reading, and to reflect on my five most-viewed posts, as well as five honorable mentions that I wish would receive more views. My 5 Most-Viewed Posts Four Great SaaS Visualizations: This is by far my most-viewed post, with more…SaaS3 min readSaaS3 min read
Mar 31, 2021The (No) Termination for Convenience PlaybookEveryone in SaaS sales has seen it: the dreaded termination for convenience clause (often abbreviated TFC), typically inserted by a buyer during redlines without fanfare and almost always without comment. The clause is short, but packs a wallop. It looks something like this: Customer may terminate this agreement for any…SaaS7 min readSaaS7 min read
Mar 18, 2021Your Existential Threat Is a Fast-Moving CompetitorRecently I’ve been receiving an average of two consulting requests per day from expert networks like AlphaSights, Apex Leaders, GLG, Guidepoint, and Tegus. Occasionally I agree to a 60-minute engagement, although never about my current company or industry. …SaaS2 min readSaaS2 min read
