How Not To Get On It & Engineer Rapid Growth
Most startups enter the world of SaaS (Software as a Service) thinking everything is going to be rainbows and gold coins falling from the sky; where you upload your final code and watch the money pour passively into your Cayman Island bank account every single month without lifting a finger.
Turns out this is NOT the case (Tim and I can both say from personal experiences). Running a SaaS product is extremely difficult, but sometimes the majority of that difficulty is self-inflicted. Common wisdom says that it should be a long, slow, painful, ardous process, but we disagree.
Tim and I will discuss a couple reasons why we believe most startups end up in the Long Slog SaaS Ramp of Death:
- Not understanding the market
- Not solving a paindful enough problem in that market
- Only using one marketing channel to reach that market
- Being passive rather than active in your marketing and sales
- Having a crappy pitch, and blaming it on your feature set
- Failing fast in a binary way
Links mentioned in the show:
- Gail Goodman, Constant Contact. How to Negotiate the Long, Slow, Saas Ramp of Death
- Amy Hoy – Sales Safari in Action
- Patrick McKenzie – Long-Term Revenue Growth Is Harder Than Short-Term Revenue Growth
- Justin Wilcox – How I Interview Customers