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Simple is not Easy

There’s a lot of power in simplicity. The best writers and communicators tend to write in short sentences and use common words so that their audience can quickly understand the message, and not spend too many brain cycles deciphering the words.

Ed Byrne

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Learning

Of Course Marketing is a STEM Career

Fifteen dash eleven ninety-nine dot ten. I had to look twice. Music rose to a dramatic crescendo that quickly segued into “I have a Golden Ticket” from Willy Wonka and the Chocolate Factory.

Scaleworks Staff
Business

Don't fear the Big Company 'Kill Zones'

Do you worry about the so called ‘kill zones’ of big tech companies? The Economist thinks you should. The theory basically suggests that if your product or service is anyway threatening or accretive to one of these incumbents — they will either force-buy your company, or clone it and destroy your market.

Scaleworks Staff
Ed Byrne
Growth

The SaaS Market is Fragmented

Let me start by posing a question — will the SaaS market go the way of cars and PCs — massively consolidated from hundreds (or thousands) of manufacturers down to a few mega suppliers? Or will it go the way of restaurants and software — big chains as well as lots of boutiques and small franchises?

Scaleworks Staff
Ed Byrne
Business

Learn How to Embrace Constraints in Business

Constraints are very likely the differentiator that makes companies that embrace (or live with) them succeed and thrive — by being forced to be economical, laser focussed on customer needs and satisfaction, driven to bring in new revenue, and build the product that resonates with the market today.

Scaleworks Staff
Ed Byrne
Marketing

Marketers, Marketers, where art thou?

People say good developers are hard to get, but that’s not true, there’s loads of good developers, they are just hard-work to recruit. Good marketers, on the other hand, are just a very rare breed.

Scaleworks Staff
Ed Byrne
Business

Working with a sense of urgency may be your real unfair advantage

The urgency to get things done is a huge differentiator, those that have it will outperform others, time and again.

Scaleworks Staff
Ed Byrne
Growth

Your Startup Needs Scrappers. Don’t Look for Them at the Tech Giants.

Earlier this year when I introduced a new executive to their new team , I made a point to say he came from a company you have never heard of in an incredibly crowded market with not much going for it!

Scaleworks Staff
Lew Moorman
Strategy

Don't Talk to Customers

Most founders like to say they talk to their prospects and customers. But ‘talking to’ most often means passionately selling or preaching to people. If the experience of leaving the room with everyone punching the air, but later getting no followup and not closing the deal sounds familiar — you likely suffer this bug! It’s the ‘fake yes’ that disappears not long after you do.

Scaleworks Staff
Ed Byrne
Finance

How to Value a SaaS Company

I read an interesting article about the core metrics of a business being a better way to measure real value than traditional assets or EBITDA , and thought I’d share some of the components we use to value companies at Scaleworks.

Scaleworks Staff
Ed Byrne
Growth

Business Goals - A Template for Reviewing and Planning the Year

It’s that time of year for reviewing what we achieved over the last 12 months, and what we plan to do in the year ahead.

Scaleworks Staff
Ed Byrne
Strategy

Strategy is Hard for Productive People

I’m a list maker, aspirational Inbox Zero’er and general organizer and tidier. My peers poke fun at me for always asking for an agenda or goals at the start of a meeting, and never leaving one without asking ‘what are the next steps?’.

Scaleworks Staff
Ed Byrne
Pricing

Don't Grandfather Prices

I don’t know of another industry that grandfathers price like SaaS does. Traditional software — basically the father of SaaS (if you want to keep with the lineage analogies!) — doesn’t grandfather legacy price points. In fact traditional software vendors are notorious for doing the exact opposite — gradually INCREASING licensing and support fees for installed software! In virtually every space — business and consumer — when the price goes up — new and old customers alike pay it.

Scaleworks Staff
Ed Byrne
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📕 Why it’s time to retire the MQL; Board meetings for beginners; Expert outbound sales sequences...

Welcome to the end of the week. We’ve got some big news, as we’ve just launched a brand new website featuring a SaaS Playbook library! Now if you’re looking for great B2B SaaS content in a specific area, you can filter through our historical playbook features by topic to quickly find the best of the best. Historical features are being added as we speak so you should have access to the full library soon... excited to see what you think!

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