I consult with SAAS founders and my throat has grown hoarse telling them:
- Your Sales + Marketing + Alliance model is a function of your Product not the other way round. So always start with your Product when creating your Go To Market!
- Channels will not touch you with a barge pole till you become a well known brand. Depending on channels to sell is a ‘dead-man-walking’ strategy for startup SAAS plays.
- Hiring sales-persons & managing them is like herding lions – difficult & painful – but can be done with some ‘tough love’ & training.
- Dont over-analyse your ACV, TCV, as long as your cash-flow is good and you revenues are better than your costs and your net profit margin is on a positive trajectory.