Modern startups are on an assembly line from seed to later-stage series financing. As they make that journey, founders need to have a working knowledge of dozens of fields if they’re going to scale a company. SaaS is a unique set of skills across those disciplines.This book focuses on gaining a working understanding of what specialists will do in those fields as an organization grows and how founders can leverage the basics to get those capabilities started so once professionals ar...

The entrepreneur's comprehensive companion: "Clear, concise, and to the point . . . [The author] has an excellent grasp of running a small business." —Steve Pallen, President, R&D, E-MetrotelWhat are the ten most common marketing mistakes? How do you avoid costly mistakes when planning for a new business? What should be avoided when planning a business web site? These are just a few of the many important questions answered in The Small Business Planner, th...

If you’re a tech company, the most dramatic effect of megatrends like cloud computing, managed services, and the rise of consumer technology won’t be felt in your company’s product line. The true disruption will be to your business model. Future customers won’t want to pay you high prices out of big “CapEx” budgets anymore. They will expect lower “cloud” prices paid from “OpEx” budgets only when and if they successfully consume the business value of your products. How your company reacts t...

Technology-as-a-Service Playbook defines the tactical and strategic plays technology companies must run to build a profitable subscription business. Whether you are a pureplay cloud company or a traditional technology provider making the pivot to the cloud, this book will help guide your decision-making and execution around the "as-a-service" model to put your company on a path to profitable growth.This cloud-driven journey will affect every part of the organization. How offers are...

Zero to Sold is a comprehensive and actionable guide through the four stages of a bootstrapped business: Preparation, Survival, Stability, and Growth.From your first idea to successfully selling your business for life-changing amounts of money, this book will help you become a world-class entrepreneur. By focussing on your niche audience, finding their critical problem, and solving it with a product that y...

As a manager, you aren't truly successful unless your employees are as well. Helping them establish compelling, actionable performance goals is the first and most important step, and this handbook is there to lend a hand.A follow-up to the bestselling 2600 Phrases for Effective Performance Reviews, HR executive Paul Falcone provides you with ready-to-use performance goals organized by the characteristics and core competencies used most often in the apprais...

Pricing is hard as it determines your market position, whether your customers buy from you and whether you can provide the level of service required by those customersLean Pricing is a practical toolkit that will positively influence your pricing strategy, revealing insights in the different pricing methods and tactics used by successful companies. You will discover a great number of case studies where these methods are successfully applied which will help you set-...

Excerpts of Advance Praise for Lean Selling “Lean Selling is the most important sales management book of the last 25 years. It shows us why 90% of today’s sales processes are broken. This book will change forever the way you sell and manage.”Al Davidson President, Strategic Sales & Marketing, Inc.“Most sales leaders struggle to get their entire sales team to perform at the level of their ‘A-Players.’ Too many sales books focus on trying to change a salesperson’s behavior to...

Digital transformation is not about technology--it's about change.In the rapidly changing digital economy, you can't succeed by merely tweaking management practices that led to past success. And yet, while many leaders and managers recognize the threat from digital--and the potential opportunity--they lack a common language and compelling framework to help them assess it and guide them in responding. They don't know how to think about their digital business model.

In this path-breaking new book, best-selling author and leading go-to-market strategist Larry Friedman provides a practical and battle-tested approach for taking products, services, divisions, or even an entire company to market! Drawing on dozens of examples and best-practices across a variety of industries, 'Go To Market Strategy' lays out a clear and actionable blueprint for building a winning go-to-market plan - one that will enable you to do more business, with more customers, more of...

Finding winning KPIs is not about picking some smart-sounding candidates from the long list of options. The best performance metrics are those that are born in the discussion and are tailor-made for your organization. This book is for those business professionals who are looking beyond standard performance metrics; this book will guide you step-by-step to develop the most effective KPIs.

A practical guidebook for people interested in starting a business with comprehensive coverage of all aspects of starting, running and growing a business. This book includes everything needed to launch a successful business now--expert strategies, up-to-date trends, business planning guidance, and inspiring real-world case studies, along with worksheets and critical thinking exercises to help would-be entrepreneurs be successful.