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Customer Marketing – Your Most Important Lever in a Down Cycle

Why Existing Customers Matter   I sold enterprise software for 10 years at SAP and Siebel during the license era. If you look at the core economics of that business, the upfront license revenue …

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So, how do you move upmarket?

You did all the hard work in building your founding team, ideating to a problem to be …

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Why moving upmarket is (mostly) important for creating large SaaS companies

Six years back, almost to the date, I drew a graph between CAC (Cost of Acquiring a Customer) and ACV (average Annual Contract Value) for SaaS companies. This was part of a presentation I made to the …

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Whatfix: What we Learnt from Series A to Series B in a SaaS Business

As an investor, some investment journeys are a delight to watch – Whatfix has been one of …

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Coin operators…And what coin do you need?

The story goes like this – there were a lot of cobras in Delhi and to kill them, the British rulers announced an incentive per killed cobra. Did it have an …

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