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EDITOR'S DESK

  • SaaS Companies: What Is Your Plan B?
    SaaS Companies: What Is Your Plan B?

    Getting to Plan B: Breaking Through to a Better Business Model by John Mullins and Randy Komisar is a must-read for software executives who come from a tech background instead of a business background. These are some of the best quotes and takeaways for SaaS companies.

Mitigating Direct vs. Indirect Sales Channel Conflict

Selling more software through indirect sales channels can create headaches for your direct sales team – and your partners – unless you proactively take steps to address the potential conflict.

Employee Bonus Programs: Advice From 5 Software CEOs

I recently got an email from a reader asking if we had any content about employee bonus structures, so I reached out to a few CEOs and founders of successful software companies to see how they approach bonuses. Here’s what they had to say.

Software Startup Advice: Pay Off Your Emotional (Not Technical) Debt

A certain amount of technical debt is just part of being in business as a software startup. Companies accept it – even embrace it – and will formulate a game plan to address it down the road. But what about the emotional debt that builds up in fast-paced, tense, high-growth startup environments?

4 Quick Hits From Epson’s ISV Partner Conference

Epson’s annual ISV Partner Conference is geared towards ISVs in the retail and hospitality space, but the takeaways below can apply to software companies in any vertical. Here are some of the high-level themes from my two days in Phoenix networking with 70+ software companies and technology executives.

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GUEST CONTRIBUTORS

  • When Do I Need Sales Enablement?
    When Do I Need Sales Enablement?

    This is one of the most crucial questions that emerges when embarking on a sales enablement journey. Because a sales enablement solution drastically alters the way an organization conducts its sales and marketing activities, it is imperative to understand exactly when you need sales enablement.

  • Revenue Growth Metrics And KPIs That Matter To Investors
    Revenue Growth Metrics And KPIs That Matter To Investors

    If you sat down with an investor today, do you know what kind of metrics and KPIs they'd want to see for your SaaS or subscription-based business? Seeing things from their perspective might change what metrics you choose to track each month — or it might even change how you run your business.

  • Why Software Companies Need Client Advisory Board Meetings (Not Just End User Conferences)
    Why Software Companies Need Client Advisory Board Meetings (Not Just End User Conferences)

    The user conference is ubiquitous among SaaS providers, but comparatively few companies hold additional Customer/Client Advisory Board meetings. This, in my opinion, is a missed opportunity.

  • What The Most Successful ISVs Do Differently

    An ISV’s effort does not end when the client is onboarded. In fact, it’s what you do after the sale that can make all the difference in your churn rate, the amount of self-referral leads you receive, and the average length of time a newly boarded customer stays with you.

  • Seven Retail Trends To Watch In 2019

    Barring some unforeseen event, retailers have lots of reasons to feel positive as we head into the new year. The economy is good, consumer confidence is high and retail is stronger than might be expected, considering the often-repeated predictions of a retail apocalypse.

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SOFTWARE WHITE PAPERS

  • Insights From Investors: SaaS KPIs And Best Practices

    Traditional financial metrics and legacy ERP systems don’t provide adequate insights into the performance and growth of SaaS businesses. That’s because these metrics and systems were created for companies selling “one-time” products and simply don’t work for a recurring revenue business model. We understand — we’ve spent the last 10 years building our subscription management platform to help SaaS businesses better manage the recurring relationships with their subscribers and streamline the entire customer life cycle.

  • Layered Approach To License Compliance

    Strengthen your license compliance strategy. Software piracy remains a $43B challenge. Traditionally, software vendors have turned to four common approaches to piracy: licensing systems, software protection, internal compliance, and legal action. In this whitepaper, learn how compliance usage analytics can significantly strengthen your overall license compliance strategy, and how layering compliance analytics with your current techniques can add value to each of them, helping you transform surprisingly large numbers of pirates into paying customers.

  • Privacy, Piracy, And Product Usage: GDPR Readiness For Software Usage Analytics

    Tension exists between a person’s right to privacy and an organization’s right to collect personal information for the protection from fraud and improvement of their intellectual property. An organization can achieve balance by considering the laws and regulations in place within the jurisdictions where the organization’s products may be used.

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FEATURED SUPPLIERS

  • CompTIA
    CompTIA

    CompTIA is the voice of the world's information technology (IT) industry.

  • APG Cash Drawer, LLC
    APG Cash Drawer, LLC

    For more than 30 years, APG Cash Drawer has been designing and delivering cash drawers with a variety of size, color, interface, and integration options. An APG cash drawer will provide years of smooth, trouble free service with virtually no downtime, no service required, and no headaches. Our cash drawers are so well constructed and so reliable that our customers install them and forget them - even in the most demanding environments.

  • First American Payment Systems
    First American Payment Systems

    First American Payment Systems is the integrated payments expert for simple, customized payment solutions. We provide payment solutions ISV’s need - focusing on EMV, mobile, PCI Compliance, and Security. Our expertise spans across multiple verticals and business types. In addition, we have a hands-on technical integration team to support partners through the integration process and get it done as quickly as possible. With over 210,000 merchants and our award-winning customer service, First American is a leading payment technology provider.

  • RSPA
    RSPA
    RSPA stands for Retail Solutions Providers Association. We are the only association dedicated to the retail technology industry.  

     

  • Revulytics
    Revulytics

    Revulytics offers cloud-based software usage analytics and turnkey services that give software producers deep visibility into how their products are being used and misused, providing them with actionable intelligence to generate revenue by converting unlicensed users into paying customers, optimize product development, and make data-driven decisions across their business. Its compliance analytics solution and services are used by leading software vendors to increase license revenue and globally reduce software piracy.

  • SaaSOptics
    SaaSOptics

    SaaSOptics is a complete B2B subscription management platform that provides subscription and order management, GAAP revenue recognition, e-invoicing and payments, financial reporting and robust subscription metrics and analytics. SaaSOptics is a cloud-based solution that enables emerging and growth subscription businesses the ability to eliminate their dependency on spreadsheets and streamline their financial operations, reporting and performance metrics.

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SOFTWARE INDUSTRY INSIGHTS

  • Data Science And Embedded BI

    Senior Software Developer Dave Killough and VP of Product Development and Delivery Tom Gimpel of SofterWare about the data science behind their nonprofit fundraising platform, DonorPerfect. We find out what sorts of experiments they run, what insights they’ve uncovered, and how they use embedded BI to pass that value on to their clients.

  • Escaping Spreadsheet Hell

    We follow data whisperer Jen Stirrup through the circles (rectangles?) of spreadsheet hell, learning how companies find their way there and what they must to do escape. Protip: put an executive in the lead if you want to make it out at all.

  • The Scalable CEO

    We bring on three-time entrepreneur and Exago CEO Mike Brody to discuss management strategy with Les Trachtman, six-time CEO successor and author of "Don't F**k It Up: How Founders and Their Successors Can Avoid the Clichés That Inhibit Growth." Being good at founding software startups doesn’t necessarily make you good at scaling them, but some smart tactical decisions can help you make the transition.

  • The How And Why Of Ad Hoc BI

    Bryce Lee, Director of Product Management at Strategic Insurance Software (SIS or Sisware), and Marc Jorrens, Founder and Solutions Architect with Outbound Software, talk about why they chose to invest in embedded ad hoc business intelligence software and what impact that has had on their end users.

  • Pro Tips From Data Product Managers

    Kevin Smith of NextWave BI and Deanna Glinka of Quorum Software share tips and trade war stories from behind the front lines of data product management.

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ABOUT SOFTWARE BUSINESS GROWTH

SoftwareBusinessGrowth.com seeks to inform and advise the software community on the best opportunities for business success, where developing killer code simply isn’t enough. At SoftwareBusinessGrowth.com, software companies learn the management, sales, marketing, HR, operations, support, finance, customer success, product, and partner development strategies that will take their solutions out of the testing and into the hands of more users. Through a daily stream of news and exclusive insight served up by winners in the software community, our multimedia newsletter, webinar, event, and site content helps readers build value for their software businesses.