B2B SaaS demand generation is tough. Sales teams rely upon marketing to provide leads for over half of their opportunities. Unless you are lucky enough to have an award-winning solution that sells itself like the mythical product-led growth companies (Slack, Dropbox, and Expensify), you have to grind it out like…

SaaS CMO & CRO Tenures

The battles between marketing and sales executives in software companies are legendary. “I need more leads!” and “Why don’t you close the leads you have” echo in boardrooms across the land. And it’s not just leads. Sales and marketing executives frequently disagree on a range of topics from CRM data…

Rubber meets the road
Nick Ruffini

Product managers need frequent, reliable interactions with prospects and customers. This helps validate market problems, user stories, messaging, and price points. Sales Development Representatives (SDRs) interact with hundreds of potential prospects and customers every week. Product managers should develop a detailed understanding of how SDRs work and what motivates them.

Putting Compensation in Perspective

Software Equity Group
Software Equity Group

The Software Equity Group (SEG) regularly publishes quantitative research on the software and SaaS market M&A activity. It is always great information and clearly shows the trends in the industry. While information providers like PitchBook and dealroom offer comprehensive data and analysis, they are paid services that cost thousands of…

product management report card

October marks the start of the fourth quarter. In most software companies the process for developing their annual business plan comes to a head at this time. Past performance is assessed, research is conducted, and goals, strategies, and tactics for the new calendar year are developed. Product management should be…

TALC 2021
Adoption Patterns over Time: A Replication,

Marc Andreessen, the co-founder of Netscape and half of the famous venture capital firm Andreessen-Horowtiz said in 2003 “Any new technology tends to go through a 25-year adoption cycle” Last year Quibi, which delivered in 10-minute episodes called “quick bites ”launched in March and shut down in October. Quibi raised…

Product Management Memes

I belong to a Facebook Group called Product Management Memes. It has over 3,500 members and is simply a meme stash for product managers, marketers, and corporate life. People post amusing stuff every day. …


As Bill Gates once said, “It is fine to celebrate success, but it is more important to heed the lessons of failure.” There are lots of inspiring stories of success in the tech industry. There are also a lot of lessons that product managers can learn from failures as well…

CB Insights

CB Insights’ tools, analysts, and research provide great insights into the world of technology investing. They recently published Insights State Of Venture Q3 2021, a 246-page analysis of what is going on in the global technology investing and M&A world. You can download the entire report for free here. Not…

John Mecke

John has over 25 years of experience in leading product management and corporate development organizations for enterprise firms.

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