We’ve been busy over on the SaaSX.com blog covering operations and marketing in February. Here are a few highlights!
I focused two of my articles last month on the subject of contracts and compliance managers. This is a really important topic for SaaS companies, and one that often gets overlooked – even by us! We hadn’t talked much about this on the SaaSX blog and so I decided to dive into the importance of hiring the right person to fill this role.
My first article of February asks a question with a (hopefully) simple answer. Does your SaaS company need a contracts and compliance manager? The answer is almost always yes, and in this first article, I explain just why that is.
“No matter what scale you are, if you are selling a SaaS product to the enterprise, you should hire a contracts & compliance manager as soon as you can. This role can accelerate your sales cycle, and help you meet the demands of the enterprise buyer.”
After we discussed what the role of a contracts and compliance manager is and established the importance of having one, I decided to share a follow-up article with some tips on how to hire the right one for your SaaS business. In this article I explain what makes a good contracts and compliance manager, how to interview one and even share a couple interview questions to get you started!
“Once you have done a few contract reviews together and are confident that they are catching everything that needs to be caught and are doing redlines well, you can start to review their work in a different manner. They will surface issues to you to decide on, they will make recommendations proactively on how to navigate through certain terms or negotiations. They will get themselves into the driver’s seat pretty quickly.”
Justin launched a great series on SaaS marketing tactics last month that is awesome. In part one, he explains the concept of marketing data pipes and the importance of controlling what flows through them. He also dives into SaaS marketing attribution fidelity, what it is, how to track it, and shares a downloadable SaaS Marketing Attribution Planner to help you on your way.
“In order to have valuable, historical attribution analysis and reporting, you need consistent, high-fidelity data. What does that mean? It means you can’t have attribution values change names or structures over time.”
Part two of the SaaS marketing tactics series focuses on content marketing asset tracking and breaks down the types of content marketing assets, the asset tracking axes and includes a downloadable Content Marketing Asset Tracker. Both pieces of this series are short, sweet and highly educational.
“One thing is for sure, even a nascent startup SaaS will create hundreds of assets per year. And, planning, tracking, and managing those assets is a bear. Do it well and your content marketing thrives. Do it poorly and you’ll lose control in a heartbeat.”
Justin’s last article of the month takes a long look at SaaS product feature release go-to-market (GTM) implications, churn and feature release GTM failures, and release GTM common sense. Similar to the two articles mentioned above, this one includes a downloadable SaaS Feature Release Go-to-Market Template, providing you with a good starting place for a hierarchical, chronological, and organized approach to high-impact, successful feature releases.
“I’ve found a lot of failures in SaaS companies start with missing documentation. That’s not because over-processing is a good thing — it’s not. It’s because the act of writing and having a GTM doc helps you think through touchpoints, impacts, relationships, dependencies, and opportunities.”
We closed out February with a guest article from Biso Collective’s Dave Gray. In this article, Dave reflects on the question “can software companies really be enduring?”, and shares some very unique perspectives on what it really means to build an “enduring” company. Dave believes that building an enduring business is a viable alternative to the typical strategic buyer or private equity exit, and explains why this non-traditional “third option” can provide a lucrative outcome the owner can be proud of.
“To me, building an “enduring” business is about truly keeping the next 15 or 20 years in mind. Of course, this doesn’t mean you can ignore the next 1 or 2 years — it’s a balance. However, we’d probably all benefit from not focusing so much on the next quarter.”
We hope you will join us over on the SaaSX blog where we write about lots of stuff just like this! Plus we’ve got podcasts, calculators, scorecards and ebooks, so hope on over there.