SaaS “Industry-Centric” Business Models: Horizontal vs Vertical
By Eric Mersch
“Industry-Centric” SaaS business models offer an alternative SaaS company categorization to the “Customer-Centric” SaaS model, which is defined based on the “go-to-market” strategy used by a management team. Both the Customer-Centric and Industry-Centric classifications provide valuable frameworks for evaluating SaaS companies. The successful SaaS CFO must understand both frameworks to…Read More
Read MoreDefining “Excellence” for the SaaS CFO
By Eric Mersch
My 20+ years as a SaaS CFO has refined my perspective about what defines “excellence” when it comes to performance in the C-suite. I believe a great CFO needs to embody three key traits: Leadership A strategic mindset Diverse business and financial experience IMHO, these are the table stakes for…Read More
Read MoreEvaluating the ROI of Inbound Marketing Strategies for SaaS Companies
By Eric Mersch
SaaS companies that provide software services at low price points need to use low unit cost Inbound Marketing strategies because unit profit is so low. This dynamic is also common among Business-to-Consumer companies that offer low-cost apps with inbound marketing tactics to generate maximum awareness, adoption, and conversion among users….Read More
Read MoreThe Unit Economics of an Inside Sales Strategy at a SaaS Company
By Eric Mersch
The typical Small and Mid-Market SaaS company will use a portfolio of sales strategies designed to fit the average Annual Contract Value (ACV) of the sale. The most common strategies are Direct Sales, Inside Sales, eCommerce Marketplaces, and Partnerships. Some SMM companies may use all four depending upon their business…Read More
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