Scaling Point Blog
Which of the 3 category games are you playing in your SaaS business?
Every buyer categorizes everything they buy, including your product or service. Every company is playing one of only three category games. The first rule of the game is to know which game you are playing, but most startups and growth companies are not clear about...
The SaaS sectors startup investors like the best in late 2020
Overall software tech is booming, especially for the biggest tech companies. In the "almost" post-COVID world, there are winners and losers in early-stage software sectors that full -time early-stage investors follow. Last week I asked 10 full-time angel-group leaders...
How is Marketing Different than Sales?
A salesperson selling face to face can find a customer problem and then select one of their many solutions to solve that problem. That's how sales works: "We can fix your specific problem from our menu of solutions." That's not how marketing works. Marketing doesn't...
The top 10 “growth drugs” misused by ambitious software companies
When you have a growing business and you are pushing hard, you look for every advantage, shortcut, and resource that can help you keep growing. Grow or die! Some revenue-accelerating tactics create immediate results and can be repeated at will. Unfortunately, many of...
Founders are Chief Believer Officers
When you start a company, you do every job in the business. As you add employees, you stop doing a few things yourself and hire others to do them. For companies that grow big enough, your team members eventually do all of the day-to-day functions of the business. What...
Find the Right Funding
When savvy founders with real businesses ask me if they should raise money from investors, my first response is always the same: “Don’t raise money right now. Wait a little longer and gut it out.” I know they desperately need additional cash to fuel product...
Keep moving forward
Last year I met with over 300 founders and CEOs, worked deeply inside 30 businesses all over the U.S., and spoke to thousands of people at conferences and events. Despite that, my own business wasn’t a cakewalk and many things didn’t work out the way I had planned. My...
How I became Greg Head from Egghead
In 1987, I returned to the Chicago area with a newly minted liberal arts degree in economics, with honors, from the University of Iowa. I had no clue how I was going to enter the adult world and get a real job. During a few interviews, I felt totally uncomfortable and...
Startups should be called “experiments”
My 23-year-old son Ethan is the co-founder of a software startup that has taken him from San Jose, California to Manila, Philippines to New York City. He put his electrical engineering degree on the shelf to start his company, called Groundwork, almost a year ago....
Why Chick-fil-A doesn’t sell hamburgers
Chick-fil-A is now the 3rd largest fast-food restaurant chain in the country, behind McDonald's and Starbucks. They just sell chicken sandwiches. $13 billion of them a year. Chick-fil-A doesn’t sell hamburgers. Their average revenue per restaurant is more than 50%...
The marketing strategy story of how Infusionsoft grew from $15M to $100M revenues in 5 years [PDF EBOOK]
From early 2011 to the end of 2015, I was the chief marketing officer of Infusionsoft (now called Keap) where I led the marketing group. I was part of an amazing team that helped grow this amazing startup into a world-changing software company. During this time we...
What VC investors mean when they say, “We invest in people”
Experienced venture capital investors have been telling us for years how they “invest in big markets and founding teams.” Markets and People. First, there needs to be a new market category that can grow big enough to support a couple market-leading companies that will...