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What Every Start-Up Ought to Know About Selling to Corporates
Posted on December 22, 2013 Leave a Comment
Many start-ups dream of securing that first really big corporate customer, that market defining account that will prove their business model, increase their credibility and unlock the door to future sales. I have had the privilege of working on both sides of the table – for big businesses, at KPMG and Orange and for start-ups, […]
11 Crucial Tactics for SaaS Pricing
Posted on November 14, 2013 3 Comments
Over the past few weeks the subject of pricing has come up at two businesses I am advising. Both are building enterprise focused Software as a Service (SaaS) businesses, though in very different sectors. Getting SaaS pricing right is not easy. 1. Price on value, not costs Be completely focused on the value you deliver […]
