Authority · 245 articles in the corpus
Dave Kellogg
Articles
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- Leaders as Norm Setters: Establishing Organizational Standards Through Clear Expectations
- Building Direct Relationships Between CEOs and Team Members Through Workplace Visibility
- Seven Books Not To Give the Boss for Christmas: A Humorous Guide to Workplace Gift Etiquette
- Host Analytics Acquisition by Vector Capital: Growth Strategy and Market Opportunity
- Lost and Founder: Lessons from a Successful Mid-Market Startup
- How To Present a Quarterly Sales Forecast to Your SaaS Company Board
- Win Themes: A Sales Management Framework to Improve Win Rates
- The Big Mistake You Might Be Making In Calculating Churn: Failing to Annualize Multi-Year ATR Churn Rates
- Managing Low-Probability Sales Deals Through Specialized Leadership
- Important Subtleties in Calculating Quarterly, Annual, and ATR-based Churn Rates
- The Two Archetypal Marketing Messages: Category Value vs. Product Differentiation
- The Domo S-1: Does the Emperor Have Clothes?
- The Two Engines of SaaS: QCRs and DEVs
- Talking Competition: Methinks Thou Doth Protest Too Much
- Understanding Billings vs. Revenue: SaaS Financial Metrics Explained
- Understanding SaaS Growth Efficiency: Net New ARR and the Leaky Bucket Model
- Aligning Board and CEO Expectations: The Critical 'What Does Success Look Like?' Conversation
- 10 Non-Obvious Things About Scaling SaaS
- Win Rates, Close Rates and Milestone vs. Cohort Analysis
- Stop Putting the Template Ahead of the Story: A Marketing Narrative Strategy
- Probabilistic Sales Forecasting: Training VPs of Sales to Think Statistically
- Do You Want to be Judged on Intentions or Results?
- The Dogshit Bar: A Memorable Market Research Concept
- Marketing Evolution in the SaaS Era: From Leads to Customer Lifetime Value
- Enterprise SaaS Churn Rate Calculation: A Comprehensive Framework