Pricing a SaaS product is one of the most consequential decisions a go-to-market team will make, and most companies get it wrong by treating it as a one-time exercise rather than an ongoing commercial discipline. The right SaaS pricing strategy aligns what you charge with the value customers actually receive, the segment you are targeting,…
A great CMO is commercially grounded, credible across the business, and capable of connecting marketing activity to outcomes that matter to the board. They understand brand and performance, short-term pressure and long-term growth, and they know how to hold both without losing their nerve on either. That sounds straightforward. It rarely is in practice. The…
AI agents for B2B SaaS are software systems that can plan, reason, and execute multi-step tasks autonomously, without a human prompting each action. Unlike a chatbot that answers a question, an agent can research a prospect, draft a personalised outreach sequence, update your CRM, and flag anomalies in your pipeline data, all in sequence, without…
The CMO is responsible for the overall marketing strategy of a company, from brand positioning and demand generation to product marketing, customer retention, and increasingly, revenue accountability. On paper, it is one of the most clearly defined C-suite roles. In practice, it is one of the most misunderstood. What the CMO actually does varies more…
Competitive strategy in sales is rarely just about the companies you know you’re competing against. The deals you lose, the stalls you can’t explain, and the prospects who go quiet often trace back to three distinct competitive forces: external competitors, internal inertia, and phantom competition. Understanding all three, and building your sales process around them,…
CMO salaries at the top end of the market range from around $300,000 to well over $1 million in total compensation, depending on industry, company size, and how much of the package sits in equity and bonuses. Base salary alone rarely tells the full story. But the more interesting question is not what CMOs earn….
The Anaplan acquisition by Thoma Bravo in 2022 for approximately $10.7 billion was one of the largest private equity plays in enterprise software that year. What it signals for go-to-market planning is less about the deal mechanics and more about where serious money thinks connected planning is heading, and what that means for how marketing…
Switching from CMO to CGO means taking on a broader commercial mandate, typically owning revenue growth across marketing, sales, product, and sometimes customer success. For some senior marketers, it is a genuine career evolution. For others, it is a rebranding exercise that adds accountability without adding authority. Whether the switch makes sense depends almost entirely…
A customer success benchmark tells you where your retention, expansion, and satisfaction metrics stand relative to industry norms. The problem is that most companies use benchmarks to feel good about mediocre performance rather than to diagnose what is actually broken in the customer relationship. If your net revenue retention sits at 105% and the benchmark…
The Solo Stove CMO story is one of the more instructive case studies in recent marketing history, not because it involves a celebrity campaign gone wrong, but because of what the fallout revealed about how brand decisions get made and who carries the consequences. When Solo Stove fired its CMO in late 2023 after a…
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