Sam Hames

Currently: “Content.”

How to negotiate the Long, Slow, SaaS Ramp of Death | Gail Goodman, Constant Contact | BoS 2012

https://businessofsoftware.org/2013/02/gail-goodman-constant-contact-how-to-negotiate-the-long-slow-saas-ramp-of-death/

A short case study in Saas economics. SaaS can be a grind in between establishing product market fit and actually being a meaningful business.

Key points:

  • it's more like a flywheel than a hockey stick, continuous incremental improvement (shades of "Good to Great"?)
  • lifetime customer value and customer acquisition costs are central numbers in understanding a SaaS business.

Choice quote:

  • "... eventually you’ve got to get to enough scale to pay people."

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