February 2018
Scaling your SaaS Business

Welcome to The Cirrostratus Group February newsletter.

This month I have included some great advice on how to scale your SaaS business from $0 to $50 million and the key stages along the way. A key takeaway is to make sure you recognize and take the right steps in each stage because what you focus on and how you spend money in each phase is very different and mistakes can be costly.

I have significant background in enterprise marketing software so I'm always interested in what's happening in that market and I've included a couple of recent Forrester Wave reports on that topic.

I'm always interested in hearing about your experiences with delivering cloud applications.

Paul Ressler
The Cirrostratus Group  

Growing from $0 to $50 Million
I did not have the opportunity to attend SaaStr in early February but I did get a chance to review some of the material that was presented. SaaStr is an annual conference for the SaaS business and was in San Francisco this year. The website has a lot of good information available including SaaStr Academy.

One of the presentations that caught my eye was by David Skok who put together an excellent set of slides on the steps you need to go through to get your startup software company from $0 to $50 million. Reviewing the slides is worthwhile and I especially like the point he made about a common scaling mistake is founders remaining in burn avoidance mode. Once you have product/market fit and a scalable growth process it's time to make investments which of course means spending money to grow.

Enterprise Marketing Software
Forrester just released two Wave reports on enterprise marketing software. The first is the Enterprise Marketing Software Suites and the other is Cross Channel Campaign Management. There is some vendor overlap between the two reports and Adobe and Salesforce came out as leaders in both reports. Although enterprise marketing software is a relatively mature market there are still innovations happening especially in providing the entire suite of software.

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