Most earlier stage companies do not think "Ecosystem First" because founders and early-stage leaders do not have a channel or partnership experience base. Early-stage leaders typically come from engineering, finance, marketing, or direct sales backgrounds. Thus the concept of alternative revenue streams, ecosystems and how to build and support them are foreign ideas.    Where can a company get this expertise? Partner teams are an expensive investment, right?!? Maybe but it doesn't have to be. Fractional leadership in other disciplines (CMO, CFO, Sales) is a proven way to cost-effectively bring experienced leadership to the table for early-stage companies without breaking the bank.  If you are an early-stage company and you are looking to bring experience on your team, then a fractional leader might be just the ticket.  If you are a later stage company and you are investing in partnerships (or trying to fix a failed attempt), then a walk before you run approach is a grea

  Okay, we have to admit that A.T.A.A.R. doesn't quite flow off the tongue quite like A.B.C. (Always Be Closing) in Glengarry Glen Ross!   But "coffee is for leaders who embrace Alternative Revenue Streams!" If you are a founder, company leader or early-stage CRO, the allure of the direct sales approach is very strong.  We know there is an eagerness to jump into the market and sell products directly. It's what you are taught. But it is not the only way to go to market.  So much time is spent in planning the direct approach to clients that often times low hanging fruit, or even easier ways to go-to-market are not considered. Quite frankly this is leaving money on the table and inhibiting early development.   Yes, it takes effort and know-how but if you want to give your company a fighting chance for success you need to be looking at all angles to grow your business, so we are huge advocates of the ATAAR approach to market development.  It is important from Day One to h

  If you've ever talked to us you'll know that we fundamentally believe the original SaaS model is broken.   Broken? Yes, broken.  The very model that just about every SaaS company starts out with.  The current SaaS playbook essentially starts off with a “direct everything” model. Direct marketing, SDR outreach, selling, customer success. It’s the “we can do everything ourselves” model. This model has worked to some degree or another for many companies. But over time the industry has become extremely crowded. SaaS software is eating the world, but it is also choking on itself in the process, especially in the B2B SaaS world.  It’s time for a paradigm shift. Time to flip the model on its head. It is time for SaaS companies to look beyond their four walls to serve the needs of their target clients.  We talk about this every day with clients and prospects and guess what? most people agree once we explain.  We are going to tackle this issue head-on, we'll be talking to a lot of