The Best of Dave Kellogg
10 most popular Dave Kellogg articles, as voted by our community.
EIR at Balderton Capital, principal at Dave Kellogg Consulting, and author of Kellblog. See FAQ for disclaimers. RT != endorsement.
Dave Kellogg on Saas
How to Simplify Your Marketing Funnel: Seeing the Unit Cost Forest for the Conversion Rates Trees
Let’s say you’re a CEO. You don’t come from a marketing background. At every quarterly business review (QBR) and board meeting, your marketing head presents a chart like this: What happens next? More…
PLG Resources and Wrap-Up
I put blog ideas into a to-write folder which contains more than 300 files full of brain dumps, outlines, and rants, all in various forms of disrepair. It’s my process. In that folder, there are 21…
Dave Kellogg on Sales
How to Present an Operating Plan to your Board
I’ve been CEO of two startups and on the board of about ten. That means I’ve presented a lot of operating plans to boards. It also means I’ve had a lot of operating plans presented to me. Frankly,…
What Do “Pipeline Coverage” and “Forecast” Mean When Your Sales Cycle is 30 Days?
I grew up in enterprise. I have already written a post on the tricky problem of mapping one’s mindset from enterprise to velocity SaaS, meaning smaller deals, shorter contract durations (e.g., month…
Dave Kellogg on Venture Capital
My Thoughts on the SVB Meltdown
Looks like I picked the wrong week to be off-grid in Argentina. When I came back on-grid last night, I quickly discovered that the world, or more precisely, my Silicon Valley business world, had…
Popular
These are some all-time favorites with Refind users.
Ten Questions Founder CEOs Should Always Be Able to Answer About Their Startups
I’m working with more early-stage companies these days (e.g., pre-seed, seed, seed-plus [1]) and one of the things I’ve noticed is that many founders cannot clearly, succinctly, and confidently answer…
A Missive to Marketing: Impose Simplicity
Markets are complex. Customers are complex. Products are complex, sometimes very. Heck, the world is complex. What’s a marketer to do? Great marketing is about making things simple. We do tha…
Are You Counting Payments as Renewals?
Enterprise SaaS has drifted to a model where many, if not most, companies do multi-year contracts on annual payment terms. How did we get here? Most enterprise SaaS products are high-consideration…
Book Review of Good Strategy, Bad Strategy by Richard Rumelt
Good Strategy, Bad Strategy by UCLA Anderson professor Richard Rumelt is by far my favorite book on strategy. In this post I’ll explain why I love this book, provide an overview of Rumelt…
Kellblog Predictions for 2023
Complete version, see note [1] for details. Yikes, I’m a few weeks later than usual and now slipping into February, so let’s jump right into our ninth annual predictions post before it’s too late to…
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