The Curious Engineer

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Kellblog

kellblog.com

Dave Kellogg on starting, leading, and scaling enterprise software startups: strategy, financing, go-to-market, sales, marketing, and metrics

Engineering management / careersTech news / industry

’10’15’20’25
Posts
792 from 8 Apr 2006 to 13 Oct 2026
Posting
monthly (22 in the last year)
Kind
personal blog
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https://www.kellblog.com/rss/

2026 22

  1. Appearance on the Founder Brand Podcast with Finn Thormeier
  2. Please Don’t Scare the Children: Thoughts on a Delicate Reason to Split Off the New Business Team
  3. Terminators, Dogs, and Skills
  4. The Only Sensible Policy for Commenting on Rumors
  5. The Market Segment Analysis Chart
  6. The One Thing That Everyone May Be Too Busy to Worry About: Winning
  7. Why I Believe in Categories, Just Not Category Design
  8. Introducing Kellblog Subscriptions
  9. Board Meetings: Your Notetaker Is Not Welcome Here
  10. Please Don't Smooth the Metrics
  11. The Kellblog Companion and Thoughts on Derivative Works
  12. What Mr. Jambo and Levi's Can Teach Us About Listening to Customers
  13. Book Review: The Curious Case of Mike Lynch by Katie Prescott
  14. Why I'm Joining the Board of Dreamdata
  15. The Metrics Brothers Hiatus
  16. A Diamond in the Rough: Startup Founder Survival Guide by David Politis
  17. The Board Deck Is the Living Board Meeting Agenda
  18. The Brute-Force Era of AI (and What Comes After)
  19. The Re-emergence of Product Line Marketing
  20. Be the CMO Everyone Wants to Work With
  21. The Silicon Valley Canon, Circa 1998: A Stroll Down Software Memory Lane
  22. Kellblog Predictions for 2026

2025 4

  1. Slides from Balderton Webinar on Aligning Product and GTM Using Customer Value Metrics
  2. Your ICP Starts as an Aspiration and Becomes a Regression
  3. Aligning Product and Go-To-Market with Metrics
  4. Your Competitive Analyst Should Not Be Named Harvey Balls

2024 26

  1. Five Success Principles For Startup Founders
  2. The Proper Role of the Board Observer
  3. A Simple Rule For When To Consider Selling Your Startup
  4. A Box of Rain Will Ease the Pain
  5. Design Your Organization for the Conflicts You Want to Hear About
  6. Slides from SaaS Metrics Palooza 2024: The Impact of AI on SaaS Metrics
  7. Marketing Lessons from the Grateful Dead by Scott and Halligan: A Belated Book Review
  8. Talking About the Numbers vs. Talking About the Business
  9. The "Idea Bake Sale" and Why It's a Bad Idea to Have One
  10. Why Great Marketers Look at Pipeline Coverage, Not Just Pipeline Generation
  11. Hump? What Hump? Why You Should Listen When Someone Says You’re Doing It Wrong.
  12. We Are Not The Same: The Obligatory Post on "Founder Mode"
  13. You've Been Asked To Be a Startup Advisor: Now What?
  14. The Four Key Questions About Every Angel Investment Opportunity
  15. Slides from a Balderton Launched Go-To-Market Workshop
  16. Go-To-Market Troubleshooting: Let’s Take It From The Top
  17. Target Pipeline Coverage is Not the Inverse of Win Rate
  18. The Two Big Choices Enterprise Software Companies Make in Opening Japan
  19. Strategy as a Series of Beliefs
  20. You're an Operator and Maybe Don't Even Know It
  21. The Impact of AI on Go-To-Market: Slides from my Balderton Event
  22. Slides from Balderton Webinar on Entering New Markets, The Key to Efficient Growth
  23. Join Me for a Chat with Nick Mehta: How To Prevent Your Customer Success Team from Getting the Axe
  24. Analyzing Core Messaging in the 2024 Election
  25. Demystifying the Growth-Adjusted Enterprise Value to Revenue Multiple, and Introducing the ERG Ratio.
  26. Kellblog Predictions for 2024

2023 24

  1. The Top 7 Marketing Metrics for a QBR or Board Meeting
  2. Lessons from Playing with a Simple Quota Attainment Model
  3. The Oft-Maligned Operating Partner and the Use of Tension Questions in Market Research
  4. Some Marketers Use Data to End Conversations; Others Use Data to Start Them
  5. Slides from Five Ways to Get Product and Marketing Working Together
  6. Four Lessons From the Carta Communications Train Wreck
  7. Slides from SaaStock: What Founders Need to Know About Product Marketing
  8. Slides from SaaS Metrics Palooza 2023: How To Present SaaS Metrics Like a Pro
  9. The Keys to Nailing and Scaling Go-To-Market: Slides from my 10X CEO Accelerate Presentation
  10. Slides From SaaStr 2023 Presentation: The Strategic Use and Abuse of SaaS Metrics
  11. What Do "Pipeline Coverage" and "Forecast" Mean When Your Sales Cycle is 30 Days?
  12. Video of the Balderton SaaS Metrics That Matter Webinar
  13. Slides from my Radia Accelerator Presentation: SaaS Metrics 101
  14. My Appearance on the Exit 5 Podcast: Traits of a High-Performing CMO
  15. Register for Balderton SaaS Metrics That Matter Webinar on June 28, 2023
  16. Slides from the Balderton Version of Metrics That Matter in 2023
  17. Slides and Video From SaaStr Workshop Wednesdays: The 7 Things Founders Should Know About Sales.
  18. How to Simplify Your Marketing Funnel: Seeing the Unit Cost Forest for the Conversion Rates Trees
  19. Don't Hide Behind Ending ARR
  20. The Key to Making Market Research Actionable
  21. Slides from the Balderton Founder's Guide to B2B Sales Webinar
  22. Appearance on the AI and the Future of Work Podcast
  23. Slides and Video Link for Emerging Stronger from the Downturn Webinar
  24. Fighting Envelopment Strategies: What To Do When A Larger Company Tries to Absorb Your Category

2022 12

  1. How to Fix a Broken Go-To-Market Motion Using a Steady-State Funnel
  2. Key Takeaways from the 2022 KeyBanc SaaS Metrics Survey
  3. Slides from a CFO Summit on Leading and Lagging Indicators
  4. The Mental Mapping from Annual to Monthly and Usage-Based SaaS Metrics
  5. Lazy NRR is Not NRR. Accept No Imitations or Subtitutes.
  6. The Decomposition of Marketing
  7. Everything You Need to Know About the CRO and CMO Working Relationship: In One Story
  8. The Qualified Sales Leader: A Must-Read Book for Product-Oriented Founders
  9. The Pipeline Progression Chart: Why I Like It Better Than Just Tracking Rolling Four-Quarter Pipeline
  10. Understanding SaaS Marketing as an Investor -- Appearance on The Novice Investor podcast
  11. The Sales/Marketing Expense Ratio
  12. Why Execution Matters

2021 10

  1. Are We Growing Fast Enough?
  2. Slides from my SaaStr 2021 Presentation: A CEO's Guide to Marketing
  3. The Triangle of Director Protections: D&O Insurance, Indemnification Agreements, and Charter Provisions
  4. Structuring the Organization and Duties of Product Marketing and Competitive Analysis
  5. Appearance on the Metrics That Measure Up Podcast
  6. Using This/Next/All-Quarter Analysis To Understand Your Pipeline
  7. What is a Minimum Viable Product, Anyway? My Favorite MVP Analogy.
  8. My Two Appearances on the SaaShimi Podcast: Comprehensive SaaS Metrics Overview and Differences between PE and VC
  9. Kellblog 2021 Predictions
  10. The Holy Grail of the Repeatable Sales Process: Is Repeatability Enough?

2020 14

  1. The Key to Branding Success: Staying in Character
  2. SaaStr 2020 Session Preview: Churn is Dead, Long Live Net Dollar Retention!
  3. Are We Due for a SaaSacre?
  4. Branded Features: Resist the Temptation
  5. Congratulations, You've Created a Category. Now What?
  6. Will Your CEO Search Produce the Best Candidate or the Least Objectionable?
  7. On the Perils of Taking Advice from Successful Business People
  8. Marketing Exists to Make Sales Easier
  9. The Zero-Sum Fallacy: ARR vs. Services
  10. A Missive to Marketing: Impose Simplicity
  11. Does Enterprise SaaS Need a Same-Store Sales Metric?
  12. Ten Questions Founder CEOs Should Always Be Able to Answer About Their Startups
  13. Why Every Startup Needs an Inverted Demand Generation Funnel, Part III
  14. The Evolution of Software Marketing: Hey Marketing, Go Get This!

2019 24

  1. Why Every Startup Needs an Inverted Demand Generation Funnel, Part II
  2. Why Every Startup Needs an Inverted Demand Generation Funnel, Part I
  3. Should SDRs Report to Sales or Marketing?
  4. A Historical Perspective on Why SAL and SQL Appear to be Defined Backwards
  5. Number 7 on the All-Time Top SaaStr Podcasts: On the Importance of LTV/CAC
  6. The Most Important Chart for Managing the Pipeline: The Opportunity Histogram
  7. I’ve Got a Crazy Idea: How About We Focus on Next-Quarter’s Pipeline?
  8. If Rebranding’s the Answer, What was the Question?
  9. Avoiding the Ten-Year Stock Option Trap (and Other Stock-Option Considerations)
  10. Good CEO Habits: Proactively Update Your Board at the End of Every Quarter
  11. Ten Ways to Get the Most out of Conferences
  12. Appearance on the Twenty Minute VC: Financing Thoughts, The Private Equity Sales Process, and More
  13. Communications Lessons from Mayor Pete
  14. The Rule of 40 -- Down, But Not Out!
  15. What's the "Cause of Death" in Your Churn Reporting?
  16. My Final Verdict on Multi-Year, Prepaid Deals
  17. Reacting to Feedback as CEO
  18. Is Another SaaSacre In The Offing?
  19. The Two Dimensions of Startup Performance
  20. Are You Counting Payments as Renewals?
  21. Let's Take the Cult out of Silicon Valley Culture
  22. Price Qualification: The Tiffany Way
  23. An Update on the SaaS Rule of 40
  24. Not in My Kitchen, You Don't: Leaders as Norm Setters

2018 11

  1. Seven Books Not To Give the Boss for Christmas*
  2. How To Present a Quarterly Sales Forecast to Your SaaS Company Board
  3. The Three Types of Customer Success Manager
  4. The Big Mistake You Might Be Making In Calculating Churn: Failing to Annualize Multi-Year ATR Churn Rates
  5. Important Subtleties in Calculating Quarterly, Annual, and ATR-based Churn Rates
  6. The Two Archetypal Marketing Messages: "Bags Fly Free" and "Soup is Good Food."
  7. The Domo S-1: Does the Emperor Have Clothes?
  8. The Two Engines of SaaS: QCRs and DEVs
  9. Talking Competition: Methinks Thou Doth Protest Too Much.
  10. My SaaStr Talk Abstract: 10 Non-Obvious Things About Scaling SaaS
  11. Kellblog Predictions for 2018

2017 5

  1. Win Rates, Close Rates and Milestone vs. Cohort Analysis
  2. Just Effing Demo
  3. Dear Marketing: Stop Putting the Template Ahead of the Story
  4. The Role of Professional Services in a SaaS Business
  5. The Dogshit Bar: A Memorable Market Research Concept

2016 2

  1. On Hiring: Promote Stars, Not Strangers
  2. Lead Nurturing, Fast and Slow

2015 2

  1. Kellblog Predictions for 2016
  2. What Marketing Costs Should be Included in CAC Calculations?

2014 2

  1. You Can't Analyze Churn by Analyzing Churn
  2. Ten Things Never To Do at a Business Dinner

2013 1

  1. The Customer Acquisition Cost (CAC) Ratio: Another Subtle SaaS Metric

2010 2

  1. Beware the Spectacular B-Round Valuation
  2. How To Make a Great Corporate Blog

2009 1

  1. Notes from Tom Siebel's Speech to the Alliance of Chief Executives

2008 1

  1. The Entrepreneur Age Myth

2007 1

  1. The Web 2.0 Opportunity for Publishers

2006 1

  1. Ingres: Can You Ever Go Back?

Undated 627

  1. Should marketers say business outcomes
  2. Messaging lessons from the 2024 election
  3. Why your cfo should be the testimonial on your debt providers homepage
  4. Why im joining the board of techwolf
  5. Board level questions on the marketing budget
  6. Dont run your own race run the race plan that wins
  7. The ten most read kellblog posts in 2024
  8. The paradox of saying its time to sell the company
  9. Kellblog predictions for 2025
  10. Six tips on presenting to the board of directors
  11. Great marketing machines are like costco
  12. The four sources of pipeline and the balance across them
  13. Why the rule of 40 is becoming the rule of 60 and what you can do about it
  14. The odd little book all founders should read the magic box paradigm
  15. The worst advice ever for job interviews
  16. How to manage your first sales vp at a startup
  17. These people arent gods how european founders can stop making the 1 mistake in us recruiting
  18. Do you want to judged on intentions or results
  19. Appearance on run the numbers podcast a startup ceos guide to board meetings
  20. The era of haves and have nots
  21. You cant eat pipegen
  22. Think of demandgen like any another sales support resource
  23. How to calculate cost per opportunity
  24. Transitioning from founder led sales the more schmedleys problem
  25. Change management and selling hope along the way
  26. Three ways to get fired as ceo
  27. New startup ceos and the three doors
  28. A ten point sales management framework for enterprise saas startups
  29. The ceo job description in reductionist form
  30. A ceos high level guide to gtm troubleshooting
  31. Career advice simplifiers go far complexifiers get stuck
  32. If marc benioff carried a rabbits foot would you
  33. Six principles to optimize your results and your career presentation slides
  34. How to lead a strategic board discussion
  35. How to present an operating plan to your board
  36. All models are wrong some are useful
  37. Who to hire as the first salesperson in your startup
  38. The first rule of messaging when in doubt be clear
  39. Navigating the mythical sea of sameness
  40. From whence will come tomorrows sellers
  41. The startup boards hippocratic oath
  42. How to navigate the pipeline crisis
  43. Your buyer has an i want song does your messaging
  44. The ten most read kellblog posts in 2025
  45. Why im not worried about running out of work in the age of ai
  46. On the socially acceptable use of ai in business
  47. Audio from my exit five cmo leadership retreat presentation
  48. France without johnny
  49. Whats a column oriented dbms 2
  50. Honey i shrunk the company convera sells retrievalware to fast
  51. Valleywags hype cycle
  52. The 2007 web trend map version 2 0
  53. Rethinking crossing the chasm
  54. Parsing the unparseable miss teen south carolinas answer
  55. Linkedin growing faster than facebook
  56. Research 2 0 software trends update
  57. Your web search history worth a look
  58. Microsoft bids 1 2b for fast search and transfer
  59. Emc acquires document sciences for 85m
  60. Tufte on the iphone
  61. Tim oreilly on free
  62. Another burned unveiler the uks ogc
  63. Coverage of cmo club panel session
  64. The convera transition 1q09 results updated
  65. Startup zeitgeist
  66. Bubblenomics the financial mess from an investor perspective
  67. How big is big oracles largest data warehouses
  68. Intrade prediction markets
  69. The valley and the bust
  70. Elfyourselfs 7261 word terms of service
  71. Should we rename the 401k the 201k
  72. Checkout google flu trends
  73. Two peoples separated by a common language
  74. 30 year low in ipos suggests pent up demand
  75. Marketers beware even dilbert says everything is a platform
  76. Fbi issues code breaking challenge
  77. 2008 the year internet surpassed newspapers
  78. Correlations between grateful dead fan concert and online behavior
  79. Venture capital confidence at record low
  80. Oracles become computer associates ca 2
  81. Welcome uptick in venture capitalist confidence
  82. Opentable has been chosen a successful ipo
  83. My favorite wolfram alpha query
  84. Entrepreneurship not just for 20 somethings
  85. Kedrosky vc will be cut in half
  86. The database tea party the nosql movement
  87. Yes virginia marklogic is a nosql system
  88. Thoughts on the qlik technologies qliktech ipo
  89. The information continuum and the three types of subtly semi structured information
  90. Six thoughts on the nosql movement
  91. Twelve things good bosses believe
  92. The mythical world class manager 2
  93. The 20th century called it wants its relational database back
  94. Corporate trust and the little things 2 5 servings per package
  95. The opportunity quality execution quadrant
  96. Perpetual money vs perpetual license subscription saas and perpetual business models
  97. A note to pr be credible check your math and your geography
  98. Strategic thoughts on looking for a job in silicon valley
  99. Seating chart for president obamas silicon valley tech titans dinner
  100. Marketing vision while selling product the 31 repositioning
  101. Thoughts on the jive registration statement s 1 and initial public offering ipo
  102. What drives saas company valuation growth
  103. Measuring saas or cloud renewal rates way more than meets the eye
  104. Thoughts on mongodbs humongous 150m round
  105. Burn baby burn a look at the box s 1
  106. Strategic focus im just trying to get my space together
  107. A look at the zendesk s 1 ipo
  108. Woe is media lessons from tidemarks pr
  109. Average contract duration and saas renewals all is not as it appears
  110. Churn net first or sum first
  111. It aint easy making money in open source thoughts on the hortonworks s 1
  112. Cfos more strategic than ever
  113. Some high tech career counseling tips
  114. Career development what it really means to be a manager director or vp
  115. One more time what drives saas company valuation growth
  116. Survivor bias in churn calculations say its not so
  117. The perils of measuring a saas business on total contract value tcv
  118. The ceo should be the most bullish person on the future of the company
  119. The saasacre part ii time for the rebound
  120. Cac payback period the most misunderstood saas metric
  121. Marketing is too important to be left to the marketing department
  122. Can the media please stop referring to company sizes by market cap
  123. The four levers of saas
  124. The opportunity cost of debating facts
  125. Saas startup one slide financial dashboard
  126. A fresh look at how to measure saas churn rates
  127. Kellblogs 2017 predictions
  128. The evolution of marketing thanks to saas
  129. How to train your vp of sales to think about the forecast
  130. A look at the tintri s 1
  131. The saas rule of 40
  132. Using close rates to align sales targets and marketing budgets
  133. Using pipeline conversion rates as triangulation forecasts
  134. Quota over assignment and culture
  135. My saastr 2018 presentation ten non obvious things about scaling saas
  136. The question that ceos too often dont discuss with the board 2
  137. The leaky bucket net new arr and the saas growth efficiency index
  138. Bookings vs billings in a saas company
  139. How to sales manage upside and unlikely deals
  140. The use of ramped rep equivalents rres in sales analytics and modeling
  141. Using win themes to improve your sales management and increase win rates 2
  142. Lost and founder a painful yet valuable read
  143. Should your startup have a quota club and how much to spend on it
  144. Host analytics vector capital growth
  145. A simple trick to get your ceo closer to your team
  146. Kellblog predictions for 2019
  147. Saastr 2019 presentation preview five questions saas ceo wrestle with
  148. Rule of 40 glideslope planning
  149. The introverts guide to glad handing
  150. The market leader play how to run it how to respond
  151. Career decisions what to look for in a software startup
  152. Stopping inception churn the prospective customer success review
  153. Do we have enough pipeline the one simple metric many folks forget
  154. Kellblogs 10 predictions for 2020
  155. How to make and use a proper sales bookings productivity and quota capacity model
  156. Stopping the sales marketing double drowning
  157. Should customer success report into sales or the ceo
  158. On recruiting the must have nice to have list
  159. The first three slides of a saas board deck with company key metrics
  160. Appearance on the ai and the future of work podcast with dan turchin
  161. Measuring ramped and steady state sales productivity the rep ramp chart
  162. Why you should consider eliminating the title implementation consultant from your startup
  163. Upcoming pmm hive interview marketing strategy in hot vs cold markets
  164. Ten pearls of enterprise software startup wisdom from my friend mark tice
  165. The pipeline chicken egg problem
  166. Book review of good strategy bad strategy by richard rumelt
  167. How to get sales and marketing working together presentation
  168. Churn is dead long live net dollar retention slides from my saastr 2020 presentation
  169. Should your sdrs look for projects or pain
  170. Marketing targeting its not just where you fish its what you put on the hook
  171. The holy grail of enterprise sales defining the repeatable sales process
  172. The holy grail of enterprise sales proving a repeatable sales process
  173. The holy grail of enterprise sales is a repeatable sales process enough
  174. An epitaph for intrapreneurship
  175. Why im advising bluecore
  176. Congratulations to nuxeo on its acquisition by hyland
  177. The three uns of successful founders
  178. Use triangulation forecasts for better conversations about the forecast
  179. Using to go coverage to better understand pipeline and improve forecasting
  180. Three people to call when you need help with positioning
  181. Pulse 2021 slides net dollar retention ndr benchmarks and thoughts
  182. Tomorrows product power breakfast with paul jozefak on introducing saas as a layer to lighten the legacy load
  183. B2b saas metrics 2020 benchmark report a discussion with ray rike and the saas cfo
  184. Appearance on the yes and marketing podcast
  185. Join me at saastock emea for how to make a marketing machine
  186. My perspectives on growth presentation
  187. Should your website drive prospects to a demo
  188. How to build a marketing machine presentation from a balderton capital meetup
  189. Kellblog saastr podcast episode named to all time top 25
  190. Kellblog predictions for 2022
  191. Seed stage positioning lock and load
  192. The market education bet and the fundamental tension quadrant
  193. Traditional b2b sales is dead long live the uce
  194. Crash course in customer success saas metrics appearance on the churnzero podcast
  195. Marketings uncomfortable relationship with the truth
  196. How should ceos answer what keeps you up at night
  197. Preview of my saastr europa talk the top 5 scale up mistakes
  198. Talking burn appearance on the metric stack podcast on cash conversion score and related metrics
  199. How and where to answer three basic questions on your website
  200. Saastr europa slides the top 5 mistakes in scale up
  201. The top 5 mistakes european startups make in us expansion
  202. Practical thoughts on branding for software startups
  203. The marketing bake sale hey we can put on a show
  204. How quickly should you grow to key arr milestones the rule of 56789
  205. Playing bigger vs playing to win how shall we play the marketing strategy game
  206. Did your board order a decision or a discussion
  207. Slides from my saastock workshop on us expansion for european startups
  208. You cant fix a cac payback period the operator vs investor view of saas metrics
  209. Slides from my saastock dublin presentation on gtm efficiency
  210. The balderton founders guide to b2b sales
  211. Emerging stronger from the downturn than you went in a balderton webinar
  212. Video of my saastock presentation strategies and tactics to drive gtm efficiency
  213. Kellblog predictions for 2023
  214. A tale of two companies the professional services paradox
  215. My saas metrics syllabus
  216. Appearance on the saas revolution podcast
  217. Is a dream a lie if it dont come true founders aspirations and company potential
  218. The keys to making market research actionable part ii
  219. Metrics that matter in 2023 my kiwisaas presentation slides
  220. The seven things founders need to know about sales saastr workshop wednesdays 5 3 at 10am pacific
  221. Appearance on the saas growth hub podcast on founder sales knowledge and sales marketing alignment
  222. Fly the aircraft first the potentially paralyzing effects of fundraising
  223. Bottle the love selling customer satisfaction vs vision
  224. Come to my saastock presentation how to connect your c suite to the ground truth
  225. Slides from my saastock presentation how to connect your c suite to the ground truth
  226. Mark tice returns its time for saas companies to do a channel check
  227. Interpreting the insight 2023 sales kpi report
  228. Appearance on data radicals frameworks and the art of simplification
  229. Plg resources and wrap up
  230. Three marketing lessons from the political realm
  231. Come to my saastr annual presentation the strategic use and abuse of saas metrics
  232. Balderton post on european vs american board meeting minutes
  233. Video of my saastr 2023 presentation the strategic use and abuse of saas metrics
  234. Come to my sesssion at saastock dublin what founders need to know about product marketing
  235. Does your startup need a sales playbook or just a few plays
  236. How to make a good apology in business
  237. Cut costs the smart way
  238. Do superachievers read business books
  239. The one question to ask before you blow up your customer success team
  240. A discussion of my 2024 predictions on the ai and the future of work podcast
  241. Startup century a new book on technology policy by james wise
  242. My most recent appearance on 20vc with harry stebbings
  243. See you wednesday for a webinar on efficient growth through new market expansion
  244. How to detect if your startup has a faux focus
  245. Does your marketing pass the duck test
  246. Playing to win vs playing to make plan the two very different worlds of silicon valley
  247. The brand curmudgeon appearance on the standout startup brands podcast
  248. Startup growth trajectories and the saas mendoza line
  249. The saas talk 50th episode anniversary credits
  250. Does your startup need a patent strategy
  251. Back to finance why im joining the board of vic ai
  252. Come to my session at saas metrics palooza the impact of ai on saas metrics
  253. The impact of ai on saas metrics video now available
  254. Video of my appearance with jason lemkin on saastr workshop wednesdays
  255. Appearance on productea with leah tharin
  256. My fourth appearance on ai and the future of work podcast
  257. Smart conversations by ian howells a must read book on where b2b marketing strategy meets generative ai
  258. Slides from my saas metrics palooza 2025 session on selling work vs selling software
  259. A review of courageous marketing by udi ledergor
  260. Fare thee well bobby
  261. Video of balderton webinar on efficient growth via entering new markets
  262. Chatgpt writes a kellblog post the indispensable role of marketing in the age of the customer
  263. Write actionable emails aka if youre going to make a proposal make one
  264. My thoughts on the svb meltdown
  265. The pros and cons of the backdoor search
  266. Official video of my saastr europa presentation
  267. You dont want that a rant from lance walter on product management communications
  268. Whose company is it anyway is the board your boss
  269. Appearance on the precursive podcast the role of services in todays saas market
  270. Everything ive learned about recruiting and interviewing
  271. Why you should always create sales opportunities at zero dollar value
  272. A ceos guide to marketing my saastr 2021 official video
  273. Demo is not a sales process stage sorry
  274. How to know if you have the right executives on your leadership team
  275. The top two high level questions about sales and associated metrics
  276. Video of my presentation at saastr 2021 a ceos guide to marketing
  277. Preview of my saastr 2021 session a ceos guide to marketing
  278. Why im joining balderton as an executive in residence eir
  279. Core saas metrics interview at saasboomi now available on the orbit shift podcast
  280. The board brought me in telltale
  281. A quick critique of clubhouse
  282. Evan kaplan product power breakfast
  283. How to be a good independent board member
  284. Private equity funcast a board perspective on peopleops
  285. Saas product power breakfast with stephanie mcreynolds on category creation
  286. Navel gazing market research and the hypothesis file
  287. Abm is not b2b and other rants on account based marketing
  288. The product superpowers that few flex join special guest brett queener on the saas product power breakfast
  289. What a pipeline coverage target of 3x says to me
  290. What are the units on your lead saas metric and culture
  291. Thoughts on hiring your first vp of sales
  292. What to do when you need pipeline in a hurry
  293. Next generation planning and finance a broader and slightly deeper look
  294. Chatting about marketing slides from a pe portfolio company ceo summit
  295. Unlearning as you scale presentation from a vc portfolio ceo summit
  296. What exactly do you mean by anal thoughts on leadership and self awareness
  297. Forward to the next cmo a guide to marketing operational excellence
  298. Video of my saastr 2020 presentation churn is dead long live net dollar retention
  299. Kellblog on saas metrics a comprehensive introduction podcast
  300. How startup ceos should think about the coronavirus part iii useful links
  301. How startup ceos should think about the coronavirus part ii
  302. How startup ceos should think about the coronavirus
  303. What to do when someone says youre not listening
  304. The red badge of courage helping overachievers to manage and process failure
  305. Whose company is it anyway differences between founders and hired ceos
  306. Joining the profisee board of directors
  307. My appearance on the private equity funcast
  308. Things to avoid in selecting an executive level job at a software startup
  309. New arr and cac in price ramped vs auto expanding deals
  310. Slides from my presentation at a private equity sm summit
  311. The board view slides from my presentation at host perform 2019
  312. What it takes to make a great saas company
  313. The three marketing books all founder ceos should read
  314. Video of my saastr 2019 presentation the five questions startup ceos worry about
  315. Hiring profiles step 0 of a successful onboarding program
  316. Slides from my saastr annual 2019 presentation 5 questions ceos struggle with
  317. Two natural reactions that great managers suppress
  318. The next chapter
  319. Video of my saastr 2018 presentation ten non obvious things about scaling saas
  320. Always scrubbing the pipeline means never scrubbing the pipeline
  321. My appearance on disruptv episode 100
  322. The single biggest mbo okr myth
  323. How to walk from a deal
  324. Speaking of india three lessons on india based product development
  325. Eight words that can limit your career let me get back to you on that
  326. Handling nagging endless disagreements with the disagree and commit and new information principles
  327. Dont let product management turn into the roadmap guys
  328. Kellblog dave kellogg featured on the official saastr podcast
  329. Can you solution sell without selling solutions
  330. Are you a challenging or a just plain difficult direct report
  331. Simple rules to make it easier to assemble your startups board deck 2
  332. Detecting and eliminating the rolling hairball
  333. The strategy compiler how to avoid the great strategy you couldnt execute
  334. Blocking the end run 11 words to reduce politics in your organization
  335. How to get your startup a halo
  336. Why has standalone cloud bi been such a tough slog
  337. 10 questions to ask yourself before moving into management
  338. In memory analytics the other kind and a key success factor for your career
  339. The era of consumer deception why do we tolerate such price opacity
  340. Win them alone lose them together
  341. The three golden rules of feedback
  342. How i got one marketing vp job a quick lesson
  343. Were not buddies thoughts on managers too preoccupied with being liked
  344. You can never fire someone too early
  345. Whose team is it anyway the 90 day rule
  346. Myths of the headless company
  347. Introducing a new saas metric the hype factor
  348. Too much money makes you stupid an alec baldwin mini series
  349. Thoughts on jeff weiners pay no attention to the stock message
  350. Book review from impossible to inevitable
  351. Saas stocks how much punishment is in store
  352. How to run a sales kickoff
  353. The great reckoning thoughts on the deflation of technology bubble 2 0
  354. Theoretical tcv a necessary new saas metric
  355. The best work parable
  356. Six words that can make or break your credibility ill get it to you tomorrow
  357. Curse of the megaround expectations and power
  358. I dont want to talk to you anymore
  359. My favorite quotes on planning
  360. Stop making the 1 mistake in presentations
  361. Managing change the sailboat tack principle
  362. Are your managers good enough a simple test
  363. Collected wisdom on business and life from the hbs class of 1963
  364. The second agenda why no executive should ever have one
  365. Please give me a 10 interpreting customer satisfaction surveys in an era of bias
  366. Bottom fishing acquisitions and catching falling knives
  367. The curse of the megaround
  368. Conflict avoidance causes conflict managers too nice for their own good
  369. A disney parking lot attendant gets more training than your typical 250k enterprise sales rep thoughts on bootcamps
  370. Why cant pr people do math 2 2
  371. Managing the fundamental tension in marketing
  372. Kellblog ten predictions for 2015
  373. Dont be a metrics slave
  374. Make a plan that you can beat
  375. Why im against succession planning at startups
  376. Thoughts on hiring working for tbh
  377. A missive to human resources hr
  378. The ultimate saas metric ltv cac
  379. Why i as ceo love driver based planning
  380. Ten classic business books for entrepreneurs startup founders
  381. Product is not a four letter word
  382. The box s 1 delayed ipo and the genius of tien zuo
  383. To pre meet or not to pre meet that is the question
  384. The old dont bring up a problem unless you have a proposed solution rule
  385. Is salesforce siebel a classic disruption case or not
  386. Did you just make a plan or a budget
  387. Kellblogs 10 predictions for 2014
  388. The pillorying of marklogic why selling disruptive technology to the government is hard and risky
  389. 5 things executives should say about their budgets
  390. Sales is from mars and engineering is from venus
  391. How much does my general manager need to know about my department
  392. A few of my favorite quotes
  393. Management and bill walshs three types of players
  394. What to do if youre winning the product evaluation but losing the deal 2
  395. The dumb vc controversy financial vs operating vcs 2
  396. Lifers fbi guys and acquired ceos
  397. The self fulfilling 3x pipeline coverage prophecy
  398. Kellblog 2 0
  399. The importance of nurture in nascent markets
  400. The simple definitive one step hot market test
  401. Sayings to beware the future of the company
  402. The right time to raise money at a startup
  403. The independently wealthy salesperson
  404. The one thing to get done before sales kickoff
  405. The one key to dealing with senior executives answer the question
  406. Two bosses are better than one thoughts on the virtues of matrixed organizations
  407. First day share price appreciation is not the correct measure of ipo success
  408. The butterfly effect and endeca
  409. Will oracle or ibm start a bidding war with hp over autonomy
  410. Hp rumored to be buying uks autonomy for 10b
  411. A note to the results oriented just be nice
  412. 12 questions executives can ask to improve their decision making
  413. Bobby fischer applied to silicon valley pattern matching vs good moves
  414. The silicon valley strategic pivot
  415. What the ceo really thinks of marketing and 5 things you can do about it
  416. Why palantir makes my head hurt
  417. Open source business models revisited
  418. Interest misalignments in silicon valley startups
  419. A fun taxonomy of technology executives
  420. The open source software paradox
  421. If we cant have repeatable success can we at least have repeatable failure
  422. An amazing story about twitter and the japan earthquake
  423. Business strategy and the wrong medicine
  424. Traits of next generation bi business intelligence
  425. Teradata to acquire aster data
  426. Leos pawn to king four hp to acquire vertica
  427. A note to the ceo drive the board of directors 2
  428. You say goodbye i say hello
  429. The loose coupling of decisions and outcomes
  430. A short missive on culture
  431. Defending weak people
  432. The presentation secrets of steve jobs
  433. I wanna be a billionaire
  434. More emergent strategies groupon greendot
  435. Win seeking vs perceived stupidity avoidance
  436. Confusion is the enemy and inconsistency is his ally
  437. Emc acquires data warehouse vendor greenplum as cornerstone of new data computing product division
  438. Seeing both sides of an issue
  439. Questioning the tech wunderkind image
  440. Marketing abuse the word partnership
  441. The fit or fat startup
  442. Classifying database management systems regular and nosql
  443. Five rules for competing with giants
  444. Veterans vs up and comers in startups
  445. Coming friday 12910 kellblog
  446. Six things publishers should be able to do with content
  447. Does benihana mean birthday or teppanyaki
  448. Zl vs gartner if at first you dont succeed try try again
  449. The great dysfunctional corporate budgeting process
  450. Marketing tip of the day never say very
  451. Keeping up with the conversation
  452. Judge does not decide on dimissing zl technologies complaint against gartner
  453. Gartner sued over magic quadrant for alleged damages of 132m plus punitives of 1 3b
  454. Dear cio stop writing big checks for commodity database software
  455. Dht listen to your heart and flanking strategy
  456. The perils of text only search
  457. Ny times calls out tom siebel on death of it claims
  458. Netflixs 128 slides on culture awesome
  459. How do you query a key value store anyway
  460. Two great posts on media industry disruption
  461. New york times on the changing ways of silicon valley pr
  462. Stonebraker send relational dbmss to the home for tired software
  463. A venn diagram for business success
  464. Logmein files again for ipo
  465. The first rule of data centers dont talk about data centers
  466. Things not to do declare your category dead
  467. Things a vc will never say
  468. Critical thinkers vs critics
  469. Re inventing business intelligence
  470. Precision confidence and when the dead peaked
  471. End of the ipo drought in sight
  472. 10 lessons from a failed startup
  473. Too funny twitter founders interviewed in 140 character responses
  474. Mind of the ceo steve jobs deposition
  475. The madness of mobs twitter and swine flu
  476. The downturn accelerating the digital publishing transition
  477. A crack in the ipo window rosetta stone ipo
  478. Regulating venture capital methinks not
  479. Amazon elastic mapreduce power to burn on demand
  480. If at first you dont suceed should you try try again 2
  481. Top resources for understanding the google book settlement
  482. Google settlement implications for publishers white paper
  483. Mysqls mickos to leave sun
  484. A lone voice in the wild opentable files for ipo
  485. Why google employees quit
  486. Lervik resigns from microsoftfast updated
  487. Goldman sachs smacks software stocks
  488. New york times on risk mismanagement
  489. Vcs say 2009 will be a tough year
  490. Surowiecki on newspapers
  491. Twas the night before the big demo
  492. Rise early work hard and strike oil
  493. Freakonomics a must read
  494. Is venture capital broken
  495. A new media plan for weathering the storm
  496. Unlearning the relational model
  497. Oracle buys tacits ip
  498. Web 2 over
  499. The semantic web pitch by nova spivack
  500. The frugal future
  501. To saas or not to saas that is the question
  502. Venture capital quaint by comparison
  503. Using agile methodologies presentation
  504. Built to ipo flip or last
  505. The specialized database argument performance
  506. Krugman on the grateful dead as a business model
  507. The never ending fast search story
  508. Thoughts on category creation and information access platforms revised
  509. Alfresco a in positioning as the sharepoint alternative
  510. Cuil vs searchme plus a rant on powerset
  511. Should my ceo have a ghost written blog
  512. Happiness as a business model
  513. Liautaud lands as general partner at balderton
  514. Microsoft document interop initiative video
  515. Fast troubles linger
  516. Moritz says watch out for hot air and arrogance
  517. User conferences pigs wigs and lipstick
  518. Qlikview a return to simple
  519. Honey i shrunk the company ii converas 4q08 results
  520. Or die networks verticalizing vertical search
  521. Yahoo investor deck future value and the microsoft deal
  522. Documentum post dewalt one year later
  523. Visualizing warren buffets 2007 shareholder letter
  524. Sap business objects 101
  525. Tim 1 0 on web 3 0 the semantic web
  526. How to develop a marketing message
  527. Google and autonomy spat round ii
  528. Fast search to restate 2006 results as predicted
  529. Sun buys mysql for 1b
  530. Facebook news parody video
  531. Dbms in the cloud amazon simpledb
  532. The demise of closed source rdbmss
  533. Google as publisher the grassy knol
  534. Digitization and its discontents
  535. The death of e mail greatly exaggerated
  536. Forget bi go with your gut
  537. A bottom up education in venture capital
  538. New conglomerates after the deluge
  539. As predicted ibm buys cognos for 4 9b
  540. Sqlxquery franglais frankenqueries
  541. Why thomas keller loves in n out burger
  542. Fast forgets headline and body copy need linkage
  543. Death to death by powerpoint
  544. Software consolidation modern conglomerates
  545. Fast search announces 100m net loss in q3 07
  546. Paul kedrosky presentation on venture capital and catastrophism
  547. The end of an architectural era
  548. Web 2 0 summit evan williams
  549. Convera update what happens when you sell all your revenue
  550. The economist on lap dances
  551. Au revoir business objects bonjour sap
  552. The powerset launch beware the next positioning
  553. Fooled by randomness
  554. Fast search salacious wikipedia edits
  555. Lazy xml enrichment
  556. Fun high tech cliches
  557. Fast search the blood letting begins
  558. The price of inxight 76m
  559. Highlights from the 2q07 software equity report
  560. The fast search train wreck whos accountable
  561. Plight of the single digit millionaire
  562. Crushing butterflies answers whacked by google algorithm change
  563. More on fasts extensive profit warning 2
  564. 17 search innovations outside google
  565. Fast search transfer warns big time 2
  566. The google autonomy spat
  567. Pr oddities on the emc x hive deal
  568. Is blogging dead
  569. Stonebrakers one size fits all papers
  570. Postini snatched off ipo track by google
  571. The relevancy quest
  572. Enterprise search crisis
  573. Quick take business objects acquires inxight
  574. Notes from tim oreilly keynote address
  575. Change is good you go first
  576. Web applications the virtues of top to bottom xml
  577. Scribd youtube for documents
  578. Autonomy hires fasts convera guys huh
  579. Netezza files to go public
  580. Open secrets
  581. The high cost of ineffective search
  582. Oracle acquires hyperion bi enters wave 2 consolidation
  583. Best of mark logic ceo blog
  584. Rule 1 of database performance
  585. Moritz tops forbes midas list
  586. Restoring serendipity to the web
  587. Quaero chiracs waterloo
  588. Search engine as implemented in marklogic
  589. Whats at the center of your content architecture
  590. Pushing 1994 hot buttons
  591. Give me back my google
  592. The content is ancillary test
  593. Stock options its a darn shame
  594. Sequoia hits again youtube sells for 1 65b
  595. Fingerprinting content
  596. Deconstructing databases
  597. Ten geek business myths
  598. Knowledge is good
  599. The sad state of software marketing
  600. Gallic subtlety branding marklogic and mark logic
  601. You are what you search
  602. Parallel evolution ecm and bi
  603. Thoughts on blink
  604. Hope and agility the revlon test
  605. Is silicon valley reproducible
  606. On branded features
  607. Pimp my ride jacked up relational vs special purpose dbmss
  608. On classification there are two types of people
  609. Taxonomies and tags
  610. Missed step in procedure costs usaf 6 7m
  611. Half man half machine all cop
  612. Half your advertising budget is wasted
  613. Web 2 0 more than a buzzword
  614. Marklogic dbms or search engine
  615. Flying airplanes or documents
  616. Enterprise search nascent or just small
  617. Unlikely foes custom publishing and enterprise search
  618. Gartners death of the database
  619. The first steps a doozy
  620. Dont trust anyone over 30
  621. A mission from codd
  622. Uh oh its magic
  623. The bifurcation of search
  624. We seek the grail
  625. Lessons from winfs
  626. Square pegs and round holes
  627. Introduction and one year retrospective