Insights
My Articles
Want to get a better idea of how I think? I regularly share hard-won insights on product, go-to-market, and company building—written for SaaS operators and investors.
As Featured In:
Product Innovation beyond the “Fast Waterfall”
Product leaders in scaling SaaS companies often struggle to adopt modern customer-focused, evidence-based market discovery processes. Why is that? How can they get there? Here is my take from many years as CPO and adviser to startups.
Written By
Andy Stinnes
B2B Sales: Hunters and Gatherers
Land & Expand is how you sell to most larger B2B customers. But how to organize your team and what incentive structures drive equal focus on both “landing” and “expanding” has long been a topic of debate and experimentation. Here is what I have learned over the years.
Written By
Andy Stinnes
Hiring the right early Marketing Leader
Heads of Marketing in B2B startups change frequently. Often it is not their fault. Instead founders struggle with when, who, and why to hire – and get it wrong. Here is my advice to founders how to think about this crucial hire.
Written By
Andy Stinnes
Messaging Consistency: Telling your story with one voice
Clear messaging is paramount to winning in crowded markets. Time and again we see SaaS companies struggle with propagating founders’ messaging to the rest of the organization. Here is some advice on how to get it right from the start.
Written By
Andy Stinnes
The Magic of Early B2B Customers
Those first few customers are so crucial. Yet often startup leaders struggle with how to build and manage those relationships and maximize them for longterm success. Here is what I have learned over the years.
Written By
Andy Stinnes
Strong Boards and productive Board Meetings
The board of directors can and should be a source of strength for every SaaS company and its CEO. Here are some of my lessons learned to make it so.
Written By
Andy Stinnes
Customer Advisory Board - why scaleups need it
Senior customer relationships make such a difference. And formalizing them into a collective group will turbocharge them. I have done that for years and learned a few lessons, summarized in this article.
Written By
Andy Stinnes
Evolving Role of Professional Services in SaaS
Cloud has drastically changed the nature for professional services in SaaS and some think it obsolete. But not quite! There is still a need for it, and it plays a pivotal role in some cases. Here is my advice to founders how to think about that.
Written By
Andy Stinnes
Art & science of SaaS pricing: Finding the right model fit
Pricing and packaging can play a large part in a SaaS company’s success. Yet it is often overlooked or – more likely – suboptimally designed. It is a complex topic on which I wrote a 3-part article series.
Written By
Andy Stinnes
My Services
Each engagement is a custom-fit—here are some of the use cases that frequently shape my work.
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