Channel Sales Cycle Valuation Viral 
www.forentrepreneurs.com
FEBRUARY 2, 2010
As I ask questions to understand the thinking, what usually comes out is something vague along the lines of web marketing, and/or viral growth with no numbers attached. A quick look around all the B2C startups shows that, although viral growth is often hoped for, in reality it is extremely rare.
Cracking the Code
NOVEMBER 10, 2009
Study the Sales Learning Curve and Only Invest behind Success (more.) Forget everything you learned about software channels. The internet is your new channel and Technology Enabled Service providers are among the few partners that actually care if you succeed (more.) Detailed SaaS Spreadsheet (Valuation and CAC benchmark).
Cracking the Code
OCTOBER 10, 2008
In my case (LucidEra -- a SaaS analytics provider focusing on sales, marketing, and financial analytics), weve found that success requires not only building some best practices for analytics into our solution, but also coming up with a repeatable and scalable way to show the customer how to use the analytics and how to interpret the results.
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