Published inFalkonBeyond attribution: Measuring marketing influence in three layersMarketing budgets in B2B companies range from 6% to 15% of annual revenue, yet we’re stuck in the dark ages when it comes to understanding…Mar 22, 20221Mar 22, 20221
Published inFalkonBuild vs buy: How to decide if you should develop your own softwareThe decision to build vs buy software is something that comes up often at high-growth companies. I don’t hear many people talking about how…Mar 11, 2022Mar 11, 2022
Published inFalkonThe consumerization of B2B marketingHow businesses sell software to each other is transforming. For many B2B SaaS companies, gone are the days of six-month deal cycles…Mar 8, 20221Mar 8, 20221
Published inFalkonHow to find product qualified leadsFor companies with a large volume of free users or aggressive land-and-expand strategies, it’s important to identify the subset of users…Mar 1, 2022Mar 1, 2022
Published inFalkonMessy data? Here’s how you can still be data driven.Data hygiene doesn’t have to stop you from being data driven. Find what matters most, do a short sprint, and take up a daily practice.Feb 24, 2022Feb 24, 2022
Published inFalkon5 things we learned about PLG from DropboxMany Falkoners, including our co-founder, are early Dropbox people. Given product-led growth (PLG) is such a hot topic right now, we want…Feb 22, 2022Feb 22, 2022
Published inFalkonCohort based funnels and why you need themSurprise: What you have in Salesforce is not a funnel.Feb 3, 2022Feb 3, 2022
Published inFalkonHow can marketing and sales win together?The B2B SaaS go-to-market motion has recently transformed as companies transition to account-based and product-led growth motions with…Jan 20, 2022Jan 20, 2022
Published inFalkonEssential KPIs for Elite Revenue TeamsDemand generation teams, Revenue Development teams, AE teams, and CSM teams comprise the modern Revenue organization. While they engage…May 25, 2021May 25, 2021
Published inFalkonRevenue teams need BHAM to hit goalsBusiness Health & Activity Monitoring (BHAM) focuses revenue teams on the most pressing opportunities and risksMay 17, 2021May 17, 2021