Towards Progressive Delivery
At RedMonk we generally try to avoid coming up with new terms for technologies and trends – after all, where there is an available term in common use why not just adopt it?. The pragmatic approach means we often end up using terms that seem kind of silly (Ajax, noSQL, Serverless, Cloud even) , but […]
Some thoughts on Docker post DockerCon 2018
Some impressions from DockerCon. It’s been a month or so since the event, but I didn’t need to be first with coverage. Docker is increasingly a context for business to get done. It struck me for example was how busy the exhibition hall was. Vendors I spoke to with booths were very happy with the […]
The Big Mistake You Might Be Making In Calculating Churn: Failing to Annualize Multi-Year ATR Churn Rates
Most of thinking, definitions, and formulas regarding SaaS unit economics is based on assumptions that no longer reflect the reality of the enterprise SaaS environment. For example, thinking in terms of MRR (monthly recurring revenue) is outdated because most enterprise SaaS companies run on annual contracts and thus we should think in terms of ARR […]
The Use of Ramped Rep Equivalents (RREs) in Sales Analytics and Modeling
How many times have you heard this conversation? VC: how many sales reps do you have? CEO: Uh, 15. But not really. VC: What do you mean, not really? CEO: Well, some of them are new and not fully productive yet. VC: How long does it take for them to fully ramp? CEO: Well, to […]
How To Sales Manage Upside and Unlikely Deals
If your sales organization is like most, you classify sales opportunities in about four categories, such as: Commit, which are 90% likely to close Forecast, which are 70% likely to close Upside, which are 33% likely to close Unlikely, which are 5% likely to close And then, provided you have sufficient pipeline, your sales management […]
Atomist–making software development observable, programmable
I recently sat down with the cofounders of Atomist Rod Johnson and Ryan Day to discuss the state of software development today and how their platform meets the needs of companies undertaking digital transformation and replatforming projects. Organisations are being told to break down monoliths into hundreds, if not thousands, of services but […]
Rancher Labs: Treating Cattle like Cattle
Rancher Labs recently ran an analyst day in San Francisco. The event had thirteen customer speakers, which, given Rancher claims to have 200 paying customers, is a pretty decent chunk of the installed base. The talks were high on signal and low on noise – every speaker had interesting technical insights to impart. Rancher […]
The Two Archetypal Marketing Messages: “Bags Fly Free” and “Soup is Good Food.”
There are only two archetypal marketing messages, exemplified by: Bags Fly Free, a current advertising slogan used by Southwest airlines. Soup is Good Food, a 1970s campaign slogan used by Campbell’s soup [1]. Quick, what’s the difference between these two messages? Soup is Good Food answers the question “why buy one (at all)?” while Bags […]
Buying GitHub – A very smart move by Microsoft !
I have been wanting to write this from the time I saw the first tweet on the topic few days ago. Lets just say life got in the way . Also, as always – this is just my personal point of view and not that of my employer. For what its worth – the visual […]
The Domo S-1: Does the Emperor Have Clothes?
I preferred Silicon Valley [1] back in the day when companies raised modest amounts of capital (e.g., $30M) prior to an IPO that took 4-6 years from inception, where burn rates of $10M/year looked high, and where $100M raise was the IPO, not one or more rounds prior to it. When cap tables had 1x, […]
