Counting on Change
Perspectives on practice adoption, partner activation, and the hidden cost of stalled growth.
Schrodinger's SaaS
"SaaS is Dead" "SaaS isn't Dead!" SaaS is currently in a very interesting place. It concurrently faces enormous threats and enormous opportunity - and the only thing that's certain at the moment is uncertainty. That, and that not all SaaS is born equal. We can assess a SaaS's long term market prospects by answering two questions. 1 - Are they a feature or a platform? Some SaaS 'products' are actually 'features-with-a-subscription'. Some may have been built with the intention of being bough
Why do they buy it, if they aren't going to use it?
If you work in accounting technology, you've probably asked yourself this question more than once. You've built a good product. You've got a compelling case study or two. Practices sign up. And then - not much happens. The practice goes quiet. Usage is low. It's tempting to put it down to accountants being resistant to change. But that's not true. In my experience, there are real, knowable reasons why this happens. Let me share one of the biggest ones. The buyer and the doer are living in