This week's Driven brings you 3 hot topics for senior revenue leaders in B2B SaaS companies:

  • Should you jump on the bandwagon to hire a chief revenue officer (CRO)? If so, how?
  • Business development models are broken in many SaaS companies. Use of inexperienced business-development reps (BDRs) has lots of drawbacks. The practice can be especially bad for companies that sell high-ticket SaaS. Read the article for ideas how to avoid or fix the problem.
  • In highly competitive markets, SaaS companies must differentiate both their products and their brand. But doing so is hard, and few companies invest enough effort. Many common differentiation strategies don't offer long-term advantages. But 9 strategies can work, provided you do them right.
Dave Vranicar at Driven  





That's it for this issue.

Driven continues to evolve through experimentation and your feedback.

If you don't share your feedback, I'm left to guess what you want.

If you've enjoyed this issue, please share it with a friend or colleague.

See you next on May 8.


Dave Vranicar

Dave Vranicar at Driven  


Driven is a fortnightly digest for busy revenue leaders in business-to-business (B2B) SaaS.

It's likely to be most useful if your company sells higher-ticket products that require moderate to heavy involvement of professional sellers.

Driven is here to help you:

  • Achieve your revenue goals
  • Overcome your obstacles and challenges
  • Fix expensive problems
  • Be the best version of yourself.

You'll find an online archive of back issues 12 through 43 at this link.

About links, commissions, and endorsements

When I provide links to articles from vendors, does it imply an endorsement?

Only of their content. Not of their products or services.

If I recommend a service or a book, it’s because I think it’s likely to help you. Period.

I get nothing from providing links to any commercial service, including the books for which I provide a link to Amazon.

That may change. I’ll tell you when it does.

Dave Vranicar at Driven