SaaS is big business, and it’s growing VERY quickly.

A $300 Billion dollar industry by 2026.

But only 1 in 11 startups will make it beyond 3 years, and some don’t even make it to a minimum viable product.

Quite a few run out of funding.

They run out because making commercial grade software takes a long time.

It’s one thing making a website with the odd entry form, but making a data driven, multi-tenant browser based application is another entirely.

And when it comes to planning, developers are not to be trusted.

I should know: I was one!

We’re notorious for underestimating timescales.

Firstly there’s the software itself.

Invention is a slow process.

Data models need to be defined and refined and coding is an error prone activity.

Retrospective changes will really slow you down.

Add an extra database table can add days or even weeks.

Changing the user interface design can be painful, and the whole development process is often trial and error.

Then there’s the help, training, tutorials and more, and they often can’t be created until the product is almost complete.

You need all of this and much more if you want to be commercial grade.

But take the time to get it right, and some of that $300 Billion can be yours for years to come.


I went to the supermarket last Saturday as I do most weekends.

I’m rather adept in the kitchen, so I do the shopping.

Spring is in the air and with it comes a change of menu.

No more winter warmers like beef stew and dumplings.

Lighter dishes are far more the vogue, and crispy skinned barramundi with Mediterranean pearl cous cous was on my mind.

Finding the fish was easy, but the cous cous was elusive.

I was sure it was in aisle 7, just over half way along on the right.

But it wasn’t there!

How annoying!

Of course, they remerchanised the store a few months ago.

Everything’s moved!

It’s so frustrating when they do that.

Happily, I knew it would be near the pasta, but when I got there, I still couldn’t see it.

Ahh…new packaging!


This wasn’t matching up my expectations at all!

So how does this tale apply to SaaS vendors?

Well, we humans like the world as we expect them to be.

We assume things will remain just so, and any change is confronting.

So, if you’re going to be different, whether that’s your website, product, your latest version, or anything else, do it because –

It offers value

Your customers will appreciate it

Or you want to exceed their expectations.

Because different isn’t always better, but better is always different


I wish more early stage SaaS leaders would ask for guidance BEFORE the proverbial hits the fan.

I could save some literally hundreds of thousands of dollars and years of time, effort and heartache.

I’d likely tell some not to bother. Keep your hard earned cash in your pocket.

All I’d need is 30 minutes and 5 questions

  • What problem are you solving?
  • Whose problem it is?
  • What value does it offer?
  • Will it be a vertical, horizontal or service niche offering?
  • How many competitors will you have?

You should have good answers for all of these…

Before touching a keyboard.

Before spending months or years building something that will never fly.

Before wasting tens or hundreds of thousands of dollars.

Don’t get me wrong, I love technology, and I’m all for innovation.

I’ve spent my life doing this.

But the reality is many will fail, because their dream has no market, value or plan.

And it most definitely isn’t a unicorn.

Perhaps I should offer a startup service.

$1,000 to metaphorically slap wannabes around for a few hours.

Get them to answer all the hard questions.

Work out whether they’re on to something, or just engaging in a fantasy.

Spending $1,000 upfront sounds so much cheaper than a $500,000 diSAASter


“Be better!”

That was my parting message when chatting with marketing whizz Azadeh Williams recently.

You can watch the video here.

But why did I say “be better”?

I said it because times are hard and growing your customer base is expensive, so it’s time to invest in QUALITY.

To be ready for when the sun comes out again.

Anyone can be different, but that ain’t gonna cut it.

Neither will the same old software with a new look.

That’s just lipstick on a pig.

And nor will an extra feature here or there.

This is what your competition is doing.

But they’re just keeping up with the Joneses, staying safe and sound in the middle of the flock.

So you’ve gotta try harder!

To be better, you must invest in delivering QUALITY and VALUE.

So it’s time to fix a few bugs.

Enhance your test suite.

Improve documentation.

Engage more with your community.

Bolster your support services.

Document your processes and practices.

Develop your team’s skills.

Train more product evangelists.

Create additional training courses and video tutorials.

Find new partners.

And maybe even sack a few painful customers.

When they can’t go out to sea, fishermen mend their nets and prepare their equipment, ready for calmer waters and a bumper haul.

You should too!


I am exceptionally excited to announce that I’ve become the director of not-for-profit CreateCare Global.

And we have a VERY BIG problem to work on.

Well over 100,000,000 children worldwide are missing out on stuff that we take for granted.

Shoes, something to sleep on, a bag to carry their school books, or even just a toothbrush.

But while such basics may be lacking, the mobile phone is almost ubiquitous.

So it’s time to start leveraging this widely available technology.


By using it to help connect those who have a problem with those who can solve it, and we’re starting by building a simple SaaS.

Carers will register their micro-needs, location and more, and solvers will contact them to arrange a resolution.

Today, it will be a very simple piece of software, but we have big ideas, and it will evolve.

So there’s much to consider.

They’re already building an MVP.

It might not be the right long term solution, but we must GET TO MARKET, so it’s perfect for today.

Then, we can plan for tomorrow.

So, I’m building SaaS on a tiny budget.

Time to make sure I listen to my own advice, and I’ll be sure to share my journey with you.

If you’d like to make a child’s life a little better, follow this link


SaaS leaders KNOW software developers waste piles of cash EVERY WEEK.

They KNOW many thousands of $$$ are spent on NOTHING.

But how it happens is often a mystery.

So here are 7 ways YOUR development process hemorrhages money.

1 – Building the wrong thing.

Unless you’re focussed on specific customer needs, it’s all too easy to build something no one wants.

2 – Lack of focus.

Developers need to focus on the job in hand rather than switching from one context to another.

3 – Over complication.

Far too many solutions try to do far too much, so K.I.S.S.

4 – Poor communication.

Confusion and chaos always come with a big cost.

5 – Wrong priorities.

Developers often do the jobs they want to, rather than those they SHOULD.

6 – Rework.

Improving existing code is part of the job.

Some is legitimate, but much is because it was done poorly in the first place.

7 – Somebody Else’s Software.

Developers spend hours playing catchup trying to understand another developer’s work.

Now you know how YOUR time, opportunity and money are being wasted, and at $500+ per day per developer, can you REALLY afford to let this go on?

I didn’t think so!

So get some expert guidance today

My bill will be a tiny fraction of your savings.


For #SaaS businesses, the list of enhancement requests is never ending.

And ravenous customers are always asking for more.

What they WANT changes as often as the weather.

What they NEED is far more predictable.

Spotting which is which though isn’t always simple, so it’s important that vendors review their list of feature requests very carefully.

And it’s doubly so that they say NO to a great many


Because each one might be an expensive gimmick only one person wants.

But more importantly, once they’re out there, YOU CAN’T TAKE THEM BACK.

A customer now depends on it, so you’ll have to drag it forward FOR EVER.

A very expensive and onerous millstone slowing you down.

Of course, your developers have the tools to make whatever the customer wants, but then restaurants have a larder full of ingredients and they only offer what’s on the menu.

They keep it simple to simplify their delivery and to ensure they can focus on quality.

And there’s probably a lesson there.

Learning to say no to prospects and customers is an important skill, and it’s one that doesn’t come easy because we all want to please others.

And while the old wisdom says the customer is always right, when it comes to software, they have to settle for being important.