The playbooks we use to build enduring software businesses.

Define target customers

Success in the B2B software landscape hinges on understanding your target audience. The art of segmenting, sizing, and selecting the right market…

Time tracking and allocation

As an owner-manager of a B2B software business, understanding efficient time management of your team is pivotal for sustained success and growth.…

Productivity apps & tools

AI Machine Vision Defect Detection

A systematic approach for developing an AI model to detect and classify surface defects using visual inspection.

Migrating From SQL Server Backups To Azure Recovery Services Vault

This guide describes how to migrate from locally made SQL Server database backups to using Azure Recovery Vault - this is mainly relevant for SQL…

Multi-tenancy System Models

When designing system architecture, consider how customer data is segmented. This page discusses common segmentation types and uses the term "tenant"…

High quality software development

Creating high-quality software requires robust processes and procedures to maintain and monitor standards.

Migrating on premise VM’s to Azure

Its quite common to have a need to move a Windows server from one hosting location to the cloud - Azure in this example. The source server may be…

International expansion

In our view, international expansion looks great on paper but we need to ask some key questions before we dive into the investment.

Cash flow forecasting

Cash flow forecasting is a critical aspect of financial management for small and medium-sized software businesses. Understanding and projecting your…

Lead generation - marketing led

In this article we focus on the lead generation funnel with a focus on Marketing qualified leads (MQL)

Reporting discipline

Being an owner-manager of a B2B software company can be demanding. While most of your time is rightly spent on a variety of sales effectiveness and…

Content marketing insights (MQL)

This blog post explores the nuances of content marketing, its significance for small and medium-sized B2B software companies, and how it differs for…

KPIs - financial

“What is not tracked is not maintained”. As your team goes through the opportunity pipeline you need to take note of relevant KPIs, use them to…

Pipeline and qualification

Successful conversion of a lead is often determined by the ability to identify and focus on the most promising leads. Lead qualification plays a…

Lead generation - sales led

Understanding the journey from initial contact to a lead to a customer is paramount in the context of B2B software businesses. Leads come in various…

Lead scoring (MQL)

Attracting leads is akin to the art of wine tasting — enticing potential customers with a flavourful preview before committing to a full-bodied…

Entering new markets

Entering new markets generally takes one of three forms1^11:

Types of new markets

Every B2B software company that intends to grow will consider entering new markets as a natural plan. It should come as no surprise that a study by…