At this year’s SaaStr Annual, we put back-to-back a seemingly very different set of speakers, Jeff Lawson CEO of Twilio (transcript here) and Peter Gassner of Veeva (transcript here). Both are two of the most impressive and inspiring public Saa...

"When is the right time to add a new product?”

Adding a new product line is incredibly distracting. It’s not just building the 1.0, that’s the relatively easy part. But it gets incredibly complicated after that. Do you have two sales teams? Who gets what part of the long-term development budget? Where does marketing allocate its resources? And most importantly, multiple products can be very distracting at the management team level. The new product tends to dominate the discussions, yet by definition, is only a tiny percent of the...

At this year’s SaaStr Annual, we put back-to-back a seemingly very different set of speakers, Jeff Lawson CEO of Twilio (transcript here) and Peter Gassner of Veeva (transcript here). Both are two of the most impressive and inspiring public Saa...

"When is the right time to add a new product?”

Adding a new product line is incredibly distracting. It’s not just building the 1.0, that’s the relatively easy part. But it gets incredibly complicated after that. Do you have two sales teams? Who gets what part of the long-term development budget? Where does marketing allocate its resources? And most importantly, multiple products can be very distracting at the management team level. The new product tends to dominate the discussions, yet by definition, is only a tiny percent of the revenues in the early days.