by Burch LaPrade | Apr 9, 2021 | Uncategorized
Metaphors run rampant in the world of business. Quite often, it’s a sports or military analogy. I thought I’d try to break out of that rut with a horticulture reference when thinking about the sales process. First, taking a step back: the most common framework...
by Burch LaPrade | Mar 17, 2021 | Uncategorized
InsurTech is the promise that new technologies and approaches can revolutionize an industry that is both very large (7% of U.S. GDP is comprised of insurance premiums) and very slow to change. Gain Compliance started in 2016, when the amount of investment in domestic...
by Burch LaPrade | Jan 15, 2021 | Uncategorized
On the one hand, the SaaS business model offers ground-breaking benefits for providers. Financially, it inverts convention. Rather than tying payments to services rendered, subscription software is prepaid. Coupled with the high margins inherent in cloud software,...
by Burch LaPrade | Nov 8, 2020 | Uncategorized
Early scaling for a SaaS company – the period of growth from $1 million ARR to $10 million – presents an interesting phenomenon. Now that the company has solid and stable product-market fit, the sales model (and related results) takes on a much more...
by Burch LaPrade | Oct 15, 2020 | Uncategorized
As a company grows, there’s a balancing act between creating necessary and unnecessary process. Speed is a primary advantage for startups. The short lag time between idea and implementation can lead to rapid innovation, and, hopefully, success. Undo deliberation and...
by Burch LaPrade | Aug 17, 2020 | Uncategorized
August marks the 4th anniversary of Gain Compliance. It’s always interesting to check in on the reality vs. expectations of having another year under our belt. In short, the past year has gone incredibly well. But, as with all early-stage companies, it doesn’t mean...
by Burch LaPrade | Jul 13, 2020 | Uncategorized
The best thing about cracking a new market is working with customers. Not only is it necessary from a company standpoint – revenue is the end goal, after all – but it also offers numerous benefits with regards to product development. Not to mention: the...
by Burch LaPrade | Jun 9, 2020 | Uncategorized
One feature of hypermature markets is a lack of innovation . The dominant incumbents have carved up market share with little movement among vendors, allowing them to sit back and collect what is effectively a stream of annuity payments. But…all good things come to an...
by Burch LaPrade | May 12, 2020 | Uncategorized
I started as an entrepreneur a little over two decades ago – a long enough period to have experienced a full range of market conditions. This includes two notoriously challenging periods: In 2000, I founded my first company in a very down economy in the Bay Area...
by Burch LaPrade | Mar 18, 2020 | Uncategorized
COVID-19 has brought renewed interest in remote workers, a phenomenon that was unheard of until fairly recently. Several factors have contributed to effectiveness of a distributed workforce, not the least of which is the ubiquity of cloud-based software. The...
