The DRMG Blog

March 10, 2023

The Elements of SaaS Soul: SuperPowers

Sales, and how meaning beyond product performance drives sales, is ultimately the key outcome we are after, and there has to be a way to connect meaning with sales. By aligning the organization around the SuperPowers and figuring out how and why the world needs them, you establish a distinct, ownable, and scalable culture of innovation, service, and value. This ultimately becomes the story your customers will tell and sell about you.

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March 1, 2023

The Elements of SaaS Soul: Context

First in a series on SaaS Soul. Soul requires boundaries in which truth can emerge by establishing context. Without constraints there are unlimited options. Without guardrails, the process becomes susceptible to sliding into well-worn ruts that feel more comfortable, less risky, more conventional. Happy crap.

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February 24, 2023

SaaS Brand Strategy Case Study: DashLX

In this episode of The SaaS Brand Strategy Show, DashLX co-founder Adam Stepanovic relays the struggles and breakthroughs associated with defining and establishing the Lived Experience (LX) category, and how the work of DRMG assisted in that journey.

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February 19, 2023

SaaS Brand Strategy...Know It When You See It

Brand strategy is the X factor in demand generation, conversion, customer loyalty, product development, employee recruitment and retention, and ultimately valuation. That’s DRMG’s thesis. We’ll explore examples in an attempt to illustrate where the brand strategy X factor appears and what we can learn from those who have incorporated it, both successfully and maybe not so much. So you know it when you see it.

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February 19, 2023

The Perils of All Sell, No Soul Business

When that larger strategic idea and opportunity is surrendered on the altar of revenue, what is the true cost of a revenue-only focus?

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February 3, 2023

Reduce and Reorient for Kick-Ass Content

Through reduction and re-orientation, the story you tell and sell about your company gains power through differentiation and removes you from the "better" game indicated by over-wrought and over-produced copy and production.

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January 24, 2023

Your Demand Gen Needs More Aware Gen

Conventional wisdom dictates that the first step of Demand Gen is to create awareness, but how B2B thinks awareness is created lacks impact and is easily copied. It's the Better game. Here's a little ditty on the opportunity to rebrand "brand-level marketing" in vernacular B2B will more easily understand and hopefully embrace.

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December 29, 2022

How is Brand Strategy Different From Category Design

While much of DRMG's work is informed by many of Category Design’s central tenets as championed and codified in Play Bigger, SaaS Brand Strategy is more than Category Design, and anytime you have a more-than you have to address the vernacular; you can't be like "We're better than Category Design.." otherwise you are in a game of better and not different. And as we all know, that's not the game you want to be playing.

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October 26, 2022

The Feedback Loop Through the Amoeba Analogy

Today (and maybe today only) let's think of a business like an amoeba. For those who no longer remember their 8th grade biology, an amoeba is a single-celled microbe that moves about by extending fingerlike projections called pseudopods and are controlled by a nucleus. They are either free-living in damp environments or they are parasites. While the essential nucleus of the cell remains fixed and protected, the pseudopods extend and contract in response to changes in the environments, both internal and external.

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June 3, 2022

VCs and the "do what we say not what we do" guide to the recession.

The nature of strategy is to identify, simplify, and focus on what really matters*. Never is that more important than when pessimism rules the day (and the market).

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May 25, 2022

CMO Churn is the CEO's Fault

Marketing has one message to achieve awareness, sales adopts another to close the deals, and product rationalizes a different one to address competition and/or customer requests. This is a sign the company has likely grown past the original founder's insight and needs a new strategy to base the narrative. The CEO's are left to try and figure out how to get the entire company to talk about what they do the same way. And the CEO's solution is often to ask the CMO to fix it.

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May 25, 2022

DRMG Unites Go to Market Activation with SaaS Brand Strategy

DRMG now offers a full suite of go-to-market services in tandem with our category creation and SaaS brand strategy.

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