👋 Hi, I’m James. Thanks for checking out Building Momentum: a newsletter to help startup founders and marketers accelerate SaaS growth through product marketing.


On Deck Founders (ODF) is an invite-only community for early-stage founders who want to find a co-founder, validate an idea, or build traction towards a fundraise.

The best reason to join ODF is to 10x your support network of other helpful founders. ODF founders have gone on to build 1,000+ companies valued over $9 Billion. Some examples include Levels, Secureframe and Pave.

Here’s what Vance Roush, co-founder of Overflow had to say:

“On Deck was catalytic in the earliest introductions to angel investors, giving us the momentum needed for later rounds of fundraising. Being around world-class people that are the best in the industry, and to be able to share knowledge was huge.”

Overflow raised a $10M Series A from R7 Partners — Limited spots available for the next cohort kicking off in early January.

Next cohort starts early January. Limited spots available.

Apply Today

Top 100 Product Marketing Influencers

Thanks to everyone who nominated me. I highly recommend checking out the full list and following other smart product marketers to learn from!

Interested in the intersection of tech and media, and want to own PMM at a startup with great prospects?

Check out this hot job opportunity at Papercup:

  • Role: Product Marketing Manager
  • Location: London – hybrid
  • Salary: Up to £70,000

Know the animals you’re hunting

As I’ve said many, many times before – don’t be something for everyone, be the thing for someone. This post by VC Christoph Janz from 2019 still rings true – you likely have multiple groups of customers that all have very different stories. Check out this illustration with Christoph’s graphs and my commentary:

What would you do, in this situation? Take a big bet on a segment with fewer customers but higher ACV – or prioritise getting the high-volume-low-ACV business back into growth mode?

You track too many metrics

Most companies have far too many metrics. Companies might have a dozen dashboards, each with 4-5 metrics, leading to 50-100 metrics being tracked at any given time. With that many metrics, at any given time it’s likely that half of them are up and half of them are down. How do you know if you’re doing well?

100% agree with this post from Sean Byrnes. Even as product marketers – famous for NOT having well defined metrics! – we’re often asked to track our initiatives against multiple leading and lagging indicators.

I think it really depends whether you’re in a business and culture where metrics are used to guide success or to monitor performance. Both have very different implications on the number, discreteness, and importance of metrics in your work.

So what can we do instead? Sean recommends treating metrics as expensive – choose as few as possible that give you the right insights to make high-impact decisions.

Using data to make decisions is great, but metrics theater is not.

Thanks for reading! Let me know what you thought – find me on Twitter and LinkedIn.

P.S. If you’ve found value in Building Momentum, could you buy me a coffee? Here’s my tip jar – any support is gratefully appreciated! 

P.P.S: If you enjoyed this post, will you share Building Momentum with your network?

Leave a Reply

Your email address will not be published. Required fields are marked *

Close Search Window