Category: Category Leaders

How B2B Software Vendors Create New Categories

Over the past few years I have spent a considerable amount of time studying the best practices of category leaders in the Software-as-a-Service market. I have been particularly focused on market leaders in the business applications space – in categories ranging from accounting and finance to sales and marketing. Examples include Coupa (procurement), Zuora (subscription billing), Anaplan (financial planning), Hubspot…

Zuora Case Study (Part 4) – How Category Leaders Re-Invent the Technology Platform

Zuora doesn’t just solve point problems in the subscription business model, it provides a suite of applications to “launch, monetize, and manage the entire order-to-revenue process on a single platform.”  Much like many other leading SaaS and cloud providers, Zuora is seeking to achieve exponential growth by encouraging a community of third party developers to build on its platform. Zuora…