“5 Lessons I Learned When I Created My SAAS”, with Jim Berryhill of DecisionLink

Mitch Russo
Nov 8 · 10 min read

Make sure your solution is valuable. Real valuable. There are way too many examples of solutions in search of a problem. Will somebody pay for it? What is the value they will derive from it? Without a doubt your primary competitor will be “alternative use of capital”, not a direct functional competitor. So, you have to win 2 deals. The first is the external competitive deal. Once you win the competition for what you do, then you will then have to win another deal to get funded. Think about this, you will be associated with one of 10 different projects being considered. Your prospect can do 3 of them. You have to be really valuable, and you have to be good at communicating that value, if you want to win that 2nd competition.

As part of my series about the “5 Lessons I Learned When I Created My App or SAAS”, I had the pleasure of interviewing Jim Berryhill, CEO & Co-Founder of DecisionLink.“Every deal we work on is associated with a customer project that has a business case. We should not expect high performance in our sales and customer success organizations if we don’t understand that business case, the business outcomes to be achieved, and the economic value our products, services and solutions mean for the business case.” Jim spent over 30 years in enterprise software sales and sales management, leading high-performance teams at ADR, CA, Siebel Systems and HP Software with focus on value selling. He founded DecisionLink with a vision to make Customer Value a strategic asset by delivering the first enterprise-class platform for Customer Value Management. Jim is a graduate of the University of Georgia, resides in Atlanta with his wife Elise and has two children and three grandchildren.


Authority Magazine

Leadership Lessons from Authorities in Business, Film, Sports and Tech. Authority Mag is devoted primarily to sharing interesting feature interviews of people who are authorities in their industry. We use interviews to draw out stories that are both empowering and actionable.

Mitch Russo

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Author of The Invisible Organization — How Ingenious CEOs are Creating Thriving, Virtual Companies & Power Tribes — How Certification Can Explode Your Business

Authority Magazine

Leadership Lessons from Authorities in Business, Film, Sports and Tech. Authority Mag is devoted primarily to sharing interesting feature interviews of people who are authorities in their industry. We use interviews to draw out stories that are both empowering and actionable.

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