The SaaS Success Database

unicorn-money What does it take to build a billion-dollar SaaS enterprise-software company? We gave a 30,000-foot answer to this complex — and fascinating — question in a recent TechCrunch post, The SaaS Adventure. To recap: We’ve observed seven key phases in most SaaS companies’ go-to-market success. We dubbed this journey the “SaaS Adventure,” which is broadly how we… Read More

The Math Behind SaaS Startup Customer Lifetime Value

mathematics One of the most critical metrics for software companies — but also one of the most difficult to measure — is the lifetime value of their customers (LTV). The lifetime value dictates how a company should spend its marketing and sales dollars. Unfortunately, many early stage startups struggle to measure LTV, because they haven’t been around very long and, consequently… Read More

Finding Your Needy Niche

The following is an excerpt from The Predictable Revenue Guide To Tripling Your Sales:

Don’t let the Fear Of Missing Out (FOMO) muddy your market & message

When your company is struggling to generate quality leads, first ask yourself if you’ve found a Needy Niche. Of all the kinds of companies who could use you…and all the kinds of buyers who should want you… which ones need & want you so much that they’re willing to expend their attention, energy & money to buy and use you?Screen Shot 2014-08-19 at 2.52.01 PM

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Dropbox’s Wall Street Challenge

Dropbox Dropbox boasts a valuation in the $10 billion range. Last February the company hired a new CFO, which for many startups is a signal that their IPO moment is coming sooner rather than later. Nobody knows for sure of course, and Dropbox isn’t talking, but if the company does decide to move forward with a flotation, it could face several challenges in spite of its strong market presence.… Read More

Productivity Hack: Customize Chrome Search

Our featured author today is Seth M. List, Director Market Development at Umbel. He joins us for the latest installment of the Inside Sales Practioner Series.

chromesearchOver in the Sales Development Rep Forum on LinkedIn, Trish Bertuzzi recently posed this question:

What are your most effective SDR productivity hacks?

While my hack isn’t explicitly for sales development. It is wonderful nonetheless for Chrome users.

Chrome is awesome for quite a few reasons. As it relates to sales development, sales and/or sales management, this one is my favorite.

In a nutshell, what I’m going to teach you to do is perform Salesforce,
LinkedIn, Wikipedia, Google Drive, Hoovers, and more searches directly
from Chrome’s URL bar using custom keywords.

It takes a bit of explaining, but stick with me! It’s worth it.

I’ve customized Chrome utilizing a custom keyword (sfdc, linked, wiki, drive) to initiate the search. Once customized,

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Aligning SaaS Customer Success

saas marketing - saas customer success alignmentSaaS businesses develop intimate, long term relationships with their SaaS customers. Keeping that relationship positive and aligned over the years is a real challenge. In fact, many public SaaS companies have yet to turn a profit. If they don’t keep their customers around for years, then all that capital invested in customer acquisition will have gone to waste.

This is the third post in a series that explores the importance of SaaS customer alignment across the SaaS customer lifecycle. The last post examined the challenges of aligning SaaS customer acquisition, resulting in a short a list of SaaS Customer Alignment Tips. This post continues the list of tips into the second half of the SaaS customer lifecycle by examining the challenges of aligning SaaS customer success.

Churn Starts on Day One

It is typical in B2B software for customer acquisition to eat up 50% or more of total costs. In traditional licensed software, that cost is immediately recovered when a deal is closed by the revenue of the deal. There is very little uncertainty about the value of any new contract: it is the margin reaped between license revenue and acquisition costs. In SaaS, however, customer acquisition costs are recovered over time as the customer renews each period. There is a great deal of uncertainty about the value of any new contract, because the customer might cancel early or stick around for years.

saas marketing - saas customer alignment stock

The economics of a SaaS contract are like that of buying a stock or a bond, where you make an up front investment based on the promise of future returns. As the future unfolds, the value of that investment has little correlation to the price that you paid. It is determined by how effectively the underlying business manages its future. In SaaS, the work doesn’t end when then deal it is signed. It begins, because churn starts on day one.

SaaS Customer Alignment Tip #7

Don’t Fumble Your Handoffs

saas marketing - saas customer alignment fumbleSeparating hunters and farmers is a common SaaS sales best practice. Deals are closed by an aggressive quota-carrying sales team: the hunters, and then handed over to a more service oriented group of account managers and customer success reps for on-boarding, renewals and up-sell: the farmers. Your SaaS customer has only one SaaS customer life cycle. Every time you hand-off a SaaS customer relationship, you create the opportunity for that SaaS customer to fall through the cracks in your process. Continue reading "Aligning SaaS Customer Success"

Why Email Subject Lines Shouldn’t Be Optimized For Open Rates

my buddy Sam Laber is the director of marketing at Datanyze. (check them out for free via their free browser extension). here’s a great article he wrote on subject lines – what do you think? what strategies have consistently worked for you in the past? comment below!  

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