SaaSlessons learned
i am an entrepreneur  and live in Barcelona / San Francisco
i started teambox a couple years ago
now it kinda works on its own         +40k more
and this is how it looks like
but i’m here to share some stories
“build it, they will come”
1. find a real problem“We help [people in your market] do        [something] better”
2. solve that problem (with your product)
3. measure your progress (with metrics)
time to define your product
chosing a business model     Freemium      + virality   Try-and-buy     + sales cycleShareware / lite   + adoption    Pay-...
how much are you worth?               quantify the ROI                 for the buyerare we saving them money and pains (as...
choose a pricing model       per user      per usage    per company
choose a nice name for your baby                        Our first name                         was Saiku, at               ...
go single currency if you can
recurring billing is painful
cash is also an i18n issue
a bad gateway will cost you money                                                your                                     ...
legal costs are friction
iterate quicklyfrom “Minimum Viable Product”to “Maximum Buyable Product”...and start sales as soon as you can
selling is simple
sales is like sex
let them find you    acquisition
a first good impression, get their number                activation
the next dates...     retention
time to cash in for your effort            revenue
let friends talk about you          referrals
because that’s the easiest way to your next phone number..                         activation
AARRR!
Acquisition                AARRR!Activation       From Dave McClure’s              “Startup Metrics for Pirates”RetentionR...
AcquisitionActivationRetentionRevenueReferral
the whole funnel!stolen from Dave McClure’s “Startup Metrics for Pirates”
metrics you should watch       CAC      Customer Acquisition Cost        LTV     LifeTime Value of a client      ARPU     ...
and now for a chart
cohort and churnwatch your users grow and go away
if you get this, you win  LTV > CACyou spend $25 to get a customer, she pays you $50
things to watch to make that happen       LTV                   CACScalable pricing              Virality More features   ...
virality is, like, free users   If each user invites at least one more user, you winInvitations sent * % accepted > 1
build your dashboards early onkeep track of your key performance indicators:     signups, clients, % of conversion, etc
don’t underestimate support costs
once you’ve found your model, build processes for it                   time to optimize and scale
public service announcement Teambox is looking for people in Barcelona and San Francisco ruby || js                       ...
you should probably follow me on twitter             @michoyou should totally check out my product             Teambox
SaaS lessons learned
Upcoming SlideShare
Loading in...5
×

SaaS lessons learned

3,239

Published on

My experience running Teambox and some lessons for SaaS startups looking at growing in users and sales.

Published in: Technology

SaaS lessons learned

  1. 1. SaaSlessons learned
  2. 2. i am an entrepreneur and live in Barcelona / San Francisco
  3. 3. i started teambox a couple years ago
  4. 4. now it kinda works on its own +40k more
  5. 5. and this is how it looks like
  6. 6. but i’m here to share some stories
  7. 7. “build it, they will come”
  8. 8. 1. find a real problem“We help [people in your market] do [something] better”
  9. 9. 2. solve that problem (with your product)
  10. 10. 3. measure your progress (with metrics)
  11. 11. time to define your product
  12. 12. chosing a business model Freemium + virality Try-and-buy + sales cycleShareware / lite + adoption Pay-per-use + upselling
  13. 13. how much are you worth? quantify the ROI for the buyerare we saving them money and pains (aspirin) or just making their lives better (vitamin)? “Users with Teambox increased by 30% their billable hours”
  14. 14. choose a pricing model per user per usage per company
  15. 15. choose a nice name for your baby Our first name was Saiku, at http://saikuapp.com We spent $1000 to acquire http://teambox.com much more memorable
  16. 16. go single currency if you can
  17. 17. recurring billing is painful
  18. 18. cash is also an i18n issue
  19. 19. a bad gateway will cost you money your customerspaypal
  20. 20. legal costs are friction
  21. 21. iterate quicklyfrom “Minimum Viable Product”to “Maximum Buyable Product”...and start sales as soon as you can
  22. 22. selling is simple
  23. 23. sales is like sex
  24. 24. let them find you acquisition
  25. 25. a first good impression, get their number activation
  26. 26. the next dates... retention
  27. 27. time to cash in for your effort revenue
  28. 28. let friends talk about you referrals
  29. 29. because that’s the easiest way to your next phone number.. activation
  30. 30. AARRR!
  31. 31. Acquisition AARRR!Activation From Dave McClure’s “Startup Metrics for Pirates”RetentionRevenueReferral
  32. 32. AcquisitionActivationRetentionRevenueReferral
  33. 33. the whole funnel!stolen from Dave McClure’s “Startup Metrics for Pirates”
  34. 34. metrics you should watch CAC Customer Acquisition Cost LTV LifeTime Value of a client ARPU Average Revenue Per User Churn % of Clients you lose a month Cohort Evolution of users who signed upVirality rate Users invited per user
  35. 35. and now for a chart
  36. 36. cohort and churnwatch your users grow and go away
  37. 37. if you get this, you win LTV > CACyou spend $25 to get a customer, she pays you $50
  38. 38. things to watch to make that happen LTV CACScalable pricing Virality More features Freemium High churn High touch sales processLow satisfaction Outbound marketing
  39. 39. virality is, like, free users If each user invites at least one more user, you winInvitations sent * % accepted > 1
  40. 40. build your dashboards early onkeep track of your key performance indicators: signups, clients, % of conversion, etc
  41. 41. don’t underestimate support costs
  42. 42. once you’ve found your model, build processes for it time to optimize and scale
  43. 43. public service announcement Teambox is looking for people in Barcelona and San Francisco ruby || js serious javascript as in node.js or backbonedevelopers
  44. 44. you should probably follow me on twitter @michoyou should totally check out my product Teambox
  1. A particular slide catching your eye?

    Clipping is a handy way to collect important slides you want to go back to later.

×