QuickBlox started to focus more on marketing->sales conversions and metrics so this presentation from earlier speaking at Conformato 15 conference today provides some insights into what we learned and what we do including things like the power of content and SEO, green vs red buttons and analytics instruments such as pivot table and reports and users conversion funnel as well as SaaS sales talk code such as INQ -> MQL -> SAL -> SQL -> CLO. Enjoy and good luck with building great SaaS businesses!

1. Taras Filatov, founder/CEO, 22 April 2015
http://quickblox.com/
taras@quickblox.com
Growing SaaS sales from ZERO to
$1,000,000 ARR. QuickBlox
experience.http://www.conformato.org

2. Q U I C K B L O X
C A N A D D C O M M U N I C A T I O N T O
E V E R Y A P P O N T H E P L A N E T

3. Quickblox in
Ecommerce
Better online transactions through
real time communication and
information exchange between
buyers and sellers
HOW CUSTOMERS USE QUICKBLOX
TODAY
Kijiji uses Quickblox to connect classified customers in their app

4. Quickblox in sports,
entertainment and
social networking
Enabling Consumer-centric
sites, apps, and services to
engage their community
through OTT
Playdemic uses Quickblox chat in their Apple featured app

5. Quickblox in medical,
financial and
government
Providing OTT communication which is
safe, private and regulatory compliant
Garda (The Irish Police Force) uses Quickblox to
power their missing persons app.

6. Quickblox in corporate
Allowing organisations to connect
their employees & members
with private, secure OTT
communications compatible
with existing systems
The Major League Baseball Player Association uses Quickblox
to power private chat amongst their members

7. OUR PRODUCTS
Q-municate is our native app for iOS,
Android and the Web.
Q-municate is our native app for iOS, Android and
for the Web. It integrates tightly with our API.

8. WORLDWIDE MARKET
If business use of OTT in applications is 2.5% of the Total Addressable market, then we are
operating in a $1.4 billion market just for business OTT services.
Visitors to quickblox.com
Countries in which we have paying clients
There are approximately 3,000,000 apps available in stores
worldwide a lot of them want OTT communications.

9. earch engine, , 3322
Search engine, , 8561
Search engine, , 17158
Search engine, , 24061
Search engine, , 34886
Direct, , 3021
Direct, , 6704
Direct, , 9232
Direct, , 12664
Direct, , 16231
ink, , 2402 Link, , 1868
Link, , 4891 Link, , 4981 Link, , 4297
PEOPLE FIND US
We spend no money on marketing. Almost all of our
customers have found us organically through search
engines, social media and links. Search queries leading
to Quickblox include “chat sdk” and “video calling sdk"
Search engine traffic
Direct traffic
Link traffic
Visitors to our website
2012 - 2014

10. C L I E N T S O F Q U I C K B L O X
S A A S
50-80 developers register
per day

11. C L I E N T S O F Q U I C K B L O X
S A A S
47 enterprise prospects
per month
contact us proactively

12. Q : H O W T O C R E A T E A
P O W E R F U L
INBOUND
?

13. A : CONTENT + SEO

14. Most of traffic organic from
Google
Long-term content building
and SEM strategy since 2011

15. 1839 pages indexed
Well structured semantically
1st Page in Google in
relevant requests

16. A/B TESTING
or
RED BUTTONS

17. RED BUTTONS
http://blog.hubspot.com/blog/tabid/6307/bid/20566/The-Button-Color-A-B-Test-Red-Beats-Green.aspx
Alas, it’s true, red buttons are more efficient!

18. RED BUTTONS

19. RED BUTTONS

20. MARKETING -> SALES
METRICS

21. "If you can not measure it, you can
not improve it."

22. Do you understand this?
http://www.quora.com/What-are-the-typical-conversion-rates-in-the-waterfall-funnel-model-between-INQ-Mql-SAL-SQL-Opp-Closed

23. Do you understand this?
At QuickBlox we didn’t until Q1 2015
http://www.quora.com/What-are-the-typical-conversion-rates-in-the-waterfall-funnel-model-between-INQ-Mql-SAL-SQL-Opp-Closed

24. MQL -> CLO: main metric for SaaS
CEO to focus on
http://www.quora.com/SaaS-marketing-metrics-What-are-the-average-conversion-rates-from-MQL-to-SQL-SQL-to-Opportunity-Opportunity-to-Close
http://www.saastr.com

25. Waterfalls and Funnels

26. Waterfalls and Funnels

27. Waterfalls and Funnels

28. How QuickBlox tracks Marketing -> Sales
metrics

29. Free users funnel
(started tracking in 2014)

30. Enterprise clients funnel
(started tracking in 2015)

31. How to make: Step 1, Raw data

32. Step 2, Pivot report

33. Step 3, Intermediary reports (if needed)

34. Step 4, Funnel

35. What next?
Change Measure
Grow!  $3-6m ARR

36. Thank you for your
attention!
http://quickblox.com/
taras@quickblox.com