Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

Pekka Koskinen (Leadfeeder,Founder & CEO) "How to reach $150k MRR without salespeople: Leadfeeder case" SaaS Nation 2017

2,671 views

Published on

"1. Building blocks of a high growth inbound marketing driven business model.
2. Acquiring users and keeping them paying.
3. Most important KPIs and tools."

  • Login to see the comments

Pekka Koskinen (Leadfeeder,Founder & CEO) "How to reach $150k MRR without salespeople: Leadfeeder case" SaaS Nation 2017

  1. 1. How to reach $150k MRR
 without salespeople
 Case Leadfeeder
 
 Pekka Koskinen
 Founder of Leadfeeder
  2. 2. Marketing tools Sales tools
  3. 3. MY BACKGROUND 2001
 Web development
 4,3M rev
 60 employees
 Partial exit to OP 2012
 Web development
 2,3M rev
 30 employees 2004
 Web analytics
 3,5M rev
 50 employees
 Exit to Fonecta 2013
 Sales intelligence
 1,4M rev
 25 employees Sales by salespersons Automated,
 no-touch sales
  4. 4. HIGH GROWTH BUSINESS MODEL Source: www.forentrepreneurs.com/startup-killer/
  5. 5. 1.ACQUIRING USERS • Content marketing + SEO (own blog, guest blogs) • PR with inboundjunction.com (articles inTechCrunch, Forbes, Entrepreneur.com) • Adwords, Facebook,Twitter, LinkedIn • Google, Pipedrive, partners, comparison websites and affiliate program • Viral loops (share to extend your free trial)
  6. 6. 2. CONVERTINGVISITORS • Instantly see what this is about • CTA with email field • Easy signup process, no credit card needed • Landing pages for top keywords • Welcome back page to market webinars
  7. 7. SETUP AND USE
 GOOGLE ANALYTICS Setup utm-tags and
 goals with funnels Use GoogleTag Manager What to use for: • Traffic sources that convert • Campaign optimisation • Conversion rates and funnels • Dashboard
  8. 8. 3. COVERTING USERSTO PAID CUSTOMERS • Onboarding program with Intercom • Responsive chat support • 30min free online ”training” • Easy credit card payment (or invoicing) • Pay or share (or work)
  9. 9. INTERCOM FOR MARKETING AUTOMATION
  10. 10. 4. RETAINING CUSTOMERS • Aim for net churn less than 2% per month • Create a Customer Success position / team • 30min free online trainings • Webinars, support materials, case studies • Monitor user activeness with scoring model • Intercom campaigns to paid customers • Upsell and support with consultancy and education • Longer subscription periods
  11. 11. GOOGLE SHEETS + SUPERMETRICS • Automatically refresh and email data with SQL from our business database • Match data with Google Analytics information • Use pivot for analysis
  12. 12. TIPS FOR GROWTH • Use the high growth business model • Avoid sales costs, prefer inbound marketing, automated sales and partnerships • CAC < 12 month LTV • If you have high churn, keep working on your product- market fit • Monitor user behavior from landing page to sales • Use marketing and sales tools for automation and analytics
  13. 13. THANKYOU! pekka.koskinen@leadfeeder.com

×