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Brisk's Tools of the trade: from lead to closed

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A walk through Brisk's tools for data analysis focusing on traffic and inbounds. Especially useful for SAAS companies.

Data & Analytics
1 of 13
From lead to closed A walkthrough of Brisk’s funnel metrics Carmen Márquez Castro
categorised 1998 searched 2010 floated 2014
Top-down, outreach. Good conversion (>4%) Slow product-feedback cycle Long, bespoke sales cycle January - May Bottom-up, inbound. More leads Shorter feedback cycle Less-bespoke sales June -
Customer Value ~ $10 000 $20 / user*month > 20 users > 2 year lifetime
Goal Q4 Not make money, yet… Increase inbound Today 20-30 companies per week Goal: 50 per week Increase retention Today 10-20% Goal: +10%
Discovery Install free version “Please contact me” Trial Upgrade Outreach Drip (started in September)
Traffic 50% direct 15% organic 30% referral • 40% Quora • 20% listing sites • 40% other 5% other Discovery Install free version Conversion to install 10% on site 20% on chrome store Activation 40% of installs login working on tagging to get this down
Twitter LinkedIn* email Quora LinkedIn Medium own blog MOOC/Education listing sites chrome store SEO Outreach Content Marketing Organic Paid Facebook Twitter LinkedIn remarketing “content recommendation”
Mixpanel MailChimp BuiltWith LeadGenius ProspectAce ProspectEye Adroll Twitter LinkedIn Facebook Sprinkle Totango Zendesk DocuSign Customer Lead generation Prospecting Drip Google Analytics Mixpanel Salesforce R, CSV, Spreadsheets Images Brisk Act Massage Gather & Store Analytics pipeline
Organic Chrome store Search Content Marketing Blog Forums Dropbox style 2-sided sharing incentives They get 3 months premium, you get 3 months premium
Thanks! carmen@brisk.io

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Brisk's Tools of the trade: from lead to closed

  • 1. From lead to closed A walkthrough of Brisk’s funnel metrics Carmen Márquez Castro
  • 2. categorised 1998 searched 2010 floated 2014
  • 3.
  • 4. Top-down, outreach. Good conversion (>4%) Slow product-feedback cycle Long, bespoke sales cycle January - May Bottom-up, inbound. More leads Shorter feedback cycle Less-bespoke sales June -
  • 5. Customer Value ~ $10 000 $20 / user*month > 20 users > 2 year lifetime
  • 6. Goal Q4 Not make money, yet… Increase inbound Today 20-30 companies per week Goal: 50 per week Increase retention Today 10-20% Goal: +10%
  • 7. Discovery Install free version “Please contact me” Trial Upgrade Outreach Drip (started in September)
  • 8. Traffic 50% direct 15% organic 30% referral • 40% Quora • 20% listing sites • 40% other 5% other Discovery Install free version Conversion to install 10% on site 20% on chrome store Activation 40% of installs login working on tagging to get this down
  • 9. Twitter LinkedIn* email Quora LinkedIn Medium own blog MOOC/Education listing sites chrome store SEO Outreach Content Marketing Organic Paid Facebook Twitter LinkedIn remarketing “content recommendation”
  • 10. Mixpanel MailChimp BuiltWith LeadGenius ProspectAce ProspectEye Adroll Twitter LinkedIn Facebook Sprinkle Totango Zendesk DocuSign Customer Lead generation Prospecting Drip Google Analytics Mixpanel Salesforce R, CSV, Spreadsheets Images Brisk Act Massage Gather & Store Analytics pipeline
  • 11.
  • 12. Organic Chrome store Search Content Marketing Blog Forums Dropbox style 2-sided sharing incentives They get 3 months premium, you get 3 months premium