How to sell SaaS? Based on experience.


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Karol Pokojowczyk, CEO of is sharing his experience on how to sell SaaS.

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How to sell SaaS? Based on experience.

  1. 1. How to sell SaaS? Based on experience. Karol Pokojowczyk from
  2. 2. • 2013 is definitely a year of new opportunities. It doesn’t matter if you are selling your services online, developing e-commerce, or advising.
  3. 3. • It doesn’t matter if you are freelancer, a start-up, an SaaS seller, or if you are providing accounting services.
  4. 4. • Analysis, drawing conclusions, and growth are the common denominators in all of them.
  5. 5. • It’s called Growth Hacking.
  6. 6. • A key to success lies in measuring the correlation between:     size and source of Web traffic SEO indices customer retention conversions and goals
  7. 7. Here are ten “commandments” to help you achieve success:
  8. 8. 1. Let people find you
  9. 9. • There is no business without customers. Being on the first page for a keyword that our customers don’t search for is neither useful nor profitable.
  10. 10. • Searching for as many as possible phrases that bring traffic with little competition level is crucial.
  11. 11. • Positioning is not a disposable act; it works for many weeks, or even months.
  12. 12. • If our website is not popular, and we don’t have many strong backlinks, then even good keywords won’t help us. We can’t hope to be listed on the first page of search engines in such a situation.
  13. 13. 2. Measure SEO indicators
  14. 14. • Measure search engine positions with the help of specialist SEO tools in every single country you are targeting.
  15. 15. • Measure the quality of your backlinks with the analysis of internal/external links and phrases to which they link.
  16. 16. • Measure the quality of your own websites – density of keywords you target, semantic codes, loading speed, etc.
  17. 17. 3. Acquiring paid traffic makes sense, but only if it leads to reasonable conversion rate
  18. 18. • Examples of traffic sources: – Facebook Ads – Adwords Ads – Retargeting– advert for our already existing visitors. A very efficient tool for an acceptable amount of money.
  19. 19. 4. Advise, help, expand the coverage in networking and social media. Chase your customer
  20. 20. • Examples of page with discussions which can help expanding your range: – Pinterest – Quora – LinkedIn
  21. 21. 5. Measure Customer Retention
  22. 22. • Retention is the most important index for businesses that sell products or services for subscription.
  23. 23. • Measuring how useful our product/service is absolutely vital in this case. It helps us to answer the needs of our customers more efficiently.
  24. 24. • One of the best tools for measuring retention is Mixpanel.
  25. 25. 6. Measure conversions
  26. 26. • The second most important index is Goal Conversions – efficient budget allocation.
  27. 27. • These tools can be very helpful: – Google Analytics – Kissmetrics – Colibri
  28. 28. 7. Work on the best price for every group of customers
  29. 29. • Test different prices (A/B test), but never change prices for existing customers.
  30. 30. • If possible, implement a subscription model or SaaS that will allow you to estimate revenues much more easily.
  31. 31. 8. Your customer is the best salesman
  32. 32. • Create affiliate programs, loyalty programs and recommendations – customers recommending your product to their “friends” will always be more efficient than you.
  33. 33. • Create content and make yourself easy to reach.
  34. 34. • Go viral! Can you create viral content? – it’s one of the hardest tasks, but also one of the best methods for expanding your range.
  35. 35. 9. Monitor your competition
  36. 36. • Spyfu will help you find your competition’s Adwords.
  37. 37. 10. Learn more and supplement your knowledge
  38. 38. • The Internet is filling up with helpful knowledge. But sometimes paying for it is a better idea, because it will be much more complex.
  39. 39. • I can recommend: - Mixergy – over 90 courses and 800 interviews with people who have succeeded. - Sixteen Ventures– advanced course for businesses based on free trial models.
  40. 40. Get all of these actions working every day, every month, and don’t stop. Good luck!
  41. 41. This article was originally published on Find out more: How to sell SaaS? Based on our experience.
  42. 42. Author: Karol Pokojowczyk CEO Colibri IO @KarolPokojowczy @Colibri IO