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12 Key Levers of SaaS Success

David Skok
David Skok
David SkokGeneral Partner at Matrix Partners

This presentation is from my talk at the 2017 SaaStr Annual Conference in San Francisco. It offers an overview of a simple model to understand a SaaS business and the key levers a CEO can pull to get the most impact. The presentation covers: Optimizing the SaaS Funnel: - Get inside your customer’s head - Break down the funnel into microsteps - Identify bottlenecks - Use funnel math to make improvements 12 key levers within the funnel: 1) Product/Market fit 2) Top of the funnel flow 3) Conversion rate 4) CAC (customer acquisition cost) 5) Number of sales people 6) PPR (productivity per rep) 7) Getting enough leads 8) Pricing 9) Customer retention rate 10) Dollar retention rate 11) Months to recover CAC 12) Recruiting, onboarding & management

12 Key Levers of SaaS Success

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12 Key Levers of SaaS Success
David Skok
ForEntrepreneurs Blog
General Partner, Matrix Partners
Goals
Present a simple model to
understand a SaaS business1
2 Show what levers a CEO can
pull to get the most impact
A QUICK PREAMBLE
Search for Product/Market Fit
Scaling the Business
Search for Repeatable & Scalable
& Profitable Growth Model
The Three Phases of a Startup’s Lifecycle
Predictable, Repeatable, Scalable, Profitable Growth
Scaling the Business
Search for Product/Market Fit
Search for Repeatable & Scalable
& Profitable Growth Model
One Sign That You’re Getting There:
Bookings - (NOT Revenue or ARR!)
Quarters

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