Saastr Annual 2015

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jmstankowski

SaaStr Annual 2015

Technology

SaaStrAnnualEscapeVelocity
SaaStr Annual
Escape Velocity
February 5, 2015
San Francisco

Ryan Floyd-Storm Ventures John Willard-Silicon Valley Bank

Parker Conrad & Sam Blond - Zenefits Aaron Ross- Predictable Revenue

Daniel Chait- Greenhouse.io Nicolas Dessaigne- Algolia Taigo Paiva- Talkdesk Nick Mehta- Gainsight

Kris Duggan- Betterworks Mark Organ- Eloqua Nick Mehta-Gainsight Aaron Ross- Predictable Revenue

Jason Green- Emergence Capital Mamoon Hamid- Social+Capital Mallun Yen- RPX Corporation

David Sacks- Yammer Stewart Butterfield- Slack

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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

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