1.
The SaaS Sales Funnel
Mick Griffin
Brand24

2.
The Perception of the
Sales Person

3.
Every Action in your Business should attribute to one of these metrics
Key SaaS Stages
Website Users
Intent User
Trial
Free Account
Demo Request
Paid Users Retained Users
www
@ $ ☺

4.
Every Action in your Business should attribute to one of these metrics
Key SaaS Metrics
Website Users
Intent User
Trial
Free Account
Demo Request
Paid Users Retained Users
Conversion
x%
Conversion
x%
Conversion
x%www
@ $ ☺

5.
Every Action in your Business should attribute to one of these metrics
Key SaaS Metrics
Website Users
Intent User
Trial
Free Account
Demo Request
Paid Users Retained Users
Conversion
7.5%
Conversion
10%
Conversion
-5%www
@ $ ☺

6.
Reverse Engineering
6600 PLN Per
Month x 3
$1680
LCV
4
Clients
$140 AMR
12 Month LCV

7.
Website Users
Intent User
Paid Users Retained Users
Conversion
7.5%
Conversion
10%
Conversion
-5%www
@ $ ☺
440533

8.
Website Users
Intent User
Paid Users Retained Users
Conversion
5.0%
Conversion
7.5%
Conversion
-5%www
@ $ ☺
4531,060

9.
The Sales Funnel

10.
How Partnerships Can Help
To Increase Website
Traffic
www

11.
www
Organic
Social
Content
Paid
Referral

12.
Use Your Assets
Financial
Community
Product
Knowledge
$$$

13.
Create Partnerships with Brands who have similar goals
Saas Holiday Hamper
17 Partners Featured
Cost 0 PLN
Generated 6,400 Visitors
Over 10,000 PLN in sales
generated for partners

14.
Cyber Monday
Time To Setup - 2 Days
Cost 8.3% LCV
Over 150 New Trials
Over 7,000PLN in sales revenue
50% Off Your
First
3 Months

15.
Your website is a funnel
www

16.
www
Organic
Social
Content
Paid
Referral
Home
Customers
Features
Pricing
Sign Up

17.
www
Organic
Social
Content
Paid
Referral
Home
Customers
Features
Pricing
Sign Up

18.
www
Organic
Social
Content
Paid
Referral
Home
Customers
Features
Pricing
Sign Up

19.
Average Home Page Bounce Rate
40-60%

20.
Average Time On Home Page
60-90
Seconds

21.
Your Testers Are Giving You
All The Info You Need
@

22.
www
Organic
Social
Content
Paid
Referral
Home
Customers
Features
Pricing
Sign Up Cycle End

23.
Communication Strategy
Day 0 Day 14

24.
www
Organic
Social
Content
Paid
Referral
Home
Customers
Features
Pricing
Sign Up Cycle End

25.
Communication Strategy
Day 0 Day 14

26.
Communication Strategy
Day 0 Day 14
Active Correctly Successfully Consistantly Created Value

27.
Communication Strategy
Day 0 Day 14
Active Correctly Successfully Consistently Created Value

28.
Communication Strategy
Day 0 Day 14
Active Correctly Successfully Consistently Created Value

29.
Communication Strategy
Day 0 Day 14
Active Correctly Successfully Consistently Created Value

30.
When To Automate?
When you can’t possibly complete the task manually
When the sacrifice in conversion is more cost effective than the
time spent completing manually

31.
Day 0 Day 14
Active Correctly Successfully Consistently Created Value
Communication Strategy

32.
Day 0 Day 14
Active Correctly Successfully Consistently Created Value
Communication Strategy

33.
Day 0 Day 14
Active Correctly Successfully Consistently Created Value
Communication Strategy

34.
www
Organic
Social
Content
Paid
Referral
Home
Customers
Features
Pricing
Sign Up

35.
Flipping The Funnel
$

36.
Number 1 SaaS Customer Acquisition
2012 SaaS Small Business Report
Referrals - 17.2%

37.
Satisfaction
Endorsement
Recommendation

38.
Satisfaction
THANK THEM
FOR THEIR
BUSINESS
INCREASE
VALUE
PROPOSITION
IDENTIFY
WARNING
SIGNS

39.
Endorsement
CREATE A
FEEDBACK
CHANNEL
IDENTIFY
SUCCESS
STORIES
DONT BE
AFRAID TO
ASK

40.
Recommendation
MAKE
REFERRALS
EASY
RECOGNISE
VALUABLE
PARTNERS
CREATE MULTI
LEVEL
REWARDS

41.
Thank You
Chief Revenue Officer
Mick Griffin
@MickGriffin
pl.linkedin.com/in/mickgriffin