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The SaaS Sales Funnel

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In the presentation we cover how it's important to track the
key metrics within a SaaS sales funnel and how to optimize them at each stage.
Many SaaS tools look at just number of sales and there are many stages both before and after the sale in which saas tools can work more efficiently and produce better results.
We also cover communication strategies and the important of using the behaviour of your consumers to model your sales strategy.

Published in: Sales
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The SaaS Sales Funnel

  1. 1. The SaaS Sales Funnel Mick Griffin Brand24
  2. 2. The Perception of the Sales Person
  3. 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. 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. 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. 6. Reverse Engineering 6600 PLN Per Month x 3 $1680 LCV 4 Clients $140 AMR 12 Month LCV
  7. 7. Website Users Intent User Paid Users Retained Users Conversion 7.5% Conversion 10% Conversion -5%www @ $ ☺ 440533
  8. 8. Website Users Intent User Paid Users Retained Users Conversion 5.0% Conversion 7.5% Conversion -5%www @ $ ☺ 4531,060
  9. 9. The Sales Funnel
  10. 10. How Partnerships Can Help To Increase Website Traffic www
  11. 11. www Organic Social Content Paid Referral
  12. 12. Use Your Assets Financial Community Product Knowledge $$$
  13. 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. 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. 15. Your website is a funnel www
  16. 16. www Organic Social Content Paid Referral Home Customers Features Pricing Sign Up
  17. 17. www Organic Social Content Paid Referral Home Customers Features Pricing Sign Up
  18. 18. www Organic Social Content Paid Referral Home Customers Features Pricing Sign Up
  19. 19. Average Home Page Bounce Rate 40-60%
  20. 20. Average Time On Home Page 60-90 Seconds
  21. 21. Your Testers Are Giving You All The Info You Need @
  22. 22. www Organic Social Content Paid Referral Home Customers Features Pricing Sign Up Cycle End
  23. 23. Communication Strategy Day 0 Day 14
  24. 24. www Organic Social Content Paid Referral Home Customers Features Pricing Sign Up Cycle End
  25. 25. Communication Strategy Day 0 Day 14
  26. 26. Communication Strategy Day 0 Day 14 Active Correctly Successfully Consistantly Created Value
  27. 27. Communication Strategy Day 0 Day 14 Active Correctly Successfully Consistently Created Value
  28. 28. Communication Strategy Day 0 Day 14 Active Correctly Successfully Consistently Created Value
  29. 29. Communication Strategy Day 0 Day 14 Active Correctly Successfully Consistently Created Value
  30. 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. 31. Day 0 Day 14 Active Correctly Successfully Consistently Created Value Communication Strategy
  32. 32. Day 0 Day 14 Active Correctly Successfully Consistently Created Value Communication Strategy
  33. 33. Day 0 Day 14 Active Correctly Successfully Consistently Created Value Communication Strategy
  34. 34. www Organic Social Content Paid Referral Home Customers Features Pricing Sign Up
  35. 35. Flipping The Funnel $
  36. 36. Number 1 SaaS Customer Acquisition 2012 SaaS Small Business Report Referrals - 17.2%
  37. 37. Satisfaction Endorsement Recommendation
  38. 38. Satisfaction THANK THEM FOR THEIR BUSINESS INCREASE VALUE PROPOSITION IDENTIFY WARNING SIGNS
  39. 39. Endorsement CREATE A FEEDBACK CHANNEL IDENTIFY SUCCESS STORIES DONT BE AFRAID TO ASK
  40. 40. Recommendation MAKE REFERRALS EASY RECOGNISE VALUABLE PARTNERS CREATE MULTI LEVEL REWARDS
  41. 41. Thank You Chief Revenue Officer Mick Griffin @MickGriffin pl.linkedin.com/in/mickgriffin

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