Business Building Block [marketing/sales] - Market Better 4-12-17

The document summarizes a presentation on behavioral pricing given by Emily Ellis of Boston Consulting Group. It discusses applying principles from Marie Kondo's book on tidying up to pricing by (1) committing to change, (2) knowing where to start and following a sequence, and (3) organizing choices by customer motivation rather than other factors. It also covers packaging choices to "spark joy" for different customer segments and removing obstacles to choice through sales tactics tailored to each segment. The goal is to reveal hidden growth opportunities by making subtle shifts informed by behavioral economics.

What Is A Go-To-Customer Strategy?

Drift

Top 10 Learnings about Free Trials with Tomasz Tunguz

Unlocking the power of partner mktg cindy eager-hatch

Infusionsoft

The document discusses growing a business through partner and referral marketing. It outlines the benefits of partner marketing such as extending reach and lowering costs. It then provides tips for creating an effective partner program including defining objectives, finding the right partners, providing resources to partners, and motivating partners. The document stresses the importance of clear communication, incentives for partners, and maintaining engagement.

SaaStock 2019 - kevin kimber

This document discusses managing an executive committee. It recommends hiring a Chief Customer Officer after Series A funding when annual recurring revenue reaches $1 million. A Chief Financial Officer should be hired after Series B funding when ARR reaches $5 million. It emphasizes clear communication of key metrics, agreeing on a desired company culture, coaching and mentoring executives but also making changes quickly. It also recommends clearly understanding how each executive is measured, holding weekly deep dives focused on one area, and ensuring enough social time to build strong bonds between leaders. Finally, it discusses using KPIs to track individual performance and OKRs to align the leadership team.

What is a North Star Metric?

GrowthHackers

A lot of people *think* they know freemium, but their knowledge doesn't go beyond the basics. Insightly's VP of Finance Karl Laughton *knows* freemium, because he's been in the freemium trenches for nearly a decade. Drawing on his experience, Karl walks through how to properly model out freemium across the board to make sure you're taking advantage of the model properly at Price Intelligently's SaaSFest 2016.

Lessons from Gorgias: How to Close your First 1000 Customers Based Solely on ...

This document outlines how to close your first 1,000 customers solely based on data. It describes building a growth engine by finding qualified leads through trade shows, email campaigns, partnerships and content. It then discusses how to find who should buy from the company using data on 600k accounts to identify 60k qualified accounts and 1k ready accounts. It also discusses tailoring the closing process, personalizing onboarding, and getting a unified view of customers through a growth dashboard to track marketing initiatives and assign the right accounts to salespeople. The result was said to be a repeatable lead generation machine and getting to 1,000 customers through a data-driven culture.

SaaStock 2019 - arun mani

The document discusses Freshworks' approach to building a global SaaS business out of India. It outlines Freshworks' strategy of focusing on the massive SMB market segment, developing multiple affordable and intuitive products to serve customers' diverse needs, and using a combination of product-led and sales-driven approaches to fuel growth across SMB, mid-market, and enterprise customers. This twin-engine model has helped Freshworks rapidly scale revenues from $1 million to over $100 million in just a few years.

Track A - Pecha Kucha session: 20 Unconventional affiliate strategies

Affiliate Summit

SaaStock 2019 - john thompson

The document provides lessons learned from 20 years of experience in B2B SaaS leadership. It discusses that targeting niche but large markets in unsexy industries can be very successful, as demonstrated by one of the author's startups that attained strong financial returns without competitors. While venture capital can provide high growth, alternative funding is available for medium-sized opportunities that may be a better fit. The author also advocates focusing intently on a singular goal until competitors cannot challenge you. Key drivers of SaaS sales growth are identified as the interplay between perceived value, friction factors, and go-to-market execution. Finally, the author emphasizes that business performance relies on people and culture, which are worth substantial investment and careful

High Level Unification: A Success Story

Tenbound

The document summarizes Jeff Samuels' presentation about high level unification and building a successful go-to-market strategy. It discusses transitioning from $0 to over $2 billion in revenue, establishing partnerships, acquiring the right customers, developing great products, ensuring customer happiness, creating repeatable processes, optimizing sales development representative workflows, prioritizing lead conversion, and setting achievable goals. The key is relentless tracking, continuous execution, and alignment through project management rather than one-time efforts. Innovation and operating outside one's comfort zone were also emphasized.

Big Profits with Little Budgets: How to Win Online Advertising Without Oversp...

THIS JUST IN: you don't need to spend a lot to see major profits from online advertising. Don't believe us? Join our expert for a power hour in how you can leverage AdWords, Bing, Display and Facebook to produce noticeable results without breaking the bank. You'll walk away knowing exactly what you need to do to: - Decide which advertising networks make the most sense for your business - Set a realistic budget that WILL win you new customers - Use multiple platforms together to blow your competition out of the water

Budgets, Bids and Winning New Business in 2019: How to Allocate Ad Spend Like...

When it comes to online advertising, it isn't about how much you spend, it's about how you spend it. Should you be spending more on Facebook or Google? What is the best budget for your industry? When should you stop putting money behind a poor-performing campaign? For these answers and more, join our live webinar with our in-house pay-per-click expert. You'll learn: - How to use 2018's results to set the best budget for your business in 2019 - What processes you can set up now to keep wasted spend in check all year long - How to quickly determine which ad types are actually worth putting your budget behind - What signs you should be looking for when managing your bids

Insuranceleads.com - Insurance Marketing

Insurance Leads

"Sales & Customer Success: Where's The Line?" at SaaStr Annual 2016

Unit economics example for B2B SaaS company

Martin Steinman

The document discusses unit economics and metrics for a B2B SaaS company. It provides examples of key metrics like customer acquisition cost (CAC), lifetime value (LTV), monthly recurring revenue (MRR), and cash flow over time. It analyzes the company's funnel metrics, revenue, costs, profitability, and capital requirements under different scenarios to determine how changes could impact the business model. The document aims to help the CEO understand how to improve the unit economics and determine if the business is viable and worth investing in further.

David Skok's, SMASH Summit NYC

500 Startups

This document discusses key metrics and strategies for optimizing customer acquisition and sales funnels. It covers metrics like customer acquisition cost (CAC), lifetime value (LTV), conversion rates, and return on investment (ROI) by lead source. It also discusses how to design effective funnels by understanding the buyer's journey, addressing their concerns at each stage, and creating solutions that entice them while reducing friction. Examples are provided of how to diagnose and improve blockage points in the funnel by getting inside the customer's head.

NPC: Pricing your SaaS product

Prasanna Krishnamoorthy

The Incredible Impact of Churn on the Value of Your Company

Gainsight

Did you know? A SaaS company with 5% annual revenue churn will be valued 200% higher than a similar company with 15% annual revenue churn. It’s certainly no secret that churn hurts recurring revenue businesses, but just how much? Beyond simply reducing the revenue you generate, churn hurts the future value of your customers and, ultimately, the future value of your company as a whole. Join Gainsight Customer Success Evangelist Lincoln Murphy and Todd Gardner, Founder and Managing Director of SaaS Capital, as they dig into the following key questions on why churn hurts and how focusing on Customer Success can have a dramatic impact on your company’s value. This webinar will specifically cover: - Valuation Drivers of SaaS Companies - The Impact of Churn through a Case Study - Measuring, Comparing and Forecasting Churn The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale. In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.

From Hackathon to Unicorn with Talkdesk Founder and CEO Tiago Paiva and SaaSt...

Kissmetrics on SlideShare

Business formula & Plan

Arab Affiliate Summit

The document outlines a business formula for generating profits through content marketing and targeted traffic. It proposes that the correct formula is "Good Content (Offer) + Targeted Traffic + Conversion = Profits" and discusses each element of the equation. It describes various types of content that can be used at different stages - awareness, evaluation, and conversion - to achieve specific goals and metrics. The document also provides a plan for businesses to pick a niche, conduct market research, decide their unique selling proposition, create a marketing funnel, master one traffic source, put everything in place, run traffic, follow up, and repeat with split testing and analyzing metrics.

Sales mistakes that can kill your saas business and how to avoid them

markroberge

The document discusses common mistakes that SaaS companies make in sales and provides recommendations to avoid them. Mistake #1 is focusing on growth too early before establishing product-market fit. Mistake #2 is hiring a very experienced salesperson too early when feedback is more important than revenue. Mistake #3 is ignoring how the sales compensation plan can impact customer success and churn. Mistake #4 is organizing teams by function rather than by buyer persona. The document recommends organizing teams and metrics around buyer personas to better focus on customer success.

Ultimate Guide to SaaS Pricing

• 3. We’ll cover...1 Right and wrong ways to pick a price2 The two stages of pricing3 7 rules to give your pricing the edge • 4. Price has a MASSIVE impact on your business. • 5. Bad Methods for Pricing • 6. 1. Product cost + X% You’ll undercharge some customers and overcharge others. • 7. 2. What does the customer want to pay? People have no idea until you ask them for their credit card. • 8. Pricing by Value • 9. Value-Based Pricing Your customers get value worth $Y and it only costs them $X. • 10. Why does this work? People cannot perceive absolute value, only comparative value. • 11. Some value is easy to calculate... • 12. Other value isn’t... • 13. Pricing - Stage 1 1 • 14. Stage 1 is all about the unknown. Customers don’t understand your product and you don’t understand your customers. • 15. This is before product/market fit. • 16. The price you pick won’t be the best. • 17. Your goal = prove that the product can be sold. • 18. Pricing - Stage 2 2 • 19. This is your growth stage. • 20. Time to optimize your price. You’ll need a deep understanding for how your customers use your product. • 21. Interview your customers • 22. The ideal price is... Just high enough to need consideration but low enough to still provide plenty of value. • 23. What if you have different customer segments? • 24. Separate segments with features. Price sensitive customers get limited plans, value sensitive customers get the VIP plan. • 25. For this to be successful... You need to talk to your customers and understand the benefits they need the most. • 26. Capture the full value from each customer type. • 27. Bidsketch Case Study - Old Pricing • 28. Bidsketch Case Study - New Pricing • 29. Bidsketch Case Study - Results1 Doubled average revenue per customer2 Only a slight drop in conversions3 No impact on churn Google “bidsketch pricing post” • 30. Seven Rules for Pricing 7 • 31. Rule 1: End with a 9 $39 or $37? • 32. Rule 2: Make Your Price Short $1,000.00 or $1000? • 33. Rule 3: Anchor Your Price 1 That product is $100, this is only $10 2 Was $150, now only $80 3 Value of $1500, selling for only $150 • 34. Rule 4: Offer Multiple Prices • 35. Rule 5: Double your Price People tend to UNDERvalue their services. • 36. Rule 6: Be Careful With Freemium Plans Very difficult to make it work outside of mass markets. • 37. Rule 7: Grandfather Old Customers In As long as you don’t raise prices for old customers, you won’t get any complaints. • 38. These are rules, not laws. • 39. Your 3 Tools for Getting It Done • 40. 1. The Customer Interview • 41. 2. A/B Testing • 42. 3. Customer Analytics • 43. KISSmetrics helps you find the right price 1 Know who to interview 2 Get A/B results from your whole funnel 3 Track WHO’s doing what

The Playbook To Re-Igniting Growth with Predictable Revenue Co-Founder and CE...

This document provides strategies for tripling a business's growth rate and value. It discusses how specializing sales roles, ramping outbound prospecting through accurate metrics, nailing a niche by deeply understanding customers, and aligning sales and marketing goals can help achieve this. Specific examples are given of companies like Sagemount that tripled their valuation in 3 years by focusing organic sales growth through these tactics, including separating inbound and outbound sales roles and getting marketing to commit to qualified leads instead of just marketing qualified leads. Readers are advised it will take longer than expected but following these strategies can help (re)ignite sustainable growth.

TRG;s Media Magic Presentation

maxbizmedia123

The document discusses the costs and benefits of outsourcing marketing and business development tasks to TRG Business Experts. Hiring 300 experts would cost less than one minimum wage employee but provide services like website development, SEO, video marketing, and reputation management. Outsourcing frees up business owners to focus on operations while the experts help attract thousands of new customers through digital and mobile marketing strategies.

Why marketing automation is indispensible (Shimon Ben Ayoun)

B2B Marketing Forum

This document discusses the growing importance and value of marketing automation. It notes that marketing automation software acquisitions totaled over $6 billion from 2010 to 2013 as tools became indispensable. The main challenges for marketing include an expected 20-fold increase in digital data by 2020, empowered customers who complete most of the buyer journey without sales, and pressure to prove marketing ROI. The document advocates for lead nurturing programs to guide customers through personalized, behavior-driven communications. It also emphasizes using automation to improve sales and marketing alignment by delivering better leads and enabling sales to engage opportunities. Analysis of marketing campaigns and attributed revenue is presented as a way to demonstrate accountability through data-driven reporting.

B2B Customer Journey & Marketing ROI

Mike Connor

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High Level Unification: A Success Story

Tenbound

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Insuranceleads.com - Insurance Marketing

Insurance Leads

"Sales & Customer Success: Where's The Line?" at SaaStr Annual 2016

Unit economics example for B2B SaaS company

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500 Startups

NPC: Pricing your SaaS product

Prasanna Krishnamoorthy

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Gainsight

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Kissmetrics on SlideShare

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markroberge

Ultimate Guide to SaaS Pricing

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