Wai Hong Fong, Chieftain of StoreHub, gave a presentation on demystifying SaaS and best practices. The presentation covered definitions of SaaS, common SaaS revenue models including feature-limited, pay-as-you-go, and setup fees. Key metrics for SaaS like CMRR, cash flow, CAC payback period, CLTV and churn rates were discussed. Recommended growth tools included Moz, UserTesting, CrazyEgg, and Google Remarketing. Operations tools highlighted were Workable, Freshdesk, Intercom, Pipedrive, Chargebee, Braintree, and QuickBooks Online.

1. Wai Hong Fong | Chieftain
waihong.fong@storehub.com
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Demystifying SaaS
and
Getting Damn Good at it

2. Who’s StoreHub?
BEAUTIFUL POS
20 PEOPLE
CLOUD BACKOFFICE
GROWTH

3. Today’s Conversation
1. What is SaaS?
2. SaaS Revenue Models
3. Pricing Strategy
4. SaaS Sales Framework
5. The 5Cs of SaaS Metrics
6. SaaS Growth Tools
7. SaaS Ops Tools

4. What is SaaS?
VS
Software as a service (SaaS) is a software licensing and
delivery model in which software is licensed on a
subscription basis and is centrally hosted.
-Wikipedia

5. Revenue Models
• Feature/Bandwith limited ($/$+1/$+2 for plan A/B/C)
• Moz
• QBO
• Crazyegg
• Chargebee
• Pay as you go ($/user)
• Intercom
• Slack
• Freshdesk
• Pipedrive
• Setup Fee ($$$$$$)
• Extra benefits (Sneaky $$$)
• Better customer service
• Remove branding

6. Pricing Strategy
IT DEPENDS
Market Standards VS Completely New
http://sixteenventures.com/pricing-strategy

7. SaaS Sales Framework
https://bvp.app.box.com/30-QA-for-SaaS-Revenue-Leaders

8. The 5C’s of IMPT SaaS Metrics
1.CMRR - Committed Monthly Recurring Revenue
2.Cash Flow
3.Customer Acquisition Cost Payback Period
4.CLTV - Customer LifetimeValue
5.Churn & Renewal Rates
https://bvp.app.box.com/10lawsofcloudcomputing

9. MOZ - Growth Tool #1

10. MOZ - Growth Tool #1

11. Usertesting.com - Growth Tool #2

12. Crazyegg.com - Growth Tool #3

13. Google Remarketing - Growth Tool #4

14. Google Remarketing - Growth Tool #4

15. Google Remarketing - Growth Tool #4

16. Workable - HR Tool #5

17. Workable - HR Tool #5

18. Inbound Sales Book - Growth Tool #6
https://gumroad.com/l/inboundsales

19. Freshdesk - Growth Tool #7

20. Intercom - Growth Tool #8

21. Intercom - Growth Tool #8

22. Pipedrive - Ops Tool #9

23. Chargebee - Ops Tool #10

24. Braintree - Ops Tool #11

25. Intuit QuickBooks Online - Ops Tool #12
http://www.intuit.com.my

26. QUESTIONS?
http://www.linkedin.com/in/waihongfong
@waihonger