The SaaS market is moving rapidly, to the point that we're noticing a hard transition from the first wave of SaaS, which focused on function, infrastructure, etc, to the second wave of SaaS, which is squarely focused on the customer. In this opening presentation at Price Intelligently's SaaSFest 2016, Patrick Campbell walks through the data in the market that's showing we're in a world of transition where we'll need to heed data to properly evolve.
Growth hacking is something that's been defined and re-defined over the years to the point that most of the tactics have become fairly weak. Suneet Bhatt, Help Scout's Chief Growth Officer, in his presentation at Price Intelligently's SaaSFest 2016 walks through how to properly model, evaluate, and understand growth, particularly when it comes to stepping on the gas and accelerating metrics across the board.
Lessons Learned along Insightly's Journey to Model Its Freemium Business - Ka...Price Intelligently
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.
From Startup to IPO: Lessons from the pricing trenches - Brad Coffey of HubSpotPrice Intelligently
Brad Coffey went from an MBA intern at the startup HubSpot to the Chief Strategy Officer of the Public Company HubSpot. While he used a lot of his talents to make this climb, one particularly important project that helped Coffey show his skills was taking on HubSpot's pricing. By making pricing strategy a core competency, Coffey learned an immense amount about business strategy and was able to propel HubSpot's revenue by picking the right customer. Here's his take on the lessons he learned over the years in the pricing trenches, presented at Price Intelligently's SaaSFest 2016.
In his welcoming address at SaaSFest 2017, Patrick Campbell outlines the current state of the subscription economy and emplores everyone to focus on the fundamentals of developing quantified buyer personas and talking to your customers.
Acquisition isn't what it used to be - we can no longer rely on growth driven solely by acquisition. In his talk at SaaSFest 2017, Suneet Bhatt outlines how to drive growth from your support channels.
Lessons learned from 3k SaaS Companies - Patrick Campbell, CEO, Price Intelli...SaaStock
Patrick Campbell, CEO, Price Intelligently presented "Lessons learned from 3k SaaS Companies" on the Playbook Stage at SaaStock 2016.
Watch the video here: https://www.saastock.com/blog/view/lessons-learned-from-3k-saas-companies
SaaStock is Europe’s premier Conference for B2B SaaS at RDS, Dublin Ireland in September 2017 www.saastock.com
Pricing is a SaaS company’s most efficient profit lever, but also one of the easiest to screw up. OpenView's Kyle Poyar explains the top 5 pricing mistakes companies make and how to avoid them in your own business.
Growth hacking is something that's been defined and re-defined over the years to the point that most of the tactics have become fairly weak. Suneet Bhatt, Help Scout's Chief Growth Officer, in his presentation at Price Intelligently's SaaSFest 2016 walks through how to properly model, evaluate, and understand growth, particularly when it comes to stepping on the gas and accelerating metrics across the board.
Lessons Learned along Insightly's Journey to Model Its Freemium Business - Ka...Price Intelligently
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.
From Startup to IPO: Lessons from the pricing trenches - Brad Coffey of HubSpotPrice Intelligently
Brad Coffey went from an MBA intern at the startup HubSpot to the Chief Strategy Officer of the Public Company HubSpot. While he used a lot of his talents to make this climb, one particularly important project that helped Coffey show his skills was taking on HubSpot's pricing. By making pricing strategy a core competency, Coffey learned an immense amount about business strategy and was able to propel HubSpot's revenue by picking the right customer. Here's his take on the lessons he learned over the years in the pricing trenches, presented at Price Intelligently's SaaSFest 2016.
In his welcoming address at SaaSFest 2017, Patrick Campbell outlines the current state of the subscription economy and emplores everyone to focus on the fundamentals of developing quantified buyer personas and talking to your customers.
Acquisition isn't what it used to be - we can no longer rely on growth driven solely by acquisition. In his talk at SaaSFest 2017, Suneet Bhatt outlines how to drive growth from your support channels.
Lessons learned from 3k SaaS Companies - Patrick Campbell, CEO, Price Intelli...SaaStock
Patrick Campbell, CEO, Price Intelligently presented "Lessons learned from 3k SaaS Companies" on the Playbook Stage at SaaStock 2016.
Watch the video here: https://www.saastock.com/blog/view/lessons-learned-from-3k-saas-companies
SaaStock is Europe’s premier Conference for B2B SaaS at RDS, Dublin Ireland in September 2017 www.saastock.com
Pricing is a SaaS company’s most efficient profit lever, but also one of the easiest to screw up. OpenView's Kyle Poyar explains the top 5 pricing mistakes companies make and how to avoid them in your own business.
The Current State of SaaS Companies, Subscriptions and Retention in 2021 with...saastr
Leveraging data garnered from twenty three thousand recurring revenue businesses, ProfitWell’s CEO Patrick Campbell shares insights on where the SaaS world sits going into 2021, including benchmarks on how growth and retention faired throughout COVID. He’ll then walk through a tactical playbook on the retention levers the fastest growing SaaS companies are using to accelerate in a market that continues to get denser and more competitive. You’ll leave with specific takeaways to implement or hand off internally - all backed by data on what definitively works.
The SaaS market has changed dramatically in the past two decades, but we haven’t done much to keep up with the changes.
We’ve seen inside more SaaS data than anyone else out there. But here's how we are screwing SaaS up from the Founder and CEO of ProfitWell, Patrick Campbell.
Numbers that Actually Matter. Finding Your North Star Mamoon Hamid
This presentation uncovers a common misconception in fast growing SaaS businesses. Revenue reigns over everything. We talk about what really matters in building a sustainable SaaS company.
SaaS Metrics Masterclass: What Key Business Metrics, Pricing Strategies, and ...saastr
Stripe's Head of France & Southern Europe's Guillaume Princen's SaaStr Europa 2018 presentation on the key business metrics, pricing, and billing models every SaaS company should track.
OpenView surveyed over 500 companies, from pre-revenue to $150M+ ARR publicly traded SaaS companies, about what does and doesn't work when it comes to scaling a business.
Most critical SaaS metrics everybody should trackStrive Analytics
Don't get lost in space! Understanding SaaS metrics is no rocket science.
We recently got a lot of user request to explain and detail critical SaaS metrics.
Not only lifeless definitions but also how they're calculated, why they are useful and how they are connected to each other.
This guide gives you a simple to understand introduction into SaaS metrics. So, we grouped them into three parts: acquisition, retention and revenue.
And these are some of the metrics, we're going to introduce:
Customer Acquisition Cost (CAC), User Churn, Retention Rate, Revenue Churn, Customer Liftime Value (LTV) and Monthly Recurring Revenue (MRR).
Enjoy!
SaaS Pricing: Supercharge revenue with a value-based pricing strategy by Patr...Freshsales
"Supercharge revenue with a value-based pricing strategy" by Patrick Campbell (CEO, Price Intelligently).
What you'll learn:
- The core principles that power the best pricing pages
- A framework for continually optimizing your pricing
- Easy changes that can boost your revenue
- The most common pricing mistakes
Most people understand the importance of segmentation when it comes to building out your sales and marketing funnels, but Katie Rogers outlines the importance of post-sale segmentation in this presentation from SaaSFest 2017.
"SaaS Metrics, how does to leverage the subscription economy?" by Patrick Cam...TheFamily
At TheFamily, we believe that anyone can become a great entrepreneur. Find more info here: http://www.thefamily.co/
- By Patrick Campbell, CEO at Price Intelligently (http://bit.ly/2iPRkKK)
- You can watch the full talk here here: (http://bit.ly/2iPMZan)
- Join us IRL next time: https://www.meetup.com/TheFamilyBerlin/
3 Revenue and Compliance "Must-haves" to Go from Series A to IPO with TaxJar'...saastr
Don’t get caught off-guard raising your next round or preparing for an IPO. It’s more than just winning customers, it’s about staying ahead of fraud, risk, and compliance. Join us for a conversation about the most overlooked finance and compliance items when scaling your SaaS company.
Simply put, SaaS businesses are traded on a multiple of Annualized Recurring Revenue (ARR). All the other drivers of valuation are tied back to this benchmark in order to support a higher or lower multiple.
This is a summary of these drivers pulled from a series of white papers published by SaaS Capital.
read more at www.saas-capital.com
The presentation covers the basic metrics that any SaaS company should have at a minimum. Metrics include:
ARPU
MRR
ARR
Churn
LTV
CPA
Growth
NPS
Viral Coefficient
Monika Saha - Key Considerations When Operationalizing Your Pricing StrategyPrice Intelligently
Making changes to your pricing can be daunting, but in this presentation Monika Saha from Zuora outlines the steps you need to take in order to operationalize a change in your pricing strategy. You'll discover a whole host of learnings from this presentation given at SaaSFest 2017.
On Shifting to the Next Gear: Proven Strategies to Accelerate Growth with Int...saastr
When is the best time to find your next gear of growth? Now. Whether you are growing rapidly or seeing growth start to slow, this talk will share proven ways to accelerate. Karen Peacock, CEO of Intercom and former SVP of Small Business at Intuit, will discuss how putting customers at the forefront of your business is the key to hitting that next level. She’ll cover how to segment your customer base and analyze the health of each part as input to strategy, design and package your product based on value and build highly contextual and personalized customer experiences that lead to happy customers, retention, expansion and growth. Karen will share stories based on her experience at Intuit building one of the world’s largest SaaS product lines from $500M to $2.5B and in her current role leading Intercom’s high growth on the path to IPO.
SaaStrU 301: Unlocking Growth in the Internet Economy: a Perspective from Str...saastr
The internet economy is experiencing explosive growth, and more business models are now possible online than ever before. Join Suzanne Xie, Stripe’s Business lead for their Invoicing products and a former serial entrepreneur, as she shares her lessons for how internet businesses can use new tools to make more money for less effort.
Mastering Hypergrowth: 5 Growth Strategies with Chargebee's CROsaastr
Adam Tesan / CRO / Chargebee
In this session, you will learn:
1. Frameworks to navigate global expansion, pricing experiments; business model pivots.
2. Agility as the cornerstone of Hypergrowth
3. Creating sustainable business growth
The Current State of SaaS Companies, Subscriptions and Retention in 2021 with...saastr
Leveraging data garnered from twenty three thousand recurring revenue businesses, ProfitWell’s CEO Patrick Campbell shares insights on where the SaaS world sits going into 2021, including benchmarks on how growth and retention faired throughout COVID. He’ll then walk through a tactical playbook on the retention levers the fastest growing SaaS companies are using to accelerate in a market that continues to get denser and more competitive. You’ll leave with specific takeaways to implement or hand off internally - all backed by data on what definitively works.
The SaaS market has changed dramatically in the past two decades, but we haven’t done much to keep up with the changes.
We’ve seen inside more SaaS data than anyone else out there. But here's how we are screwing SaaS up from the Founder and CEO of ProfitWell, Patrick Campbell.
Numbers that Actually Matter. Finding Your North Star Mamoon Hamid
This presentation uncovers a common misconception in fast growing SaaS businesses. Revenue reigns over everything. We talk about what really matters in building a sustainable SaaS company.
SaaS Metrics Masterclass: What Key Business Metrics, Pricing Strategies, and ...saastr
Stripe's Head of France & Southern Europe's Guillaume Princen's SaaStr Europa 2018 presentation on the key business metrics, pricing, and billing models every SaaS company should track.
OpenView surveyed over 500 companies, from pre-revenue to $150M+ ARR publicly traded SaaS companies, about what does and doesn't work when it comes to scaling a business.
Most critical SaaS metrics everybody should trackStrive Analytics
Don't get lost in space! Understanding SaaS metrics is no rocket science.
We recently got a lot of user request to explain and detail critical SaaS metrics.
Not only lifeless definitions but also how they're calculated, why they are useful and how they are connected to each other.
This guide gives you a simple to understand introduction into SaaS metrics. So, we grouped them into three parts: acquisition, retention and revenue.
And these are some of the metrics, we're going to introduce:
Customer Acquisition Cost (CAC), User Churn, Retention Rate, Revenue Churn, Customer Liftime Value (LTV) and Monthly Recurring Revenue (MRR).
Enjoy!
SaaS Pricing: Supercharge revenue with a value-based pricing strategy by Patr...Freshsales
"Supercharge revenue with a value-based pricing strategy" by Patrick Campbell (CEO, Price Intelligently).
What you'll learn:
- The core principles that power the best pricing pages
- A framework for continually optimizing your pricing
- Easy changes that can boost your revenue
- The most common pricing mistakes
Most people understand the importance of segmentation when it comes to building out your sales and marketing funnels, but Katie Rogers outlines the importance of post-sale segmentation in this presentation from SaaSFest 2017.
"SaaS Metrics, how does to leverage the subscription economy?" by Patrick Cam...TheFamily
At TheFamily, we believe that anyone can become a great entrepreneur. Find more info here: http://www.thefamily.co/
- By Patrick Campbell, CEO at Price Intelligently (http://bit.ly/2iPRkKK)
- You can watch the full talk here here: (http://bit.ly/2iPMZan)
- Join us IRL next time: https://www.meetup.com/TheFamilyBerlin/
3 Revenue and Compliance "Must-haves" to Go from Series A to IPO with TaxJar'...saastr
Don’t get caught off-guard raising your next round or preparing for an IPO. It’s more than just winning customers, it’s about staying ahead of fraud, risk, and compliance. Join us for a conversation about the most overlooked finance and compliance items when scaling your SaaS company.
Simply put, SaaS businesses are traded on a multiple of Annualized Recurring Revenue (ARR). All the other drivers of valuation are tied back to this benchmark in order to support a higher or lower multiple.
This is a summary of these drivers pulled from a series of white papers published by SaaS Capital.
read more at www.saas-capital.com
The presentation covers the basic metrics that any SaaS company should have at a minimum. Metrics include:
ARPU
MRR
ARR
Churn
LTV
CPA
Growth
NPS
Viral Coefficient
Monika Saha - Key Considerations When Operationalizing Your Pricing StrategyPrice Intelligently
Making changes to your pricing can be daunting, but in this presentation Monika Saha from Zuora outlines the steps you need to take in order to operationalize a change in your pricing strategy. You'll discover a whole host of learnings from this presentation given at SaaSFest 2017.
On Shifting to the Next Gear: Proven Strategies to Accelerate Growth with Int...saastr
When is the best time to find your next gear of growth? Now. Whether you are growing rapidly or seeing growth start to slow, this talk will share proven ways to accelerate. Karen Peacock, CEO of Intercom and former SVP of Small Business at Intuit, will discuss how putting customers at the forefront of your business is the key to hitting that next level. She’ll cover how to segment your customer base and analyze the health of each part as input to strategy, design and package your product based on value and build highly contextual and personalized customer experiences that lead to happy customers, retention, expansion and growth. Karen will share stories based on her experience at Intuit building one of the world’s largest SaaS product lines from $500M to $2.5B and in her current role leading Intercom’s high growth on the path to IPO.
SaaStrU 301: Unlocking Growth in the Internet Economy: a Perspective from Str...saastr
The internet economy is experiencing explosive growth, and more business models are now possible online than ever before. Join Suzanne Xie, Stripe’s Business lead for their Invoicing products and a former serial entrepreneur, as she shares her lessons for how internet businesses can use new tools to make more money for less effort.
Mastering Hypergrowth: 5 Growth Strategies with Chargebee's CROsaastr
Adam Tesan / CRO / Chargebee
In this session, you will learn:
1. Frameworks to navigate global expansion, pricing experiments; business model pivots.
2. Agility as the cornerstone of Hypergrowth
3. Creating sustainable business growth
Forget your feelings: How to actually quantify your buyer personas - SaaSFest...Price Intelligently
As an industry we've been talking about buyer personas for over a decade, yet few of us are actually using them in the proper manner. Instead, we create cute avatars and pretty names to characterize our personas without getting into the nitty gritty of who these people are on a quantified level. In this presentation at Price Intelligently's SaaSFest 2016, Patrick Campbell walks through a step by step process for actually quantifying your buyer personas to accelerate your learnings and growth.
The India SaaS Survey is all about getting the pulse of the burgeoning SaaS ecosystem in our country. A survey of this kind is indispensable in drawing an insightful analysis and in getting credible benchmarking data about how the industry is shaping out. Though nascent, the SaaS industry has a lot of potential. The data from the survey is useful not only to help entrepreneurs and investors but also showcases the prospect of the industry to technically sound aspirants looking to step into the industry.
Patrick Campbell of ProfitWell talks at BoS Conference USA 2016.
See all talks here: http://businessofsoftware.org/2016/07/all-talks-from-business-of-software-conferences-in-one-place-saas-software-talks/
Mastering SaaS Pricing - The Top 5 Mistakes + How to Avoid ThemCodeScience
OpenView Venture Partners pricing experts, Partner Blake Bartlett and Senior Director of Market Strategy Kyle Poyar, join host and CodeScience CEO Brian Walsh to share real-life examples and actionable pricing strategies that position SaaS businesses for success.
Learn:
- Why pricing can make or break your business
- The 5 most common pricing mistakes for SaaS companies
- Pricing examples both good and bad from other SaaS organizations
- What roles and teams in your company should own pricing
- Key takeaways for optimal pricing
- Gotchas to avoid when pricing for the AppExchange
- And more!
Watch the recording at https://youtu.be/emDzLKq1f5g
Visit SAP NRF Resource Center to see how SAP helps drive infinite opportunity in Retail.
http://global.sap.com/campaign/na/usa/CRM-XU16-RET-NRF16ME/post/index.html
This deck reviews the strategic drivers for Retail Omni Commerce and how managing this digital transformation requires a new retail mindset.
SaaS (Software as a Service) has singlehandedly emerged as the single largest disruption in business model in the last decade. SaaS companies suddenly made available enterprise quality technology to people (and businesses) across the world. SaaS public companies made ~$70Bn (at a ~70% gross profit) while adding ~$700Bn in MCap on the Nasdaq.
But there is one thing that sets SaaS apart. A 70% gross profit means that the every $1 of revenue can add $0.70 to your profits & $9.5 to your enterprise value. Which makes for – Pricing, the single largest needle spinner (after the product and service, of course) in a SaaS companies life. Looking for that one small thing that makes a big change? Start here.
Disclaimer: Please note that these are our views are based on our experience in being advisors and working hands-on with various organizations. They are for the limited purpose of educating the leaders of a company. The rationale and the procedure to be followed can vary significantly based on the context, stage, exact nature & size of the business.
Today’s marketing leadership is being tasked with creating lasting relationships and loyalty among their customer base.
Yet so much of how we engage with customers and prospects is campaign driven, activating specific actions in a single moment in time.
As the development of a robust and connected customer experience strategy becomes the linchpin to CMO success, the question is now more important than ever: Can loyalty and advocacy be built…and how?
This presentation walks through some of the challenges and considerations CMO need to explore in order to reframe how their brands engages their customers like never before.
Trying to figure out if embedded analytics are for you?
According to Gartner Research, more than 90% of business leaders view content information as a strategic asset, yet fewer than 10% can quantify its economic value. Read this guide to learn why you should be leveraging an asset you already own--data--to build relationships, increase retention, and drive revenue.
Calculating the ROI on investing in data products?
Analytics return $13.01 for every dollar spent, according to Nucleus Research. That’s a 13:1 ROI for you, and for your customers when you offer embedded analytics in your SaaS solution. Check out this guide to learn more about the benefits of buying vs. building, and how GoodData customers like Influitive and Demandbase are achieving upwards of 650% ROI.
Understanding the Financial Health of your Subscription BusinessTotango
Industry leaders, Zuora and Totango, present which metrics truly give an accurate picture of the health of your subscription business. Which metrics should you calculate and optimize on - ARR, GEI, CRC or other ratios?
Chief Financial Officer, Tyler Sloat from Zuora shares 3 metrics they measure for their company and track against other best-in-class subscription companies. Chief Marketing Officer, Kaiser Mulla-Feroze from Totango, also presents a couple key metrics he finds missing from the boardroom discussions.
Visit totango.com to view the entire webinar and hear their insightful commentary that accompanies these slides and Q&A.
How to Drive Top-Line Growth with Customer Success Management MetricsGainsight
This presentation is all about growing your top-line revenue by leveraging Customer Success Management metrics.
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.
HelpScout CEO Nick Francis asked us how customer support affects retention and willingness to pay. We collected data from over half a million consumers to determine benchmarks for subscription companies.
We've been historically focused on outputs from our work, but Nate Walkingshaw from Pluralsight discusses how to reframe our thinking and work backwards from desired outcomes to build more effective teams. In this presentation from SaaSFest 2017, Nate manages to find a meaningful metaphor for outcome-based teams in the unlikely setting of a mowed lawn.
With traditional acquisition channels becoming crowded and less effective, Patrick Campbell makes the case for Freemium as an acquisition model. Learn how to use Freemium as an effective growth lever for your business from these slides presented at SaaSFest 2017.
In this presentation from SaaSFest 2017, Guillame Cabane from Drift discusses the importance of leveraging automation and personalization to increase sales velocity.
The importance of retention and strategies for keeping customers happy and on your platform for life are discussed by Jonathan Kim of Appcues in this presentation from SaaSFest 2017.
In his presentation at SaaSFest 2017, Steli Efti discusses the importance of building learning loops in your sales process by asking your prospects why they engaged with you.
Embracing Humility: Five Ways You're Failing Your Customers - Tara Robertson ...Price Intelligently
When building a growing business, you can easily forget about the most important piece - your customer, especially with different tactics you may be using to grow. Tara Robertson in her presentation at Price Intelligently's SaaSFest 2016 walks us through powerful ways to embrace humility when building your growth machine to properly help your customers and thereby grow your business.
How to Double Your Trial-to-Paid Conversion Rate with On-boarding - Rob Walli...Price Intelligently
Getting your on-boarding right is one of the hardest, but highest impact pieces of your business, because this is quite literally your product's first impression. Rob Walling, Founder of Drip, in his presentation at Price Intelligently's SaaSFest 2016 walks us through how Drip's on-boarding evolved rapidly to properly increase conversion substantially.
Video Marketing Superpowers to Grow Your Business - Naike Romain at SaaSFest ...Price Intelligently
Marketing continues to get more and more dynamic, and truer words haven't rung true when thinking through the power of video in your marketing strategy. Naike Romain who leads up Product Marketing at Wistia walks through the power of video marketing in her presentation at Price Intelligently's SaaSFest 2016.
The hidden talents of email (Yes, email) - Justine Jordan at SaaSFest 2016Price Intelligently
Email has now been around for a very long time. You may think you know how to properly send marketing email, but you're likely mistaken. Drawing on millions of data points and years in the space, Litmus's VP of Marketing Justin Jordan, presents all the ways you can improve email at Price Intelligently's SaaSFest 2016.
Your competition now matters: Building a SaaS Company Isn't What it Used to B...Price Intelligently
Growth and software luminaries have preached for decades that "your competition doesn't matter...focus on your customers." While true in theory, Hiten Shah in his presentation at Price Intelligently's SaaSFest 2016, shows us that in the second wave of SaaS, your competition now matters. The shift took place because software is relatively easy to build now with infrastructure and marketing advances. You need to think about your customer first, but if you're not aware of your competition or doing things to circumvent them, you'll get left behind.
Why Half of You Will Go Out of Business: The Move from Cloud-First to Custome...Price Intelligently
In the first wave of SaaS, companies could very easily just build products that functionally solved problems. Products didn't need to be that great, nor did they need to be very customer focused. Today in the second wave of SaaS, products need to go beyond function to be exceptionally customer focused, because the speed of software diminished the power of technology. David Cancel, CEO and Founder of Drift, lays out this argument in his presentation at Price Intelligently's SaaSFest 2016.
You're Too Focused on Product/Market Fit - Brian Balfour at SaaSFest 2016Price Intelligently
Over the past ten years, software gurus have been preaching the notion that you need to find product/market fit. Balfour presents an extremely cogent argument that because of the speed of technology now, this advice is no longer valid. In reality, you need to find market, product, channel, model fit (in that order). Balfour lays out his argument in this presentation at Price Intelligently's SaaSFest 2016 by cataloging his experience over his career and view of the market.
SaaSFest 2015 - "Increase New Feature Adoption, Decrease Churn" by Sonciary H...Price Intelligently
Balancing the connection between product, support, and development can be hard enough. Yet, communicating those changes to existing customers for adoption can be even harder. Sonciary Honnoll takes us through how Promoboxx bridges this gap to ensure feature development coincides with real retention improvement in their product.
SaaSFest 2015 - "Scaling Authentic Growth" by Sean Ellis of GrowthHackersPrice Intelligently
Growth isn't a system of tactics; it's a specific framework and strategy within the heart of a business. Sean Ellis - CEO of GrowthHackers - walks through how he's built growth machines that have scaled business such as LogMeIn, Qualaroo, and GrowthHackers itself to millions in revenue.
Improving profitability for small businessBen Wann
In this comprehensive presentation, we will explore strategies and practical tips for enhancing profitability in small businesses. Tailored to meet the unique challenges faced by small enterprises, this session covers various aspects that directly impact the bottom line. Attendees will learn how to optimize operational efficiency, manage expenses, and increase revenue through innovative marketing and customer engagement techniques.
Discover the innovative and creative projects that highlight my journey throu...dylandmeas
Discover the innovative and creative projects that highlight my journey through Full Sail University. Below, you’ll find a collection of my work showcasing my skills and expertise in digital marketing, event planning, and media production.
Unveiling the Secrets How Does Generative AI Work.pdfSam H
At its core, generative artificial intelligence relies on the concept of generative models, which serve as engines that churn out entirely new data resembling their training data. It is like a sculptor who has studied so many forms found in nature and then uses this knowledge to create sculptures from his imagination that have never been seen before anywhere else. If taken to cyberspace, gans work almost the same way.
Accpac to QuickBooks Conversion Navigating the Transition with Online Account...PaulBryant58
This article provides a comprehensive guide on how to
effectively manage the convert Accpac to QuickBooks , with a particular focus on utilizing online accounting services to streamline the process.
Memorandum Of Association Constitution of Company.pptseri bangash
www.seribangash.com
A Memorandum of Association (MOA) is a legal document that outlines the fundamental principles and objectives upon which a company operates. It serves as the company's charter or constitution and defines the scope of its activities. Here's a detailed note on the MOA:
Contents of Memorandum of Association:
Name Clause: This clause states the name of the company, which should end with words like "Limited" or "Ltd." for a public limited company and "Private Limited" or "Pvt. Ltd." for a private limited company.
https://seribangash.com/article-of-association-is-legal-doc-of-company/
Registered Office Clause: It specifies the location where the company's registered office is situated. This office is where all official communications and notices are sent.
Objective Clause: This clause delineates the main objectives for which the company is formed. It's important to define these objectives clearly, as the company cannot undertake activities beyond those mentioned in this clause.
www.seribangash.com
Liability Clause: It outlines the extent of liability of the company's members. In the case of companies limited by shares, the liability of members is limited to the amount unpaid on their shares. For companies limited by guarantee, members' liability is limited to the amount they undertake to contribute if the company is wound up.
https://seribangash.com/promotors-is-person-conceived-formation-company/
Capital Clause: This clause specifies the authorized capital of the company, i.e., the maximum amount of share capital the company is authorized to issue. It also mentions the division of this capital into shares and their respective nominal value.
Association Clause: It simply states that the subscribers wish to form a company and agree to become members of it, in accordance with the terms of the MOA.
Importance of Memorandum of Association:
Legal Requirement: The MOA is a legal requirement for the formation of a company. It must be filed with the Registrar of Companies during the incorporation process.
Constitutional Document: It serves as the company's constitutional document, defining its scope, powers, and limitations.
Protection of Members: It protects the interests of the company's members by clearly defining the objectives and limiting their liability.
External Communication: It provides clarity to external parties, such as investors, creditors, and regulatory authorities, regarding the company's objectives and powers.
https://seribangash.com/difference-public-and-private-company-law/
Binding Authority: The company and its members are bound by the provisions of the MOA. Any action taken beyond its scope may be considered ultra vires (beyond the powers) of the company and therefore void.
Amendment of MOA:
While the MOA lays down the company's fundamental principles, it is not entirely immutable. It can be amended, but only under specific circumstances and in compliance with legal procedures. Amendments typically require shareholder
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9. Who in the world are you?
#SAASFEST16 Brought to you by your friends at@PriceIntel
10. ProfitWell
SaaS pricing software
and tech enabled
services
Free financial metrics
for subscription
businesses
Price
Intelligently
Happy customers big and small
#SAASFEST16 Brought to you by your friends at@PriceIntel
11. We’ve seen inside more software
companies than anyone else on the
planet.
#SAASFEST16 Brought to you by your friends at@PriceIntel
12. We live in a world where
acquisition, as we know it,
is dead.
#SAASFEST16 Brought to you by your friends at@PriceIntel
13. The market is saturated, and
unit economics just aren’t
what they used to be…
#SAASFEST16 Brought to you by your friends at@PriceIntel
14. Competition is now rampant.
#SAASFEST16 Brought to you by your friends at@PriceIntel
15. Q: How many competitors did you have in your first year of business?
A: Companies started more than a year ago had far fewer
competitors in their space than companies started today.
N = 1432 software founders and executives
Average#ofCompetitorsintheirfirst
yearofbusiness
0
3
5
8
10
5 years old 3 years old 1 year old
9.7
4.8
2.6
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16. Q: How many competitors do you have now?
A: Older companies increased competition over time, likely due
to attracting new entrants, as well as decreased barrier to entry
N = 1432 software founders and executives
CurrentAverageNumberofCompetitors
0
3
7
10
13
5 years old 3 years old 1 year old
10.25
11.7512.15
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17. The relative value of features is declining.
All software is going to $0.
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18. N = Varies by line, but minimum of 10,000 customer respondents per line
WTPas%ofWTP4YearsAgo
0%
30%
60%
90%
120%
4 Years Ago 3 Years Ago 2 Years Ago 1 Year Ago Today
Core Features Single Sign On Integrations Analytics
Q: How has software willingness to pay (WTP) evolved over time?
A: Software willingness to pay has declined significantly over the
past few years due to increased options and higher demands.
#SAASFEST16 Brought to you by your friends at@PriceIntel
19. CAC is steadily increasing over time.
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20. Q: How has customer acquisition cost (CAC) evolved over time?
A: Customer acquisition cost has increased significantly over the years
due to market saturation of marketing vying for consumer attention.
BlendedCACas%ofblendedCAC4
YearsAgo
-15%
0%
15%
30%
45%
60%
4 Years Ago 3 Years Ago 2 Years Ago 1 Year Ago Today
B2B B2C
N = 437 companies per line
#SAASFEST16 Brought to you by your friends at@PriceIntel
21. We make matters worse by focusing on the
wrong fundamentals.
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22. Q: Which pillar of your business is the most important to your growth?
A: Founders and software executives overwhelmingly put
their support behind acquisition based growth.
N = 1432 software founders and executives
%oftotalrespondents
0%
25%
50%
75%
100%
More logos Making more money per customer Keeping customers around longer
#SAASFEST16 Brought to you by your friends at@PriceIntel
23. There are clear winners and
losers in this environment.
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24. Q: What was the growth focus of companies that died in the past couple of years?
A: Of 90 companies that died in the past 3 years, the majority
of them were focused on acquisition based growth.
N = 90 companies that went out of business or were fire sold in the past 36 months
%ofCompanies
0%
25%
50%
75%
100%
Less than $10M ARR $10.01M to $25M ARR $25.01M+ ARR
Primarily Acquisition Growth Balanced Growth
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25. Q: How does growth compare between acquisition based companies and their balanced counterparts?
A: Acquisition based growth companies grow at a smaller rate than those
with a balanced growth approach (growth from all three pillars of growth).
N = Minimum of 512 companies per segment pulled from the middle 2/3 of companies in terms of growth rate. This,
along with a dampening model was used to control for outlier spikes in growth rate.
%ofCompanies
0%
14%
28%
41%
55%
2012 2013 2014 2015
Primarily Acquisition Growth Balanced Growth
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26. Q: How does growth compare between perpetual and subscription software companies?
A: Subscription software company growth is outpacing that
of perpetual based software companies.
N = Minimum of 512 companies per segment pulled from the middle 2/3 of companies in terms of growth rate. This,
along with a dampening model was used to control for outlier spikes in growth rate.
%ofCompanies
0%
14%
28%
41%
55%
2012 2013 2014 2015
Perpetual Subscription
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27. Q: If we improve each area of a software business equally, what’s the relative impact on revenue?
A: Monetization and retention based growth far outpaces
acquisition based growth.
%impactonrevenue
0%
2%
5%
7%
9%
12%
14%
Acquisition Monetization Retention
3.32%
N = Data from 734 software companies
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28. Q: If we improve each area of a software business equally, what’s the relative impact on revenue?
A: Monetization and retention based growth far outpaces
acquisition based growth.
%impactonrevenue
0%
2%
5%
7%
9%
12%
14%
Acquisition Monetization Retention
6.71%
3.32%
N = Data from 734 software companies
#SAASFEST16 Brought to you by your friends at@PriceIntel
29. Q: If we improve each area of a software business equally, what’s the relative impact on revenue?
A: Monetization and retention based growth far outpaces
acquisition based growth.
%impactonrevenue
0%
2%
5%
7%
9%
12%
14%
Acquisition Monetization Retention
6.71%
12.7%
3.32%
N = Data from 734 software companies
#SAASFEST16 Brought to you by your friends at@PriceIntel
30. Q: If we improve each area of a software business equally, what’s the relative impact on revenue?
A: Monetization and retention based growth far outpaces
acquisition based growth.
%impactonrevenue
0%
3%
6%
9%
12%
15%
18%
Acquisition Monetization Retention
9.32%
15.89%
2.35%
6.71%
12.7%
3.32%
2008 - 2012 2013 - 2016
N = Data from 734 software companies
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31. The root cause is we don’t
know our buyers.
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32. Q: Which single category describes your buyer personas internally?
A: When asked, SaaS founders and executives indicated that their
company’s buyer personas weren’t well defined or centralized.
%ofrespondents
0%
20%
40%
60%
80%
100%
Thought about them Central document Quantified buyer personas
6.6%
36.6%
56.8%
N = 1,647 SaaS Founders and Executives
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33. Q: How many customer development conversations (non-sales) are you having per month?
A: SaaS founders and executives indicated that their companies are primarily
only talking to less than 10 customers in a cust dev capacity per month.
%ofrespondents
0%
20%
40%
60%
80%
100%
10 or less 11 to 25 26 to 50 51+
3.9%10.1%17.7%
68.3%
N = 1,647 SaaS Founders and Executives
#SAASFEST16 Brought to you by your friends at@PriceIntel
34. Q: How many experiments are you running per month (including marketing experiments)?
A: SaaS founders and executives indicated that their companies
are overwhelmingly running less than 10 experiments per month.
%ofrespondents
0%
20%
40%
60%
80%
100%
0 1 to 3 4 to 10 11+
2.7%12.1%
37.8%
47.8%
N = 1,647 SaaS Founders and Executives
#SAASFEST16 Brought to you by your friends at@PriceIntel
35. The is should be scary.
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36. Point of Conversion
Offer Product #1
Justify price #1 Offer Product #1
Justify price #1
Offer Product #1
Justify price #1
Drive Customer #1 Drive Customer #2 Drive Customer #3
Buyers are the central tenet of your business
#SAASFEST16 Brought to you by your friends at@PriceIntel
38. Step 2 is learning
how to solve the problem.
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39. #SAASFEST16 Brought to you by your friends at@PriceIntel
7:30 AM
8:30 AM
9:00 AM
9:30 AM
10:00 AM
10:30 AM
11:00 AM
11:30 AM
12:00 PM
12:30 PM
1:00 PM
Registration And Breakfast
Welcome And State Of SaaS
Patrick Campbell
You’re Too Focused On Product/Market
Fit
Brian Balfour
Why Half Of You Will Go Out Of Business:
The Move From Cloud First To Customer
First
David Cancel
Embracing Humility: 5 Ways You’re
Probably Failing Your Customers And
What You Can Do About It
Tara Robertson
Consciously Cultivating Raving Fans
Heidi Jannenga
Break
Retention Throughout The Entire Funnel
Rob Walling
Building A SaaS Company Isn’t What It
Used To Be: Your Competition Now
Matters
Hiten Shah
How Video Is The Future Of Marketing
Naike Romain
Lunch
2:00 PM
2:30 PM
3:15 PM
3:45 PM
4:15 PM
4:45 PM
5:15 PM
5:45 PM
7:15 PM
An Actual, Practical Conversation Around
Growth
Suneet Bhatt
Turning Around A Company With Growth
In 90 Days
Drew Sanocki
The Hidden Talents Of Email (Yes, Email):
Creating Customer-Centric Messages
Justine Jordan
Modeling Freemium: Lessons Learned
Along Insightly’s Journey
Karl Laughton
Break
From Startup To IPO: Unconventional
Lessons From The Pricing Trenches
Brad Coffey
Pivoting To A New Market: A Real-World
Lesson In Pricing and Personas
John Marcus III
Forget Your Feelings: Here’s How To
Quantify Your Buyer Personas
Patrick Campbell
After Party
Mija Cantina & Tequila Bar
Faneuil Hall Marketplace
1 S Market St
Boston, MA 02109