SaaS Metrics 2.0 – Detailed Definitions
Intro
This page is a supplement to the the SaaS Metrics 2.0 blog post. It provides detailed definitions for each of the key metrics used in that post.
Reaching Your Highest Potential Customers – Outbound Prospecting
As most of my readers know, I am a big fan of Inbound Marketing. However there are times when inbound leads aren’t either enough, or the right kinds of leads needed to reach your best potential customers. In those situations, …
Métricas SaaS 2.0 – Definiciones detalladas
Traducido por Alberto Peralta.
Introducción
Esta página complementa el artículo Métricas SaaS 2.0 – Guía para medir y mejorar lo que importa. Proporciona la definición detalladas para cada una de las métricas principales que se que se usan …
Growth Hacking: Creating a Wow Moment
This article is part of a series titled “The Art & Science of Growth Hacking” that will be published over time. My thanks to Gail Goodman, the founder and CEO of Constant Contact for introducing me to this concept.
(In …
That’s a nice little $40M ecommerce company. Call me when it scales
It will surprise a lot of entrepreneurs to learn that building an e-commerce business with $10 million to $20 million in revenues is not that hard. It also surprises many to learn that it’s not actually that valuable. This is …
The Key to Building Smarter Software: Deliver Insights
Three years ago I spent a lot of time looking at SaaS business intelligence companies. I loved what I saw in the demos: easy data connections, slick looking graphs, powerful drill down tools and custom dashboards made the tools look …
Managing Customer Success to Reduce Churn
The health of a SaaS business is directly tied to its ability to retain its customers and prevent churn. To do this, they have to ensure that their customers are happy. That means making sure they get the promised business …
SaaS Metrics 2.0 – A Guide to Measuring and Improving what Matters
“If you cannot measure it, you cannot improve it” – Lord Kelvin
This article is a comprehensive and detailed look at the key metrics that are needed to understand and optimize a SaaS business. It is a completely updated rewrite …
SaaS Dashboard Example – For annual contracts using ACV
This page is a supplement to the SaaS Metrics 2.0 blog post that provides a comprehensive study of the key metrics to understand and optimize a SaaS business. It is designed to be read in conjunction with that post.
You …
SaaS Inside Sales: What you need to know
The Bridge Group have recently published a report titled:
Inside Sales for SaaS
Metrics and Compensation Report for B2B technology companies
The report is based on a survey of 197 B2B technology companies, and covers topics such as:
- Ramp
Validating your Decisions Using Surveys
Summary
This article describes in detail how to use on-line survey tools to validate your key startup assumptions, and gain actionable insights into topics such as pricing, target demographics, messaging, etc.…
Unlocking the Path to Negative Churn
Summary: Illustrates graphically why churn is a huge problem as a SaaS company gets larger. It also looks at a very surprising factor that can massively accelerate SaaS growth: negative churn. (This article is applicable to any recurring revenue …
An Argument for Specialized Sales Teams — An Interview with Aaron Ross
In this article I interview Aaron Ross, co-author of a new book, Predictable Revenue. Aaron discusses his experience at Salesforce.com starting a new group that used an innovative outbound prospecting approach (involving no cold calls) to create new leads. …
Do you know your Customer? Buying Cycle & Triggers
This article looks at why customers expect different interactions with you depending on where they are in the buying cycle. It also examines how specific events trigger them into a buying mode. It then explains how you can use this
…The State of App Development
Today’s application developers are faced with a broad set of architectural decisions that can make or break their company going forward. This presentation, which was given as a keynote for the MassTLC application development conference, highlights the major changes that …
