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Top Two Reasons for Churn

In working with a number of SaaS portfolio companies, I have found that there are two causes of churn that occur more frequently than any others. They are:

  1. Failure to successfully onboard the customer
  2. Loss of the champion who drove

2017 SaaS Survey Infographic

The third annual forEntrepreneurs SaaS Survey Infographic shares top highlights from this year’s SaaS Survey results!

You can find the full 2017 survey results here:

  • Part 1 shares growth rates, go-to-market trends and cost structure
  • Part 2 covers application delivery

Buyer Centric Funnel Design

In my talk at the 2017 LAUNCH SCALE conference in San Francisco, I discuss how to get inside your buyer’s head to increase funnel conversion rates. In the talk, I cover:

  • How to design and build a buyer-centric sales funnel

Bridge Group 2017 SaaS AE Metrics Report

Since 2007, The Bridge Group has tracked the Account Executive (AE) role and gathered data on how metrics and compensation change over time. We’ve partnered together to publish the 2017 SaaS AE Metrics Report and offer sales organizations a set