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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 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

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The report is based on a survey of 197 B2B technology companies, and covers topics such as:

  • Ramp

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 …

Scalable Pricing: A Key Tool For SaaS Success

Scalable pricing is a powerful tool to grow revenue in a SaaS or software business. It allows you to capture more of the revenue that your customers are willing to pay, without putting off smaller customers that are not able …

SaaS Business Models – Slide Deck

I presented the following set of slides to the Mass TLC group as the keynote for the “SaaS Business Model Update — Creating and Managing Revenues” event. The slides should be useful for anyone interested in learning about the key …

SaaS Economics – Part 2: Scaling the Business

This is the second part of a 2 part series that discusses the cash flow trough that  happens to SaaS, or other subscription/recurring revenue businesses when they decide to scale their business by ramping sales and marketing. These kinds of …

SaaS Economics – Part 1: The SaaS Cash Flow Trough

This post provides SaaS entrepreneurs with an Excel spreadsheet model and graphs that show the cash flow trough that happens to SaaS, or other subscription/recurring revenue businesses that use a sales organization. These kinds of SaaS businesses face a cash …

How Sales Complexity Impacts your Startup’s Viability

There is no question that success for the entrepreneur starts with a breakthrough (or at the very least great) product or service. Yet too often, entrepreneurs fall into the “field of dreams” mentality (in the words of Terence Mann, AKA …

2013 Pacific Crest SaaS Survey

We worked together with Pacific Crest, an investment banking firm with a specific focus on SaaS, to survey 155 SaaS companies on a variety of topics such as growth rates, CAC (cost to acquire a customer), gross margins, churn …