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Sam Levan

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Guest blog post from our friends at Clearbit A demand generation manager must meld several operational roles (marketing, automation, analytics) into one core competency—increasing conversions, and ultimately, revenue. They’re the “growth hackers” of B2B marketing, working across disciplines to solve problems. Just as growth hackers seek the viral loops that will skyrocket their growth, demand generation teams look for opportunities to automate and systematize the customer life cycle. In practice, that’s meant that demand generation…

SaaS marketers are not usually engaged in the day-to-day engineering work. I’m no exception. A few days ago I asked Sam Levan, our CEO, “what exactly are we doing with Segment?” I had visited Segment’s landing page but didn’t really get the value – it reminded me of the “middleware” concept IT departments have been talking about for years. Sam I talked about Segment and I finally understand it. Since other CMOs might have similar…

We’re not that picky about who we hire – we just need a qualified warm body to fill the chair. — Said by no startup CEO … ever Things are going great here at MadKudu. We hit our growth milestone and our recent pivot allowed us to sign up awesome customers like Segment, Contactually, and Codeship. But … alas … there is little time for celebrating in a fast-growing startup because success just creates new problems.…

Our fearless leader and CEO Sam Levan recently spoke at Galvanize in San Francisco about data science careers. A common student question is, “is a job at a startup or a big company better for data scientists”? At MadKudu we’re in a good position to answer it – the 5 of us have more than 25 years experience in data science. We’ve built everything from the world’s largest fraud detection system to quick hacks in Google sheets. So…

This is Part 2 of a series on how to build a Behavior-based conversion strategy for your SaaS product. Here is Part 1. This post was a lot of fun to write – I hope you enjoy learning from the insights as much as I did. In a previous post, we analyzed conversion data from 9 SaaS companies and concluded that optimizing conversions based on behavior is more effective than using an X-day trial for…

In a previous post, we analyzed conversion data from 9 SaaS companies and concluded that optimizing conversions based on behavior is more effective than using an X-day trial for every customer. We call this approach “behavior-based conversions”. In this series I’ll explain the strategy and show you how to implement it. Subscribe to our newsletter I’ll send each to you as I write them. The pros & cons of your free 30-day trial Easy to setup and…

Let’s face it – marketing and sales operations can be thankless work. When we generate quality leads we’re “doing our jobs”. We toil away making slow, methodical progress – progress often unseen by the rest of the company. Would you like to be the hero for a change?  To make a, quick, high-visibility impact with your sales team? Of course you do! If so, give this hack a try. With a bit of coding you…

2/29/2016 update – We’ve had a number of requests to expand on this post and provide examples of behavior-based conversion incentives. We decided to write a 3-part series on this topic. You can read the first one here.  Whenever I launch a new SaaS product I obsess about sales and onboarding details. Should I offer a free trial? How long? Or should I have a free version with no trial (freemium)? The blogs and books…

Most SaaS companies have 3 misconceptions about churn: They don’t realize how much churn is costing them. They think they know why customers churn. They think predicting churn with data is too hard. If you’re not using predictive analytics to prevent churn this hack will help reduce your churn by about 20%. It takes about 2 days of work over a few weeks and you can do it in Microsoft Excel. We used similar techniques to…

Forbes just released a study confirming what we’re hearing from SaaS CMOs: 78% [of B2B Marketers] see B2B marketings’ role expanding from demand generation to deal acceleration. In SaaS companies “deal acceleration” means arming the inside sales teams with better information about customers: Improving Marketing Qualified Lead (MQL) quality Predicting when customers are about to churn Providing sales with real-time information about what customers are doing in the product I’m covering all topics in our…