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Ten years ago Amazon introduced same-day delivery, probably the single most important feature in cementing their dominance of the eCommerce industry. They did this after 10 years of innovating on the online shopper experience – recommended purchases, one-click payments, experiments on how website latency affected conversion rates – and they understood that the biggest source of friction in their buyer experience was waiting for your package to arrive. We all have an idea in our head…

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…

A couple weeks ago I attended a Point Nine and Algolia happy hour in Dublin. The premise was on point with a recurring question we deal with on a daily basis when it comes to software: “Should you buy versus build internal solutions?” Many at the event shared the story of an in-house solution turning into a big costly distraction for their team. The main culprit? The decision to build in house was taken lightly…

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…

Guest post from MadKudu. Overview: what is the most effective way to increase SaaS MRR? Regular readers of SaaScribe know increasing monthly recurring revenue (MRR) is the #1 challenge faced by SaaS founders. But what is the fastest way? Get more leads? Close bigger deals? Convert more trial users? Close deals faster? That’s the question we tried to answer in this study. We analyzed the sales velocity of 45,000 qualified leads for 9 representative SaaS…

Summary: We analyzed the sales velocity of 45,000 qualified leads for 9 representative SaaS companies. Based on these results the most immediate way for SaaS companies to increase MRR is by closing mid-market deals faster. We advise setting up a separate, high-velocity sales closing workflow that targets mid-market leads who are ready to buy now. A few weeks ago we were chatting in MadKudu HQ about the sales practices at a few of our customers…

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…