Category

Uncategorized

Category

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…

Here’s a quiz. The top challenge facing SaaS CMOs is … A. Improving marketing automation. B. Finding more leads. C. Generating more consistent Marketing Qualified Leads (MQLs) for inside sales. If you read marketing blogs you probably think ‘A’ is correct. But if you work with SaaS marketing teams you’ll quickly discover that for most of them ‘C’ is the biggest challenge. The real work starts rather than it ends once you’ve generated leads. Why? Just follow the money. Most…

Letting customers try your product before buying is becoming a standard practice. Free trials are now more and more common. For example, we analyzed a sample of 41 Techstars SaaS companies and found that 77% of those companies offered a free trial. Well known B2B SaaS companies like Salesforce, Zendesk, LinkedIn, and HubSpot work with this model and are defining customer expectations in the B2B world. Free trials are popular for a reason. They…