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…

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…

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…

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…