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Most people by now have heard of the “Product key activation event”. More generally, Facebook’s 7 friends in the first 10 days, Twitter’s 30 followers… get lots of mentions in the Product and Growth communities. Theses examples have helped cement the idea of statistically determining goals for the onboarding of new users. A few weeks ago, somebody from the Reforge network asked how to actually define this goal and I felt compelled to dive deeper into…

Over the past few years, I’ve seen the “Lean Startup” grow to biblical proportions in Silicon Valley. It has introduced a lot of clever concepts that challenged the old way of doing business. Even Enterprises such as GE, Intuit and Samsung are adopting the “minimum viable product” and “pivoting” methodologies to operate like high-growth startups. However just like any dogma, the “lean startup” when followed with blind faith leads to a form of obscurantism that…

99% of the B2B SaaS companies I talk to don’t segment their free trial users. This is a shame because we all know our trial users can be very different from one another. For example, have you heard of accidental users? Those users signed up thinking your products was doing something else and leave soon after realizing their mistake (much more common than what you might think!). Or what about tire-kickers? Yes, a surprisingly large number of people like to…

Last week I had the pleasure of being invited to speak about B2B SaaS Sales on Livestorm’s podcast. In the interview I discussed how, at MadKudu, we led our research for our Ideal Customer, how we’ve kept on refining it and how it helped shape our business. Here’s the full interview : And here’s the transcript (a big thank you to Livestorm) Hi Francis, first, could you tell us what is MadKudu and how you…

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…

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…