This week’s roundup features strategies for driving SaaS growth, SaaS renewal best practices, tips for tracking SaaS customer cohort analysis and more! Let’s get started…
Mia Jacobs returns to the Totango blog, bearing a short but sweet list of SaaS renewal best practices. Jacobs’ list recommends defining your customers, understanding their journey, personalizing your messaging, automating renewals, and lastly − talking openly about the future. Each of the 5 items on this list receives 2-4 paragraphs detailing their importance, proper implementation and more. The article closes with an 8-minute video on designing campaigns that assist in the renewal and upselling process. Worth every minute!
To compete within today’s customer-centered economy, a SaaS enterprise has to continually demonstrate this intimate customer knowledge by personalizing, prioritizing, and timing key customer messaging. With the right data management, your renewal process can become a celebration of another year of partnership.– Mia Jacobs
As we briefly mentioned in last week’s article on why we love SaaS, SaaS valuations are rising again. And not just by a little. SaaS valuations have risen quite a bit, and are continuing to go up even more. This is exciting news for SaaS businesses of all kinds, and in his latest post, Crunchbase writer Alex Wilhelm offers some great insight into what this may all mean for the future of SaaS.
There is a connection between public market activity and the private market. It’s not perfect, but the rising valuations of public SaaS companies will do two things for startups in the space. First, it drives positive sentiment about SaaS startups as a group, making them more attractive as possible investments. And it also helps individual companies defend prior valuations and secure a higher worth in their next round.– Alex Wilhelm
OPEXEngine has been producing a lot of fantastic SaaS-related content on their blog recently, and we’ve been keeping up with every bit of it. This week’s favorite focuses on SaaS Customer Cohort Analysis and explains what it is, how to monitor it, and how to use it to define target customer profiles.
Quota attainment analysis will give you an understanding of which reps are achieving quota, but customer cohort analysis based on sales rep will give you deeper insights that you can use to improve the whole organization by showing the type of customers that high achieving and low achieving reps typically close.– Lauren Kelley
Intercom‘s Karen Peacock presented a neatly organized 46-slide deck at this year’s SaaStr conference, which covered 5 strategies for driving SaaS growth. Following a positive reaction from SaaStr attendees, Peacock published a companion article last week, containing highlights from the presentation and building additional context around the information within. As a bonus, Peacock included the SlideShare deck in this article for any readers who may have missed the conference.
What you thought was the finish line was actually just the starting line.– Karen Peacock
Penned as the follow-up to a previous article titled “Why I Cringe When I Hear the Term ‘Playbook’“, Todd Gibby of Lock 8 Partners digs into the importance of SaaS companies developing a core set of disciplines. In this 7-minute read, Gibby outlines 8 powerful disciplines and explains why each one matters, what each one looks like, and how each one effects your business.
Every market is dynamic and rapidly evolving. And the necessary skills in every business change at every phase of company growth. So, becoming adept at not only managing change — but embracing and catalyzing it — is the one discipline that every business needs to thrive.– Todd Gibby
SaaS strategist James Davis tackles the question “What does it take to build an app or service for a vision, without the experience?”. His answer? Less is more. We hear this term a lot in many different contexts − but how do we apply the “less is more” approach to designing something as uniquely complex as a SaaS product? In this article, Davis provides some fantastic advice in the form of 5 simple tips that will help you take your SaaS product to the next level without overcomplicating things.
Rushing to build too quickly can take your excited energy and passion down a potential rabbit hole that could cost an excess of money and time. Stick to your strengths and stay away from the overwhelming idea of creating a product or ecosystem masterpiece on the first try.– James Davis
Tory Smith, co-founder of Bay Leaf Digital published a great roundup of SaaStr 2019 on the company’s blog last week. Tory talks about the speakers, the sponsors, the networking opportunities, the afterparties, the “breathtaking” exhibits and more! If you didn’t make it to SaaStr 2019, this recap will have you convinced to attend next year for sure!
As a SaaS marketing professional, I found SaaStr 2019 to be an inspirational, must-attend event. As I consumed multiple doses of SaaS related insight from been-there-done-that SaaS experts, I also felt at ease networking with top professionals in the same space.– Tory Smith
Thanks so much for joining us for another SaaS roundup. We hope to see you here again next Monday!