This week’s roundup features Blissfully’s annual SaaS trends report, great strategies for reducing customer churn, tips for measuring product adoption and more! Let’s dig in…
First up on this week’s roundup, SaaS giant Blissfully takes a look at the SaaS trends of 2019. Each year, the folks at Blissfully analyze anonymized data from nearly 1,000 of the companies they work with to identify trends in SaaS spend and usage. The data collected then gets organized into an annual report and released publicly to help SaaS companies of all kinds to predict and adapt to the year’s approaching trends. The data included in these reports is always extremely insightful, and this year’s report is no different. Read the report on their blog or download the entire document right onto your computer!
You could say the only real constant when it comes to SaaS is change. The app turnover rate shows just how fast this change is happening. The typical mid-sized company changed 39% of their SaaS apps between 2017-18. You should assume that in 2 years, roughly half of your SaaS stack will be different than it is today.– Blissfully
We won’t lie, this is a long one. 30 minutes long, to be exact. But is it worth it? Absolutely. Marketing and growth leader Pedro Marzagao sets out to answer the question “can pricing keep on being ignored and overlooked in SaaS?” and leaves no stone unturned in the process. Organized neatly into 21 short and sweet segments, Marzaga implores readers to move SaaS pricing decisions to the top of every founder’s to-do list, and shares countless charts, videos and quotes to back up his opinions.
Talking and acting on pricing should not be a taboo. In early-stage SaaS businesses, pricing should be frequently revisited and twice per year open to changes.– Pedro Marzagao
Keeping with this week’s unintentional theme of lengthy and deeply informative pieces, here comes a great one from Totango‘s Guy Nirpaz. Aiming to organize reader’s thoughts on product usage and adoption for SaaS and cloud products, Nirpaz does that and so much more by breaking this relatively dense content into 7 concise easy-to-absorb portions. But is it really the “complete guide” for measuring product usage and adoption for SaaS and cloud? For 2019, it just might be.
Measuring product adoption by users is critical for SaaS and Cloud companies as this is the most telling indicator of the value customers are getting from products and services. And when it comes to preventing churn and driving growth, it is necessary for companies to know which customers and users are using their products, how they are using them and to what extent.– Guy Nirpaz
Switching gears just a little, Ahrefs‘ Tim Soul offers a fresh approach to enterprise sales. Sharing his 5-step process for courting enterprise clients, Soul details the unique method of prioritizing product development and customer education, allowing champion advocates to sell on your behalf, and knowing when and how to “walk away”. Simply brilliant.
Our brief experience flirting with enterprise was enough to convince us of one thing: If your product is equally useful to both SMBs and corporates, you can succeed on your own terms.– Tim Soul
The first of two articles in this week’s roundup coming from our friends at Openview, this one was written by Kieran Flanagan and outlines four investments you can make to grow search traffic today. This article takes a hard look at SEO tips and tricks, the importance of a “search first” approach to content, and more. Topped off with a series of enlightening charts, this post may even answer a few questions you didn’t know you had.
If investing in customer acquisition in 2019, it’s worth asking can you be doing better in search and if so, how much have you invested in these four areas.– Kieran Flanagan
The second Openview article this week comes from our very own Anna Talerico. This time around, Anna tackles the subject of customer churn and busts the myth that customer success team’s can (or should) shoulder the weight of churn alone. Noting that customer success is a business methodology and not a department, Anna shares a few key ways that all departments can make customer success a priority and reduce churn today.
There’s no way any one team can be responsible for all of the things we often lay on the shoulders of the customer success team, such as engagement, adoption, renewals and expansion.
What the customer success team can be responsible for is building strong relationships, communicating well, helping customers achieve their desired outcomes and facilitating the customer’s day-to-day engagement with your company and product.
– Anna Talerico
For anyone who may have missed Timia Capital‘s SaaS customer churn webinar with Anna and Redstamp‘s Kasey Bayn last week, both the recording and the 43-slide deck have been posted on Timia’s website. Both Anna and Kasey shared some great tips for reducing customer churn in this presentation, with Timia’s Mark Bakker interjecting some fantastic advice and brilliant insights throughout. We highly recommend checking it out, and are looking forward to participating in more of these in the future!
Customers don’t grow or stay on their own. No matter how strong your product is, clients and companies grow apart over time. Be intentional about product-lead growth. It’s our responsibility to make sure our customers don’t drift away!– Anna Talerico
Thanks so much for joining us for another SaaS roundup. We hope to see you here again next Monday!