This week’s roundup includes enterprise SaaS trends for 2019, tips for building a better SaaS company, improving SaaS customer success and more!
Let’s get started…
SaaSX Twitter followers may have noticed we’ve been sharing quite a bit of content from Chagency‘s Ch Daniel recently. With his constant stream of consistently high-quality educational content, it was only a matter of time before he made it into one of our weekly roundups. In last week’s article, Daniel asks readers to consider what their life would be like if their CAC figure was cut in half. If you’re like most people, cutting down the cost of just about anything probably sounds good, and when cutting down on the cost of something as valuable as new customers – well that’s even better. Would you like to cut your CAC down by 50%? Ch Daniel shows you how.
Brand takes time to build. And resources and patience. When a company’s CAC is not making sense at the end of the day (or the quarter, or the year), there might not be enough time for the company to see the light of the day when their brand is developed.– Ch Daniel
Aida Harutyunyan breathed new life into the Incredo blog last week with this piece on enterprise SaaS spending statistics and the trends you should be aware of for 2019. Harutyunyan uses the SaaS spending data included to inform her SaaS adoption forecast, and closes the article with the 5 biggest SaaS trends coming our way.
The SaaS market is ripe with opportunities and the only way to succeed is to come out with a fresh and unique solution. So regardless of whether you undertake the project in-house or outsource it to an agency, remember that in order to make strategic decisions, the process of SaaS development must be backed by a sound policy framework and a definitive objective.– Aida Harutyunyan
OpenView‘s Wendy Schott takes a deep look into 3 non-technical assets for success, and digs into the unique value offered buy each one. Schott talks about creating a remote company structure, embracing process, and closes the article with some powerful words about leading with a strong commitment to diversity and inclusion.
You have to do what you do with intention and with purpose. You have to take the time to figure out what really works and then nail all the details of your systems. And you have to think about what matters most and not be afraid to base your decisions on doing the right thing.– Wendy Schott
Lauren Kelley returns to the OPEXEngine blog to bust the myth that a SaaS company must have a retention rate of 125% or more in order to succeed in their market. Kelley shares data showing that many successful top tier SaaS companies have succeeded with lower net retention rates, especially when selling in the SMB space. While higher retention rates are generally a good thing, Kelley does a great job of shining a light on the more significant aspects of what contributes to a company’s success, and talks about the importance of focusing on the right things at the right time.
Benchmarks need to be looked at in the context of the business model and compared to peers with similar operations, and compared to best in class for that business model, not all SaaS. And one metric taken in isolation doesn’t tell the story.– Lauren Kelley
Do you know why SaaS vendors fail most often? While most people may rush to lack of sales or product quality as the cause, Kilterly‘s Chris Arringdale points out that failure often stems from a disconnect between the customer and the product’s value. This issue is a little more complicated than those simpler explanations, and requires quite a bit of understanding to fully address and overcome. In this article, Arringdale explains where in the onboarding process SaaS companies often go wrong, and teaches you how to avoid those pitfalls and secure SaaS renewals.
The success of your customers has a direct impact on the success of your company and the renewals it needs. Ensuring your company takes on the responsibility of their success is crucial.– Chris Arringdale
Thanks so much for joining us for another SaaS roundup. We hope to see you here again next Monday!