This week’s SaaS roundup features tips for achieving product-led growth, using SaaS metrics to predict growth, how to use free trials to your advantage and much more! Let’s get started…
Openview‘s Blake Bartlett authored one of the best pieces we’ve seen on the blog in a while – and that’s saying a lot! Though already established as one of the greatest sources of SaaS content on the internet, the folks at Openview maintain a dedication to endlessly improving every aspect of what they do. This article is a great example of that, as Bartlett steps up to tackle the ins and outs of product-led growth, explaining how to build a software company in the end-user era. Breaking down the three primary eras of software (the CIO era, Exec era, and the End User era), Bartlett dives deep into what product-led growth is, how Slack used it to become one of the industry’s klargest SaaS giants, and explains how you can do the same!
The End User Era is upon us, but many software companies are still relying on decades-old advice about sales and marketing-led growth models that are human-dependent and untenable in the current market environment. The software market is constantly evolving and you need to evolve with it. The forces driving us to the End User Era aren’t going anywhere, and it’s time to adapt.– Blake Bartlett
Though originally published this past March, this astoundingly thorough guide for using SaaS metrics to predict growth just came to our attention last week. Cloudways‘ own Sharjeel Ashraf settles for nothing less than brilliance here, taking his readers by the hand and leading them through the SaaS metrics maze. Beginning at the pre-startup stage, Ashraf journies through every phase of SaaS growth, detailing each SaaS metric, why they matter, how to track them correctly, and how to let your metrics tell you what to do and when to do it. Not enough? Ashraf also includes a fantastic infographic listing the SaaS metrics you need to discover your growth path, closing the article out with contributions from nine SaaS metrics experts, showing which metrics they measure on a day-to-day basis. Cloudways really built a SaaS metrics bible with this piece, and we couldn’t be more impressed!
If the customers are not satisfied with the product, they will go away. That’s why it is important to keep an eye on essential metrics to measure customer satisfaction.– Sharjeel Ashraf
Beamer‘s Spencer Coon returns to the blog to share some thoughts on SaaS free trials, and the pros and cons of offering free trials to your SaaS prospects. Coon explores the overhead costs of unpaid users while also digging into the benefits of collecting trial user data and more. Briefly touching on trial alternatives, Coon closes the article with the hope that the information within has armed users with enough understanding to decide for themselves. Can offering SaaS free trials benefit you?
Do not offer a free trial when your customer can’t get a complete picture of how your product benefits them during a reasonable free trial period.– Wayne Mulligan
Following July’s announcement of France’s newly-instated digital tax, Chargify guest writer Nichole Elizabeth DeMeré set out to explore how these changes will affect the SaaS industry. While a 3% tax increase might not sound like a big deal to some, it seems to have some big tech companies (and even the White House) pretty riled up. So what effect will this 3% tax have on SaaS companies? According to DeMeré, apart from Internet giants like Google, Facebook, Amazon, and Apple, who earn more than €750 million (approx. $835 million USD) worldwide and do more than €25 million in sales (approx. $28 million USD) to French citizens – most companies will be unaffected. According to the data presented here, unless you’re making multiple billions, you’re probably going to be just fine in the foreseeable future. But that doesn’t mean you can ignore it! Give this article a quick 5-minute read to learn what these changes may mean for the future of SaaS and global sales as a whole.
Is this part of a larger trend? The short answer? Yes. There’s a strong desire throughout the world to tax the multi-billion-dollar tech firms, and French lawmakers have made it clear that the new law is just a placeholder. It’s intended to get the ball rolling, and they plan to repeal it once the rest of the world can agree on how to tax big tech.– Nichole Elizabeth DeMeré
CustomerSuccessBox CSM Anu Dudhat wants to help SaaS companies craft an overall Customer Health Score that brings both predictability and clarity. Aimed and CSMs and leaders in a B2B SaaS company who may handle medium and high-touch customers, Dudhat takes 4 minutes to define what customer health is, outline what a good customer health score looks like, and help arm less experienced CSMs with the tools needed to bring predictability into their health scores today.
While you rack your brain in an attempt to identify when and where things went wrong, it is too late and you have already lost the customer.– Anu Dudhat
Thanks so much for joining us for another SaaS roundup. We hope to see you here again next Monday!