It’s safe to say that in the last few years, the SaaS industry has experienced unprecedented growth. According to OpenView Labs, the industry is on track to close 2018 with a 21.5% increase to $71.2 billion. But with that growth comes some pretty serious competition. In 2013, SaaS companies reported, on average, having just two […]
SaaS Strategy Best Practices
Read, listen and watch SaaS strategy best practices for founders and leaders of growing technology companies. Join SaaS co-founders and operators for guidance on sales, marketing, customer success, culture, and institutional readiness.
The 4 Legs of Your SaaS Bench
Product, marketing, sales, customer success. All four legs of your SaaS bench are necessary and have to function together as a single unit. When something isn’t working, don’t look at one area myopically, look at all four together.
Should You Let Customers Pause a SaaS Subscription?
What happens if a customer asks to pause their subscription? It’s something founders and executives don’t normally think about as they plan their SaaS pricing, packaging, terms & conditions, and cancellation processes. A request to pause a customer’s subscription is a bummer, of course. It’s a ding to your MRR, and who even knows how to […]
How to Execute a SaaS Land and Expand Strategy
A customer recently drew this on the whiteboard as we discussed land and expand strategies. In sales “Land and expand” usually refers to a strategy to land a customer with a small deal, and then sell into the organization to expand your footprint to more seats, additional departments or more products & services. Nowhere does […]
Active SaaS, Passive SaaS, Value and Churn
Active SaaS Product Strategy Proves Value We’ve all subscribed to passive SaaS products that may be cool, but never become indispensable. It’s likely you’ve also used at least one active SaaS product that goes out of its way to shove its value in your face. And if that active SaaS was actually valuable, then it’s […]
