Since returning from Silicon Y’all, we’ve had several Beacon9 client meetings with something in common. They’ve all had adoption, usage, and retention challenges, and they all lack SaaS customer marketing basics. This is despite being quite mature (in SaaS terms) and despite achieving scale with double-digit millions in ARR. These are quality companies whose growth […]
SaaS Churn Best Practices
Read, listen and watch SaaS churn best practices for founders and leaders of growing technology companies. Join SaaS co-founders and operators Justin and Anna Talerico for capital-efficient sales, marketing, customer success, culture and liquidity guidance.
A story in pictures. Justin and I have been at Silicon Y’all all week, and yesterday I presented a 20-minute TED Talk-style session, “Fighting Churn with Hand-to-Hand Combat, A Story About Not Giving Up Even When You Think You’ve Tried Everything.” I’ll come back to customer churn in a moment. First, let me rave about the […]
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 […]
Don’t throw in the towel too early when a customer wants to cancel. Every good customer is worth an all-out effort to save their business. Here’s how.
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 […]