For sustainable SaaS growth, you need to look at: 1) Customer acquisition rate; 2) Customer acquisition cost; and 3) Customer acquisition speed. Ideally, you should have a high acquisition rate, at a low cost and an accelerated acquisition speed. However, you need to be careful how you achieve these. Acquiring quickly many of the wrong kind of customers will not do you any service. You will have a high customer acquisition rate and a low acquisition cost, but with a high churn rate, meaning that your acquisition effort is going down the drain. You’ll be starting from scratch, with less money in your pocket. To make sure you get it right, I asked a few of my favorite SaaS experts to share some lessons they learned along their career path on customer acquisition.
Here are some great points you should keep in mind on ways to increase your acquisition rate.