Growth Experiments is a complete platform to track ideas, hypotheses and results.
What do you wish you knew about SaaS sales & marketing metrics a few years ago? After in-depth research in the SaaS industry, I realized that a lot of the newly hired (the beginners) in a SaaS startup don’t quite understand the difference between the traditional business model and the SaaS business model. This results in slowing down the SaaS startup growth rate and brings costly consequences. That’s why this article came into being, and its purpose is to shed light on the main differences between the most important SaaS Sales & Marketing metrics and their traditional alternatives, explained most simply. Those that are deep into SaaS, can remind themselves of the essentials and offer constructive feedback. If you have additional, valuable info that could add to the article, let me know and I will quote you inside.
It takes 3 months before a B2B sales rep gets on their first independent sales call/demo. But our new sales rep did it in 30 days. How? Was it sales training? No. Shadowing on other senior reps calls? Nah, she is our first sales rep/senior AE. However, full disclosure -- she did shadow on some of our CEO's sales calls. Alright, did she use a sales coaching software? Sure, but that wasn't the complete reason for her success either. It was about the right mix of all the three. Ok, so what's the right mix? How can you accelerate the ramp-up of your new sales reps? We've put together the COMPLETE RECIPE step-by-step. Feel free to use it, and let me know if it works for you :)
SaaS stands for Software as a Service, a type of business model that sells access to software on a monthly basis rather than selling a license to software upfront. SaaS businesses charge a smaller monthly fee and make money by keeping customers over a long period of time, rather than collecting all the money for the software sale at the time of sale. SaaS business models have particular growth challenges including how to manage customer churn rates by improving customer retention, how to increase customer lifetime value, and how to best structure a sales and marketing team to fuel growth. These are the best articles on how to grow a SaaS business including how to reduce SaaS churn, how to build a SaaS customer success team, how to market a SaaS product, what net negative churn is and more.