Tag Archives: SaaS

A Short Guide to Online Presales for SaaS & Software

Episode 289 | A Short Guide to Online Presales for SaaS & Software

Date: 2016-05-17

Link: Startups for the Rest of Us

 

Startups for the Rest of UsYou don’t want to sell a product to somebody who won’t benefit from it.

If you have a lot of people you might want to qualify them before the demo. If you don’t have a lot of people to qualify you can do the demo first and then qualify them at the end.

You want to gather feedback to use for your future efforts.

If you have a high price point product, or it is complicated, or it integrates with a customer’s integral process, doing a customized demo will likely work better than them going directly to a trial.

Try to find out what the people that are coming to you most want and then try to guide them down that path.

The people that are going to pay you a lot of money are going to be the ones that are tech savvy and further along.

The Long, Slow SaaS Ramp of Death

Episode 282 | The Long, Slow SaaS Ramp of Death

Date: 2016-03-29

Link: Startups for the Rest of Us

 

Startups for the Rest of UsIt is always going to be slower than you want or slower than you expect.

No matter how fast you are growing you want to grow faster.

Try to establish some sort of virality for your product.

You’re not going to really grow until you find product/market fit.

Target a community of users that have a large word-of-mouth online.

Picking an audience can be a large contributor to growing faster.

Info products are exceptionally easy to sell to audiences.

Having an audience can be super powerful but it can also leave you with high expectations on how many of those will actually convert.

Have realistic expectations for the start.

Take some time to reflect.

Lessons Learned Analyzing 250 SaaS Pricing Pages

Episode 271 | Lessons Learned Analyzing 250 SaaS Pricing Pages

Date: 2016-01-12

Link: Startups for the Rest of Us

 

Startups for the Rest of UsSaaStr

It boils down to what type of business you want to run and how much time you want to spend with each customer.

When in doubt have three pricing tiers so you have price anchoring.

By the time you get to a pricing page you should already be sold on the benefits.

Put names that have meaning to your pricing package.

How to Structure Your SaaS Support Team

Episode 267 | How to Structure Your SaaS Support Team

Date: 2015-12-15

Link: Startups for the Rest of Us

 

Startups for the Rest of UsIf you are one person doing support the best way to get started off of the bat (is to do support from Gmail).,

Help Scout

Email is stage one. The founder or founders are doing all of the support.

You’re going to want to improve the product and respond instantly.

(In your early days) one of your advantages over the big companies is your speed of doing things.

(When there is a problem) people are going to be more willing to stick with you if you have done the right thing in the past.

Hiring a tier one support person is the second stage.

Put issues in a Google doc.

When in doubt give the customer what they are asking for.

If people are trialing your product they are wondering if it is going to work for them and if they need help and you are not able to help them then it is likely they won’t convert.

Join.me for screensharing.

Both WebEx and GoToMeeting have a free account.

Per User Pricing for SaaS, Drip Email Sequences for Freemium, and SaaS Subscription vs. Commission Pricing

Episode 263 | Per User Pricing for SaaS, Drip Email Sequences for Freemium, and SaaS Subscription vs. Commission Pricing

Date: 2015-11-17

Link: Startups for the Rest of Us

 

Startups for the Rest of UsTrying to make money charging ten pounds per year is insane.

In most cases you are going to use the best tool for the job.

Using languages like Rails or Python–it is easier to find developers.

In a SaaS scenario you want to be charging people on a recurring basis if the value of your product goes up over time.

With a freemium product you are trying to get them to activate.

The 10 Elements of Highly Effective SaaS Landing Pages

Episode 256 | The 10 Elements of Highly Effective SaaS Landing Pages

Date: 2015-09-29

Link: Startups for the Rest of Us

 

Startups for the Rest of UsDesign it for first-time visitors

You want visitors to go down a very specific path you have outlined for them.

Customers who are coming to log in will find the login box. Don’t make it prominent.

For first -time visitors you are trying to educate them, get their interest piqued, and then get them to take the next step in the action.

You have to make an assumption that a visitor to your site knows absolutely nothing.

The number one goal of your website is not to get somebody to buy your app but to get somebody to come back to your website.

Returning visitors are between six and twenty times more likely to purchase from you. Very few people purchase on the first try.

Have a great headline

Make a promise in the headline. Then have an action verb. Then have a directly stated “you” or an implied “you”. So you talking directly to the person reading.

Have at least one visual element at the top of the page

Have the visual element either next to or below the headline.

If you use a video then it should be less than 90 seconds.

Provide a couple of benefits

List three benefits.

Stay grounded (with your benefits).

Don’t go so high level that it doesn’t make sense anymore. Don’t say “saves you time” or “makes you more money”.

You don’t want to overwhelm someone on your homepage with every piece of information you can possibly have.

Social proof

This is not optional.

Testimonials from customers. With headshots if possible. Edit the testimonial down to just the core part.

Press logos.

Put a vanity metric in there.

Those are essential trust factors. You have to give people proof (to trust you).

Features

Features that set you apart. “These are things nobody else has” or “These are what are customers like most”.

You have to be very specific.

On the website somewhere you need to have a features page.

Limit the number of links or buttons on the page

Limit the amount of things to do as a user reads through.

Put everything else in your footer

If you want people to sign up for your course don’t put it in the footer. And don’t put it in the header. That is your call to action. Use a javascript widget and have it pop up at certain times.

Have a sitemap in the footer.

Upfront you don’t need a sitemap but longer term, as your product gets bigger and bigger, you probably do.

The Tools We Use to Run Our Startups

Episode 243 | The Tools We Use to Run Our Startups

Date: 2015-06-30

Link: Startups for the Rest of Us

 

Startups for the Rest of UsTeam Communication:

Slack

Hipchat

Github

Codetree

Skype

Trello

Workboard

Customer Communication:

Help Scout

Boomerang

Rapportive

Sidekick

Get Drip

Hit Tail

Serpfox

Mox

Hootsuite

Buffer

Infrastructure:

Amazon

Rackspace

Azure

Dreamhost

WP Engine

Wistia

Sprout Video

Pingdom

New Relic

Money:

Stripe

Paypal

Zenpayroll

Upwork (Odesk)

Gumroad

Back Office:

Xero

Get Ambassador

Stamps.com

Go Daddy

When Is It Time To Level Up?

Episode 235 | When Is It Time To Level Up?

Date: 2015-05-05

Link: Startups for the Rest of Us

 

Startups for the Rest of UsWhen revenue has flatlined it might be time to move up.

Growth is not necessarily an end goal for everybody.

If you want to level up one choice is to sell your current app. Another option is to put somebody else in charge of the app.

It is really, really hard to do two things well at once.

Breaking through SaaS Plateaus with Ruben Gamez

Episode 231 | Breaking through SaaS Plateaus with Ruben Gamez

Date: 2015-04-07

Link: Startups for the Rest of Us

 

Startups for the Rest of UsThe first plateau is higher if the price point for the product is higher.

Getting to product/market fit is harder than you think.

When it is just you you need to focus on one thing.

You need to get enough volume (of trials) before optimizing.

You can’t optimize your way into a $10,000 a month business.

You are probably not going to get pricing right when you launch.

It the first few weeks or months is when you need to be testing pricing the most.

You can forecast when you are going to plateau.

Unless businesses have zero churn they are going to plateau at some point in time.

Everything You Always Wanted to Know About Churn (But Were Afraid to Ask)

Episode 226 | Everything You Always Wanted to Know About Churn (But Were Afraid to Ask)

Date: 2015-03-03

Link: Startups for the Rest of Us

 

Startups for the Rest of UsChurn is the percentage of people that cancel in a given time period.

Revenue churn is a better metric than customer churn.

Involuntary churn is when a customer’s credit card expires.

Higher-priced point customers, while tougher to land, do not churn out as much as lower-priced customers.

You have to fight the first sixty day churn differently than the post sixty day churn.

1.5% is a typical enterprise SaaS monthly churn rate.

The obvious way to reduce churn is to improve your product.

You can get rid of people who aren’t a good fit for your product by just raising prices.

Another way to reduce churn is to get people using your product through onboarding, emails, free concierge services, making your product intuitive, having a guided wizard, and gets them to their minimum path to awesome.

Get metrics into your user’s inbox. It reminds them of the value they are getting out of your app.