Растим продажи saas продукта с нуля до $1,000,000 arr. Опыт...
TRANSCRIPT
Taras Filatov, founder/CEO, 22 April 2015http://quickblox.com/ [email protected]
Растим продажи SaaS продукта с нуля до $1,000,000 ARR. Опыт
QuickBlox.http://www.conformato.org
Q U I C K B L O XC A N A D D C O M M U N I C AT I O N T O
E V E R Y A P P O N T H E P L A N E T
Quickblox in Ecommerce Better online transactions through real time communication and information exchange between buyers and sellers
HOW CUSTOMERS USE QUICKBLOX TODAY
Kijiji uses Quickblox to connect classified customers in their app
Quickblox in sports, entertainment and social
networking Enabling Consumer-centric sites, apps, and services to
engage their community through OTT
Playdemic uses Quickblox chat in their Apple featured app
Quickblox in medical, financial and government Providing OTT communication which is safe, private and regulatory compliant
Garda (The Irish Police Force) uses Quickblox to power their missing persons app.
Quickblox in corporate
Allowing organisations to connect their employees & members
with private, secure OTT communications compatible
with existing systems
The Major League Baseball Player Association uses Quickblox to power private chat amongst their members
OUR PRODUCTS
Q-municate is our native app for iOS, Android and the Web.Q-municate is our native app for iOS, Android and for the Web. It integrates tightly with our API.
WORLDWIDE MARKET
If business use of OTT in applications is 2.5% of the Total Addressable market, then we are operating in a $1.4 billion market just for business OTT services.
Visitors to quickblox.com
Countries in which we have paying clients
There are approximately 3,000,000 apps available in stores worldwide a lot of them want OTT communications.
PEOPLE FIND US
We spend no money on marketing. Almost all of our customers have found us organically through search engines, social media and links. Search queries leading to Quickblox include “chat sdk” and “video calling sdk"
Search engine trafficDirect trafficLink traffic
Visitors to our website2012 - 2014
C L I E N T S O F Q U I C K B L O X S A A S
50-80 developers register per day
C L I E N T S O F Q U I C K B L O X S A A S
47 enterprise prospects per month
contact us proactively
Q : КАК СОЗДАТЬ МОЩНЫЙ
INBOUND ?
A : C O N T E N T + S E O
Most of traffic organic from Google
Long-term content building and SEM strategy since 2011
Long-term contentstrategy since 2011
1839 pages indexed
Well structured and relevant
1st Page in Google in relevant requests
A/B TESTING
или
КРАСНЫЕ КНОПОЧКИ
КРАСНЫЕ КНОПОЧКИ
http://blog.hubspot.com/blog/tabid/6307/bid/20566/The-Button-Color-A-B-Test-Red-Beats-Green.aspx
КРАСНЫЕ КНОПОЧКИ
КРАСНЫЕ КНОПОЧКИ
MARKETING -> SALES METRICS
"If you can not measure it, you can not improve it."
Do you understand this?
http://www.quora.com/What-are-the-typical-conversion-rates-in-the-waterfall-funnel-model-between-INQ-Mql-SAL-SQL-Opp-Closed
Do you understand this?At QuickBlox we didn’t until Q1 2015
http://www.quora.com/What-are-the-typical-conversion-rates-in-the-waterfall-funnel-model-between-INQ-Mql-SAL-SQL-Opp-Closed
MQL -> CLO: main metric for SaaS CEO to focus on
http://www.quora.com/SaaS-marketing-metrics-What-are-the-average-conversion-rates-from-MQL-to-SQL-SQL-to-Opportunity-Opportunity-to-Close
http://www.saastr.com
Waterfalls and Funnels
Waterfalls and Funnels
Waterfalls and Funnels
How QuickBlox tracks Marketing -> Sales metrics
Free users funnel (started tracking in 2014)
Enterprise clients funnel(started tracking in 2015)
How to make: Step 1, Raw data
Step 2, Pivot report
Step 3, Intermediary reports (if needed)
Step 4, Funnel
What next?
Change Measure
Grow! à $3-6m ARR
