The Most Lucrative Business Model on the Planet

The Colossal Shift in Risk

Customer Risk

Large install, training, utilization

Provider Risk

Outcome and Engagement

The Colossal Shift in Risk

Customer Risk

Large install, training, utilization

Provider Risk

Outcome and Engagement

The Colossal Shift in Risk

….Leads to a Colossal Shift Toward You

Product Outcome

Partners Create Outcome and Engagement

Mastering the Cash Flow Challenge

David Skok SaaS Metrics 2.0

Mastering the Cash Flow Challenge

David Skok SaaS Metrics 2.0

Customer Acquisition

Customer Acquisition Cost (CAC)

• Salary and Bonus• Time• Support• Marketing and Lead Generation• Admin

Optimal Payback

CAC Payback < 12 Months

Optimal Business

Lifetime Value (LTV)> 3x CAC

1x – Cover Acquisition Costs2x – Cover admin, support 3x – Allow for reinvestment and profit4x – Under investing

Decrease Cost of Acquisition

Optimal Business

LTV > 3x CAC

Lifetime Value

• Lengthen Time• Increase Spend

Customer Life After Contract Term

0 months 30 months 60 months

Lengthen Time

• Great Installs– Great Design – Project Management

• Retention plan

Lengthen Time

• Engagement– Relationship – Time Invested– Predictive Advisement – know there’s a

problem before your customer

Increase Spend

• Trusted Advisor

• Upselling and cross selling

• Billing

Recap

LTV > 3x CACLower Cost of Acquisition• Engineering• Project Management• SME Program

Increase Customer Life• Time Expended• Relationship• Retention Plan

Increase Customer Spend• Monitoring• Upsell/Cross Sell• Billing