the saas sales funnel
TRANSCRIPT
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The SaaS Sales FunnelMick Griffin
Brand24
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The Perception of the Sales Person
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Every Action in your Business should attribute to one of these metrics
Key SaaS Stages
Website UsersIntent User
TrialFree Account
Demo Request
Paid Users Retained Users
www @ $ ☺
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Every Action in your Business should attribute to one of these metrics
Key SaaS Metrics
Website UsersIntent User
TrialFree Account
Demo Request
Paid Users Retained Users
Conversion
x%
Conversion
x%
Conversion
x%www @ $ ☺
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Every Action in your Business should attribute to one of these metrics
Key SaaS Metrics
Website UsersIntent User
TrialFree Account
Demo Request
Paid Users Retained Users
Conversion
7.5%
Conversion
10%
Conversion
-5%www @ $ ☺
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Reverse Engineering
6600 PLN Per
Month x 3
$1680
LCV
4
Clients
$140 AMR
12 Month LCV
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Website UsersIntent User
Paid Users Retained Users
Conversion
7.5%
Conversion
10%
Conversion
-5%www @ $ ☺440533
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Website UsersIntent User
Paid Users Retained Users
Conversion
5.0%
Conversion
7.5%
Conversion
-5%www @ $ ☺4531,060
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The Sales Funnel
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How Partnerships Can Help To Increase Website Traffic
www
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www
Organic
Social
Content
Paid
Referral
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Use Your Assets
Financial
Community
Product
Knowledge
$$$
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Create Partnerships with Brands who have similar goals
Saas Holiday Hamper
17 Partners Featured
Cost 0 PLN
Generated 6,400 Visitors
Over 10,000 PLN in sales
generated for partners
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Cyber Monday
Time To Setup - 2 Days
Cost 8.3% LCV
Over 150 New Trials
Over 7,000PLN in sales revenue
50% Off Your
First
3 Months
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Your website is a funnel
www
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www
Organic
Social
Content
Paid
Referral
Home
Customers
Features
Pricing
Sign Up
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www
Organic
Social
Content
Paid
Referral
Home
Customers
Features
Pricing
Sign Up
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www
Organic
Social
Content
Paid
Referral
Home
Customers
Features
Pricing
Sign Up
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Average Home Page Bounce Rate
40-60%
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Average Time On Home Page
60-90
Seconds
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Your Testers Are Giving You All The Info You Need
@
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www
Organic
Social
Content
Paid
Referral
Home
Customers
Features
Pricing
Sign Up Cycle End
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Communication Strategy
Day 0 Day 14
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www
Organic
Social
Content
Paid
Referral
Home
Customers
Features
Pricing
Sign Up Cycle End
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Communication Strategy
Day 0 Day 14
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Communication Strategy
Day 0 Day 14
Active Correctly Successfully Consistantly Created Value
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Communication Strategy
Day 0 Day 14
Active Correctly Successfully Consistently Created Value
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Communication Strategy
Day 0 Day 14
Active Correctly Successfully Consistently Created Value
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Communication Strategy
Day 0 Day 14
Active Correctly Successfully Consistently Created Value
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When To Automate?
When you can’t possibly complete the task manually
When the sacrifice in conversion is more cost effective than thetime spent completing manually
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Day 0 Day 14
Active Correctly Successfully Consistently Created Value
Communication Strategy
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Day 0 Day 14
Active Correctly Successfully Consistently Created Value
Communication Strategy
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Day 0 Day 14
Active Correctly Successfully Consistently Created Value
Communication Strategy
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www
Organic
Social
Content
Paid
Referral
Home
Customers
Features
Pricing
Sign Up
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Flipping The Funnel
$
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Number 1 SaaS Customer Acquisition
2012 SaaS Small Business Report
Referrals - 17.2%
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Satisfaction
Endorsement
Recommendation
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Satisfaction
THANK THEM FOR THEIR BUSINESS
INCREASE VALUE
PROPOSITION
IDENTIFY WARNING
SIGNS
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Endorsement
CREATE A FEEDBACK CHANNEL
IDENTIFY SUCCESS STORIES
DONT BE AFRAID TO
ASK
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Recommendation
MAKE REFERRALS
EASY
RECOGNISE VALUABLE PARTNERS
CREATE MULTI LEVEL
REWARDS
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Thank You
Chief Revenue Officer
Mick Griffin
@MickGriffin
pl.linkedin.com/in/mickgriffin