Freemium, Free Trial and Pricing Models in 550 SaaS Companies
The way that enterprise products are being bought and sold is changing rapidly. Customers are increasingly demanding instant access to all information about your product, including pricing and a Freemium or free trial version of your application. We call this trend the consumerization of B2B sales. Totango recently conducted a research studying the Freemium, free… (Continue reading)
How Engagement Score is Calculated
Engagement score is an at-a-glance metric which Totango adds to each account. Its purpose is to give you a sense of how active and engaged a particular account is with your cloud application. An account’s Engagement Score is calculated by looking at the aggregate amount of time spent, by all users of the account, with… (Continue reading)
Product Update: Executive Reports
We are super excited to introduce the new reporting module to Totango. Use it to get a highlevel view on key engagement, conversion and customer-churn data. It’s an easy way to keep track of progress and identify areas for improvement. Some of the insights you can get from Totango Executive Reports Learn what activities… (Continue reading)
How Zendesk is Successfully Utilizing Their Sales Team
Today I’ve interviewed Zack Urlocker, Chief Operating Officer at Zendesk. Zendesk, is the leading cloud based help desk customer service software which uses a low touch sales model. Low touch sales model companies usually keep small and focus sales teams, which saves a lot of money for their organizations, but can naturally contact fewer customers…. (Continue reading)
Product Feature: Account Junk List
We’ve just released a new feature to help you keep your data clean and tidy. The Account Junk List allows you to clean out any accounts that were created in Totango by error, be it an integration glitch, test data, or any other phantom accounts that do not represent real users and are skewing your… (Continue reading)
The State of Customer Success Management 2012
A White Paper / Report of the Customer Success Management Initiative Webinar: Thursday; February 23rd 2012 10: AM PST Over the past couple of years, a new position has been showing up in the open job listings throughout the SaaS/Cloud community. The new role reflects the growing awareness that customer retention is a core… (Continue reading)
How Dropbox Increases Their Customer Engagement Rate
Today I’ve interviewed Steve Bartel, Head of Analytics Team at Dropbox. Dropbox no-touch sales model is a very good example to emphasize how important it is to increase customer value using different types of user approach activities (nurturing campaigns, application, etc.) Those activities, if done correctly, would naturally increase customer engagement rate and are easy… (Continue reading)
The App Stores Effect on Customer Engagement
Last week , I had several interesting meetings with people who don’t want to spend marketing dollars on paid advertising and prefer to put all of their investment into product offering, as they believe their products will market and sell themselves. This got me thinking in what is the nature of these applications and the… (Continue reading)
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