Joel York: Why to Measure Customer Engagement in SaaS?  

Joel York: Why to Measure Customer Engagement in SaaS?

Joel York has written extensively about the new breed of B2B buyer and the changes to the B2B sales process, especially for SaaS products. A quick recap … The good old sales process according to Joel “The process went something like this: ask the analysts about the next big thing, collect requirements into and RFP,… (Continue reading)
Guy Nirpaz - October 31, 2011
3 Ways to calculate SaaS Churn (and churn cohorts)  

3 Ways to calculate SaaS Churn (and churn cohorts)

Last week, Jason Cohen wrote a very comprehensive blog on software-as-a-service churn: Deep Dive – Cancellation Rate in SaaS Business Models. I required everybody at Totango to read this blog and recommend that you do the same. Jason looks at many different definitions for the SaaS Cancellation Rate metric. Eventually, Jason recommends performing cohort analysis… (Continue reading)
Guy Nirpaz - October 26, 2011

4 Tips to Increase B2B SaaS Sales

B2B SaaS companies increasingly rely on inside sales teams to drive growth. The model is often referred to as “Low Touch Sales” and follows this formula: Use Inbound marketing to drive Internet traffic to the site and create new leads Use an inside sales team to support leads through their evaluation process and convert them… (Continue reading)
Guy Nirpaz - August 24, 2011
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