SEOmoz conversion isn’t as great as it seems
At first glance the SEOmoz conversion numbers look amazing. Mammoth traffic and 63% trial to paid conversion. The numbers are not as great as they seem. Here is what I would do differently and what we can all learn from it. According to their funding deck in February 2012, SEOmoz: Had 1.8 million visitors 3,380… (Continue reading)
How nCircle is Driving Signup Conversion with Totango
“We more than tripled the number of successful trials of nCircle PureCloud, our cloud based vulnerability scanner in just a matter of weeks with the help of Totango insights.” – David Meltzer, VP Engineering nCircle nCircle provides information risk and security performance management solutions to thousands of enterprises around the world. Their latest offering, nCircle… (Continue reading)
Building Smart Conversion Metrics For Freemium Business Model
How do you grow from trial to paying users? The freemium business model is popular with many cloud-based companies but depending on company size, the user experience for trial users is different each time. We sat down to discuss smart conversion metrics for the freemium business model with Vik Chaudhary VP of Product Management and… (Continue reading)
Improve Trial Conversion – Focus, Filter and Analyze your Data
Do you know how it is that your company gets more and more leads then your sales people can handle but it’s still won’t justify hiring another sales person for your team? Well, in many cases it’s just the case that your sales people need a “small push” that would help them understand which leads… (Continue reading)
Trial Conversion "The Early Days" – Lean Startup Presentation
We’ve held yet another very interesting lean-startup meetup on Thursday to discuss free to paid conversion best practices for cloud applications. First, please find within the presentation I’ve used. It’s a collection of many ideas we’ve been working on at Totango collected into idea presented by this presentation. I emphasized during the talk the need… (Continue reading)
Converting from Visitors to Signups and from Freemium to Paid in a Fun Way
In the next couple of weeks I would like to share some short video interviews on relevant subjects taken at several events I’ve been to. At the Enterprise 2.0 Conference, I’ve met Eric Montoya from BadgeVille and interviewed him about the ways to convert from visitors to signups and from freemium to paid users. These… (Continue reading)
When Not to Waste Your Time on a SaaS Sales Prospect
Anthony Iannarino’s sales blog on “All Opportunities Aren’t Created Equal” got me thinking about prioritizing your time, given limited sales and marketing resources. This is especially important for lean startups and high velocity sales businesses, where there are a relatively high number of prospects as compared to the number of sales and marketing resources. However, prioritizing your time… (Continue reading)
Top 5 Trends in Sales 2.0
It was a jam packed day at Sales 2.0 in Santa Monica today. It was a great opportunity to meet with and learn from some of the brightest in the Sales 2.0 community. I have summarized my key takeaways for Sales 2.0 leaders below: #1 – Attract many, then focus on filtering If your prospects… (Continue reading)
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)
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)
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