How to prevent customer churn

How to Prevent Customer Churn

4 – min read Loyal customers are one of the most valuable assets a company can have. Not only does customer loyalty equal a higher lifetime value as compared …

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Best Practices

Trial Conversion “The Early Days” – Lean Startup Presentation

< 1 – min read 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 …

Business Continuity

What is the Best Sales Model for You?

2 – min read So how do you know which sales model is best for you – zero touch vs. low touch vs. high touch vs. field? In his …

Best Practices

Top-of-Funnel Strategy

2 – min read Another tip from VP sales at Hubspot Mark Roberge at the Sales 2.0 convention re top-of-funnel strategy. Mark recommends on keeping the top-of-funnel as wide …

Best Practices

Do you Distinguish Your Sales to Hunters and Farmers?

2 – min read At the Sales 2.0, I’ve also met Mark Roberge, VP sales at Hubspot, who gave me some sales tips. On today’s video post, Mark explains …

Customer Retention & Churn

Tip on How to Reduce Churn (Even in Low-Touch Models)

< 1 – min read Another tip taken during Sales 2.0 from Darren Suomi, VP Sales at HootSuite – this time regarding the self-service model and how to adjust it …

Customer Engagement

Evolving from Document System to Engagement System

2 – min read Here is the additional interview promised from the Enterprise 2.0 Conference. This time Jessie Wilkins, Director System Engagement for aiim speaks about how will the …

Best Practices

Converting from Visitors to Signups and from Freemium to Paid in a Fun Way

2 – min read 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. …

Best Practices

When Not to Waste Your Time on a SaaS Sales Prospect

2 – min read 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 …

Best Practices

How NOT to Sell in SaaS and Increase Paid Conversions

2 – min read So you have a product! you’ve worked so hard on making it the way you want (iteratively of course) and now you want to sell …

Best Practices

Top 5 Trends in Sales 2.0

3 – min read 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 …

Customer Success

3 Outright Strategies to Improve SaaS Customer Success

3 – min read Totango is now (also) located in Mountain View, CA! Having a new Totango home in California is great and allows me to meet many cutting …

Customer Engagement

Genuine Customer Engagement

< 1 – min read Jon Buscall on Be Good to Your Customers believes that most engagement related activities these days are actually lead generation activities and not really about …

Best Practices

6 Tips for Cloud Sales using Channels

3 – min read I attended Jeff Kaplan’s Cloud Channel Summit today. It was a very interesting conference. Clearly cloud channel sales is in its infancy, but there were …

Best Practices

3 Recommendations for Sales Compensation for SaaS

2 – min read I am at the Cloud Channel Summit today. A topic that seems to be coming up over and over again today is the need to …

Best Practices

Trial Conversion is Top Priority in SaaS

< 1 – min read Interview to DreamSimplicity.com Thanks so much to Matt Childs for giving me an opportunity to tell the Totango story on DreamSimplicity. Matt and I met …

Customer Engagement

Joel York: Why to Measure Customer Engagement in SaaS?

3 – min read 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 …

Customer Insights

Using Customer Analytics to Increase Revenues of SaaS Business

< 1 – min read This week I was attending the Business of Software Workshop talking about Using Customer Analytics to Increase Revenues of SaaS Businesses. Using customer analytics to …

Customer Retention & Churn

3 Ways to calculate SaaS Churn (and churn cohorts)

2 – min read 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 …