Latest Post The Need To Know for SaaS Businesses In the traditional software market, it has often seemed that the only thing that a vendor felt they really needed to know about a given customer was how to get their signature on the initial contract. The bulk of the…
What is the Best Sales Model for You? So how do you know which sales model is best for you – zero touch vs. low touch vs. high touch vs. field? In his last tip from the Sales 2.0 Convention, Mark Roberge, VP Sales at Hubspot explains that…
Survey Results: Which Metrics are Key to SaaS Executives? As part of my effort to create the SaaS Executive Dashboard, which helps executives to put together their business metrics for SaaS on a single page and track them, I’ve online surveyed 522 executives at SaaS companies. The survey compiles…
Treat Customers Based on Their Values in Scott Gruher’s blog post on “Go to Market Strategy: How Much are Your Customers Worth?”, his recommendation is to treat customers based on their values. He suggests measuring two basic metrics: CLTV (Customer Life Time Value) and CAC (Customer…
Customer Engagement is Key for SaaS Customer Engagement is key for software-as-a-Service business. A recent post by David Skok explains how and why to measure customer engagement. If you are a SaaS executive and haven’t read it yet, read this first. In this post I’d like…
SaaS Best Practices: Measuring Trial Conversion Rates – Part 1 Defining an active user and setting a baseline Over the next few weeks, Totango will be posting a blog series on best practices for measuring conversion rates of trial usage for Software-as-a-Service (SaaS). Trial conversion is arguably the single…
