Customer Retention & Churn

Reducing Churn: ROI-Focused SaaS Strategies for Customer Success

4 – min read [social_warfare] Fear of customer churn can make you feel you’re standing above a trap door, like the floor could fall away at any moment. But …

Best Practices

When Is The Right Time For a Customer Success Solution?

2 – min read You know the fastest growing SaaS companies have the best record on churn and upsell. You’ve heard the success stories. You attended the Customer Success …

Uncategorized

Boost your company growth rates with complete visibility into your Revenue Stream

2 – min read For most Enterprise SaaS companies, recurring revenue from existing customers (renewals and upsells) accounts for 50-70% of total revenue. Understanding this segment of the revenue …

Best Practices

4th Annual SaaS Metrics Report: Disconnect between intentions and reality?

2 – min read We’re happy to release the results of our annual SaaS Metrics Survey. This year we received over 500 responses, a 100% increase from last year …

Big Data

2nd Annual SaaS Metrics Survey Results

2 – min read See the full infographic here. Get the 2012 SaaS Metrics report here. Today we are announcing the results of the second annual SaaS metrics survey results. …

SaaS

SEOmoz conversion isn’t as great as it seems

4 – min read 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 …

Customer Engagement

How Zendesk and CloudBees Increase their User Engagement

3 – min read Yesterday, the SandHill Magazine have published an article about Managing Challenges of Onboarding SaaS Customers and Converting from Free Software Trials where 2 of the …

SaaS

6 Social Selling Tips to Implement Today (from Sales 2.0 San Francisco)

3 – min read The hot topic at Sales 2.0 Conference today in San Francisco remains (surprise, surprise) social selling (for B2B companies). Lots of speakers and lots of …

Customer Success

New Customer Health Dashboard to Easily Monitor Customer Success

2 – min read The Totango team is excited to announce the release of the Customer Health Dashboard which helps cloud application providers and software as a service companies …

Company updates

Totango Featured in WSJ …

< 1 – min read Totango was quoted today in the Wall Street Journal in an article about Steve Jobs: “It’s not to that point of being annoying yet, but …

SaaS

Top 10 Sales 2.0 Leaders I Want to Meet

3 – min read I am much looking forward to the Sales 2.0 conference in San Francisco next week. Here are 10 Sales 2.0 Leaders I hope to meet …

Customer Engagement

Drive Adoption with Billing

4 – min read Promotional discounts, credits or value-add offers can be an important part of a product launch strategy. A properly timed discount, upsell or cross-sell or “bundling” …

Customer Retention & Churn

Customer Success How To: Learning from Customers Who Churn

3 – min read Nobody likes it when a customer cancels their subscription. In SaaS companies where the bottom-line is so heavily dependent on Customer Lifetime Value (CLTV), churn …

Best Practices

Learn about user engagement from one million businesses

2 – min read Today, I’m happy to announce that Totango has analyzed the customer engagement and optimized the sales and customer success interaction with more than one million …

Customer Success

Customer Success Management & The Channel

3 – min read From the earliest beginnings of the transition to the Cloud, doomsayers were predicting that either the new model would fail – because “the channel” wouldn’t …

Customer Retention & Churn

What Do Customer Success Managers Need?

2 – min read The research of The Customer Success Management Initiative is revealing that while many SaaS/Cloud companies are hiring individual Customer Success Managers, or even establishing entire …

Marketing

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 …

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

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

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 …

Best Practices

Does your SaaS Business have a VP Customer Success?

2 – min read Earlier this week, I spoke to Dave Rosenberg for his CNET Blog ‘Customer success’ VP role: To reduce SaaS churn. At Totango, we care deeply …

Business Insights

Free Trial Average Conversion Rate and Other Metrics

< 1 – min read Following Lincoln Murphy’s post on SixteenVentures.com (talking about conversion average rate for free trials, pricing pages or Freemium for SaaS or Web Apps), conversion rate …

Best Practices

4 Tips to Increase B2B SaaS Sales

3 – min read 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 …

Marketing

Tools to Manage a Successful SaaS Business

3 – min read Managing a Software-as-a-Service (SaaS) business isn’t trivial. Successful SaaS companies are able to deal with a high volume of leads and turn those into a …

Best Practices

Making the Most of Your Metrics – Part 2

2 – min read Understanding data to increase conversion rates and key business processes   Last week, we established the need to measure the “right things” constantly in order …

Best Practices

SaaS Best Practices: Measuring Trial Conversion Rates – Part 1

3 – min read Defining an active user and setting a baseline   Over the next few weeks, Totango will be posting a blog series on best practices for …

Best Practices

Building Enterprise Software Products That Don’t Suck

2 – min read Aaron Levie, CEO and Founder of Box.net posted this excellent article on TechCrunch. I encourage you all to read it before reading onwards. Levie describes …

Business Insights

SaaS on the House. A Dialog About Value.

2 – min read Who doesn’t like it when the bartender pours an extra glass of fine wine ‘on the house’? Every time it happens to me, my emotional …

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