Totango Blog: Your Guide to Managing the Customer Journey

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2nd Annual SaaS Metrics Survey Results

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. Because it’s the second year that we are doing this survey, we were able to …

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SaaS Metrics Vision Chart

How well are SaaS businesses seeing their conversion metrics? By definition, SaaS companies should be able to see their critical usage metrics clearly and easily – in real time. However, in practice many companies are experiencing blurry metrics that don’t …

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 …

Customer Engagement for a SaaS Land & Expand Strategy

I’ve conducted an interview with Chris Yeh, VP Marketing from PBWorks and thought it would be interesting to share. As you know, I declared more than once that the customers are kings which means companies should be able to understand their customers …

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 …

3 Recommendations for Sales Compensation for SaaS

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 come up with innovative sales compensation (commission) models that align with the subscription business model …

Using Customer Analytics to Increase Revenues of SaaS Business

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 increase saas revenue View more presentations from Guy Nirpaz I’ve shared the presentation I’ve used …

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 …

Tools to Manage a Successful SaaS Business

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 high volume of loyal customers with fast response and turnaround time. This is often referred …