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The SaaS Sales Funnel
Mick Griffin
Brand24
The Perception of the
Sales Person
Every Action in your Business should attribute to one of these metrics
Key SaaS Stages
Website Users
Intent User
Trial
Fre...
Every Action in your Business should attribute to one of these metrics
Key SaaS Metrics
Website Users
Intent User
Trial
Fr...
Every Action in your Business should attribute to one of these metrics
Key SaaS Metrics
Website Users
Intent User
Trial
Fr...
Reverse Engineering
6600 PLN Per
Month x 3
$1680
LCV
4
Clients
$140 AMR
12 Month LCV
Website Users
Intent User
Paid Users Retained Users
Conversion
7.5%
Conversion
10%
Conversion
-5%www
@ $ ☺
440533
Website Users
Intent User
Paid Users Retained Users
Conversion
5.0%
Conversion
7.5%
Conversion
-5%www
@ $ ☺
4531,060
The Sales Funnel
How Partnerships Can Help
To Increase Website
Traffic
www
www
Organic
Social
Content
Paid
Referral
Use Your Assets
Financial
Community
Product
Knowledge
$$$
Create Partnerships with Brands who have similar goals
Saas Holiday Hamper
17 Partners Featured
Cost 0 PLN
Generated 6,400...
Cyber Monday
Time To Setup - 2 Days
Cost 8.3% LCV
Over 150 New Trials
Over 7,000PLN in sales revenue
50% Off Your
First
3 ...
Your website is a funnel
www
www
Organic
Social
Content
Paid
Referral
Home
Customers
Features
Pricing
Sign Up
www
Organic
Social
Content
Paid
Referral
Home
Customers
Features
Pricing
Sign Up
www
Organic
Social
Content
Paid
Referral
Home
Customers
Features
Pricing
Sign Up
Average Home Page Bounce Rate
40-60%
Average Time On Home Page
60-90
Seconds
Your Testers Are Giving You
All The Info You Need
@
www
Organic
Social
Content
Paid
Referral
Home
Customers
Features
Pricing
Sign Up Cycle End
Communication Strategy
Day 0 Day 14
www
Organic
Social
Content
Paid
Referral
Home
Customers
Features
Pricing
Sign Up Cycle End
Communication Strategy
Day 0 Day 14
Communication Strategy
Day 0 Day 14
Active Correctly Successfully Consistantly Created Value
Communication Strategy
Day 0 Day 14
Active Correctly Successfully Consistently Created Value
Communication Strategy
Day 0 Day 14
Active Correctly Successfully Consistently Created Value
Communication Strategy
Day 0 Day 14
Active Correctly Successfully Consistently Created Value
When To Automate?
When you can’t possibly complete the task manually
When the sacrifice in conversion is more cost effecti...
Day 0 Day 14
Active Correctly Successfully Consistently Created Value
Communication Strategy
Day 0 Day 14
Active Correctly Successfully Consistently Created Value
Communication Strategy
Day 0 Day 14
Active Correctly Successfully Consistently Created Value
Communication Strategy
www
Organic
Social
Content
Paid
Referral
Home
Customers
Features
Pricing
Sign Up
Flipping The Funnel
$
Number 1 SaaS Customer Acquisition
2012 SaaS Small Business Report
Referrals - 17.2%
Satisfaction
Endorsement
Recommendation
Satisfaction
THANK THEM
FOR THEIR
BUSINESS
INCREASE
VALUE
PROPOSITION
IDENTIFY
WARNING
SIGNS
Endorsement
CREATE A
FEEDBACK
CHANNEL
IDENTIFY
SUCCESS
STORIES
DONT BE
AFRAID TO
ASK
Recommendation
MAKE
REFERRALS
EASY
RECOGNISE
VALUABLE
PARTNERS
CREATE MULTI
LEVEL
REWARDS
Thank You
Chief Revenue Officer
Mick Griffin
@MickGriffin
pl.linkedin.com/in/mickgriffin
Saa s sales funnel brand24_mick griffin
Saa s sales funnel brand24_mick griffin
Saa s sales funnel brand24_mick griffin
Saa s sales funnel brand24_mick griffin
Saa s sales funnel brand24_mick griffin
Saa s sales funnel brand24_mick griffin
Saa s sales funnel brand24_mick griffin
Saa s sales funnel brand24_mick griffin
Saa s sales funnel brand24_mick griffin
Saa s sales funnel brand24_mick griffin
Saa s sales funnel brand24_mick griffin
Saa s sales funnel brand24_mick griffin
Saa s sales funnel brand24_mick griffin
Saa s sales funnel brand24_mick griffin
Saa s sales funnel brand24_mick griffin
Saa s sales funnel brand24_mick griffin
Saa s sales funnel brand24_mick griffin
Saa s sales funnel brand24_mick griffin
Saa s sales funnel brand24_mick griffin
Saa s sales funnel brand24_mick griffin
Saa s sales funnel brand24_mick griffin
Saa s sales funnel brand24_mick griffin
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Saa s sales funnel brand24_mick griffin

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Prezentacja Micka Griffina wygłoszona na Sales Camp #2 na temat The SaaS sales funnel.

Publié dans : Formation
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Saa s sales funnel brand24_mick griffin

  1. 1. The SaaS Sales Funnel Mick Griffin Brand24
  2. 2. The Perception of the Sales Person
  3. 3. Every Action in your Business should attribute to one of these metrics Key SaaS Stages Website Users Intent User Trial Free Account Demo Request Paid Users Retained Users www @ $ ☺
  4. 4. Every Action in your Business should attribute to one of these metrics Key SaaS Metrics Website Users Intent User Trial Free Account Demo Request Paid Users Retained Users Conversion x% Conversion x% Conversion x%www @ $ ☺
  5. 5. Every Action in your Business should attribute to one of these metrics Key SaaS Metrics Website Users Intent User Trial Free Account Demo Request Paid Users Retained Users Conversion 7.5% Conversion 10% Conversion -5%www @ $ ☺
  6. 6. Reverse Engineering 6600 PLN Per Month x 3 $1680 LCV 4 Clients $140 AMR 12 Month LCV
  7. 7. Website Users Intent User Paid Users Retained Users Conversion 7.5% Conversion 10% Conversion -5%www @ $ ☺ 440533
  8. 8. Website Users Intent User Paid Users Retained Users Conversion 5.0% Conversion 7.5% Conversion -5%www @ $ ☺ 4531,060
  9. 9. The Sales Funnel
  10. 10. How Partnerships Can Help To Increase Website Traffic www
  11. 11. www Organic Social Content Paid Referral
  12. 12. Use Your Assets Financial Community Product Knowledge $$$
  13. 13. Create Partnerships with Brands who have similar goals Saas Holiday Hamper 17 Partners Featured Cost 0 PLN Generated 6,400 Visitors Over 10,000 PLN in sales generated for partners
  14. 14. Cyber Monday Time To Setup - 2 Days Cost 8.3% LCV Over 150 New Trials Over 7,000PLN in sales revenue 50% Off Your First 3 Months
  15. 15. Your website is a funnel www
  16. 16. www Organic Social Content Paid Referral Home Customers Features Pricing Sign Up
  17. 17. www Organic Social Content Paid Referral Home Customers Features Pricing Sign Up
  18. 18. www Organic Social Content Paid Referral Home Customers Features Pricing Sign Up
  19. 19. Average Home Page Bounce Rate 40-60%
  20. 20. Average Time On Home Page 60-90 Seconds
  21. 21. Your Testers Are Giving You All The Info You Need @
  22. 22. www Organic Social Content Paid Referral Home Customers Features Pricing Sign Up Cycle End
  23. 23. Communication Strategy Day 0 Day 14
  24. 24. www Organic Social Content Paid Referral Home Customers Features Pricing Sign Up Cycle End
  25. 25. Communication Strategy Day 0 Day 14
  26. 26. Communication Strategy Day 0 Day 14 Active Correctly Successfully Consistantly Created Value
  27. 27. Communication Strategy Day 0 Day 14 Active Correctly Successfully Consistently Created Value
  28. 28. Communication Strategy Day 0 Day 14 Active Correctly Successfully Consistently Created Value
  29. 29. Communication Strategy Day 0 Day 14 Active Correctly Successfully Consistently Created Value
  30. 30. When To Automate? When you can’t possibly complete the task manually When the sacrifice in conversion is more cost effective than the time spent completing manually
  31. 31. Day 0 Day 14 Active Correctly Successfully Consistently Created Value Communication Strategy
  32. 32. Day 0 Day 14 Active Correctly Successfully Consistently Created Value Communication Strategy
  33. 33. Day 0 Day 14 Active Correctly Successfully Consistently Created Value Communication Strategy
  34. 34. www Organic Social Content Paid Referral Home Customers Features Pricing Sign Up
  35. 35. Flipping The Funnel $
  36. 36. Number 1 SaaS Customer Acquisition 2012 SaaS Small Business Report Referrals - 17.2%
  37. 37. Satisfaction Endorsement Recommendation
  38. 38. Satisfaction THANK THEM FOR THEIR BUSINESS INCREASE VALUE PROPOSITION IDENTIFY WARNING SIGNS
  39. 39. Endorsement CREATE A FEEDBACK CHANNEL IDENTIFY SUCCESS STORIES DONT BE AFRAID TO ASK
  40. 40. Recommendation MAKE REFERRALS EASY RECOGNISE VALUABLE PARTNERS CREATE MULTI LEVEL REWARDS
  41. 41. Thank You Chief Revenue Officer Mick Griffin @MickGriffin pl.linkedin.com/in/mickgriffin

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