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The SaaS Sales FunnelMick Griffin
Brand24
The Perception of the Sales Person
Every Action in your Business should attribute to one of these metrics
Key SaaS Stages
Website UsersIntent User
TrialFree Account
Demo Request
Paid Users Retained Users
www @ $ ☺
Every Action in your Business should attribute to one of these metrics
Key SaaS Metrics
Website UsersIntent User
TrialFree Account
Demo Request
Paid Users Retained Users
Conversion
x%
Conversion
x%
Conversion
x%www @ $ ☺
Every Action in your Business should attribute to one of these metrics
Key SaaS Metrics
Website UsersIntent User
TrialFree Account
Demo Request
Paid Users Retained Users
Conversion
7.5%
Conversion
10%
Conversion
-5%www @ $ ☺
Reverse Engineering
6600 PLN Per
Month x 3
$1680
LCV
4
Clients
$140 AMR
12 Month LCV
Website UsersIntent User
Paid Users Retained Users
Conversion
7.5%
Conversion
10%
Conversion
-5%www @ $ ☺440533
Website UsersIntent 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 Visitors
Over 10,000 PLN in sales
generated for partners
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
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 effective than thetime spent completing manually
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
