Karol Pokojowczyk, CEO of https://colibri.io is sharing his experience on how to sell SaaS.

1. How to sell SaaS?
Based on experience.
Karol Pokojowczyk from Colibri.io

2. • 2013 is definitely a year of new
opportunities. It doesn’t matter if
you are selling your services
online, developing e-commerce, or
advising.

3. • It doesn’t matter if you are
freelancer, a start-up, an SaaS
seller, or if you are providing
accounting services.

4. • Analysis, drawing conclusions, and
growth are the common
denominators in all of them.

5. • It’s called Growth Hacking.

6. • A key to success lies in measuring
the correlation between:




size and source of Web traffic
SEO indices
customer retention
conversions and goals

7. Here are ten
“commandments” to help
you achieve success:

8. 1. Let people find you

9. • There is no business without
customers.
Being on the first page for a
keyword that our customers don’t
search for is neither useful nor
profitable.

10. • Searching for as many as possible
phrases that bring traffic with little
competition level is crucial.

11. • Positioning is not a disposable act;
it works for many weeks, or even
months.

12. • If our website is not popular, and
we don’t have many strong
backlinks, then even good
keywords won’t help us. We can’t
hope to be listed on the first page
of search engines in such a
situation.

13. 2. Measure SEO indicators

14. • Measure search engine positions
with the help of specialist SEO
tools in every single country you
are targeting.

15. • Measure the quality of your
backlinks with the analysis of
internal/external links and phrases
to which they link.

16. • Measure the quality of your own
websites – density of keywords you
target, semantic codes, loading
speed, etc.

17. 3. Acquiring paid traffic makes sense,
but only if it leads to reasonable
conversion rate

18. • Examples of traffic sources:
– Facebook Ads
– Adwords Ads
– Retargeting– advert for our
already existing visitors. A very
efficient tool for an acceptable
amount of money.

19. 4. Advise, help, expand the coverage in
networking and social media. Chase
your customer

20. • Examples of page with discussions
which can help expanding your
range:
– Pinterest
– Quora
– LinkedIn

21. 5. Measure Customer Retention

22. • Retention is the most important
index for businesses that sell
products or services for
subscription.

23. • Measuring how useful our
product/service is absolutely vital
in this case. It helps us to answer
the needs of our customers more
efficiently.

24. • One of the best tools for measuring
retention is Mixpanel.

25. 6. Measure conversions

26. • The second most important index
is Goal Conversions – efficient
budget allocation.

27. • These tools can be very helpful:
– Google Analytics
– Kissmetrics
– Colibri

28. 7. Work on the best price for every
group of customers

29. • Test different prices (A/B test), but
never change prices for existing
customers.

30. • If possible, implement a
subscription model or SaaS that
will allow you to estimate revenues
much more easily.

31. 8. Your customer is the best salesman

32. • Create affiliate programs, loyalty
programs and recommendations –
customers recommending your
product to their “friends” will
always be more efficient than you.

33. • Create content and make yourself
easy to reach.

34. • Go viral!
Can you create viral content? – it’s
one of the hardest tasks, but also
one of the best methods for
expanding your range.

35. 9. Monitor your competition

36. • Spyfu will help you find your
competition’s Adwords.

37. 10. Learn more and supplement your
knowledge

38. • The Internet is filling up with
helpful knowledge. But sometimes
paying for it is a better idea,
because it will be much more
complex.

39. •
I can recommend:
- Mixergy – over 90 courses and
800 interviews with people who
have succeeded.
- Sixteen Ventures– advanced
course for businesses based on
free trial models.

40. Get all of these actions
working every day, every
month, and don’t stop.
Good luck!

41. This article was originally
published on GrowthHacker.am.
Find out more:
How to sell SaaS? Based on our
experience.

42. Author: Karol Pokojowczyk
CEO Colibri IO
@KarolPokojowczy
@Colibri IO