In the presentation we cover how it's important to track the key metrics within a SaaS sales funnel and how to optimize them at each stage. Many SaaS tools look at just number of sales and there are many stages both before and after the sale in which saas tools can work more efficiently and produce better results. We also cover communication strategies and the important of using the behaviour of your consumers to model your sales strategy.

1. The SaaS Sales Funnel
Mick Griffin
Brand24

2. The Perception of the
Sales Person

7. 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
@ $ ☺

8. 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
@ $ ☺

9. 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
@ $ ☺

10. Reverse Engineering
6600 PLN Per
Month x 3
$1680
LCV
4
Clients
$140 AMR
12 Month LCV

11. Website Users
Intent User
Paid Users Retained Users
Conversion
7.5%
Conversion
10%
Conversion
-5%www
@ $ ☺
440533

12. Website Users
Intent User
Paid Users Retained Users
Conversion
5.0%
Conversion
7.5%
Conversion
-5%www
@ $ ☺
4531,060

13. The Sales Funnel

15. How Partnerships Can Help
To Increase Website
Traffic
www

16. www
Organic
Social
Content
Paid
Referral

18. Use Your Assets
Financial
Community
Product
Knowledge
$$$

20. 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

22. 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

26. Your website is a funnel
www

28. www
Organic
Social
Content
Paid
Referral
Home
Customers
Features
Pricing
Sign Up

29. www
Organic
Social
Content
Paid
Referral
Home
Customers
Features
Pricing
Sign Up

30. www
Organic
Social
Content
Paid
Referral
Home
Customers
Features
Pricing
Sign Up

31. Average Home Page Bounce Rate
40-60%

32. Average Time On Home Page
60-90
Seconds

38. Your Testers Are Giving You
All The Info You Need
@

39. www
Organic
Social
Content
Paid
Referral
Home
Customers
Features
Pricing
Sign Up Cycle End

40. Communication Strategy
Day 0 Day 14

41. www
Organic
Social
Content
Paid
Referral
Home
Customers
Features
Pricing
Sign Up Cycle End

43. Communication Strategy
Day 0 Day 14

44. Communication Strategy
Day 0 Day 14
Active Correctly Successfully Consistantly Created Value

45. Communication Strategy
Day 0 Day 14
Active Correctly Successfully Consistently Created Value

46. Communication Strategy
Day 0 Day 14
Active Correctly Successfully Consistently Created Value

47. Communication Strategy
Day 0 Day 14
Active Correctly Successfully Consistently Created Value

48. 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

49. Day 0 Day 14
Active Correctly Successfully Consistently Created Value
Communication Strategy

50. Day 0 Day 14
Active Correctly Successfully Consistently Created Value
Communication Strategy

51. Day 0 Day 14
Active Correctly Successfully Consistently Created Value
Communication Strategy

55. www
Organic
Social
Content
Paid
Referral
Home
Customers
Features
Pricing
Sign Up

56. Flipping The Funnel
$

57. Number 1 SaaS Customer Acquisition
2012 SaaS Small Business Report
Referrals - 17.2%

58. Satisfaction
Endorsement
Recommendation

59. Satisfaction
THANK THEM
FOR THEIR
BUSINESS
INCREASE
VALUE
PROPOSITION
IDENTIFY
WARNING
SIGNS

60. Endorsement
CREATE A
FEEDBACK
CHANNEL
IDENTIFY
SUCCESS
STORIES
DONT BE
AFRAID TO
ASK

61. Recommendation
MAKE
REFERRALS
EASY
RECOGNISE
VALUABLE
PARTNERS
CREATE MULTI
LEVEL
REWARDS

63. Thank You
Chief Revenue Officer
Mick Griffin
@MickGriffin
pl.linkedin.com/in/mickgriffin