Increase Utilization: A How-To Guide
In ‘One Metric To Rule Them All‘ we point out the importance of ultilization. The simple fact is this metric is THE single most important metric both to predict revenues and to control customer loyalty. We encourage SaaS companies to segment customers based on utilization. Loyalty programs (both for trial and signed customers) should automatically kick off when unwanted utilization numbers occur. MORE >>
One Metric To Rule Them All
New research shows that every industry has a single metric that defines the winners. Often it is a surprising metric that defies conventional wisdom. The metric in golf is club speed, the metric in musical performance is cumulative practice time. To successfully climb Mount Everest you need to be one of the 20% of people who spend more than 30 nights above camp one. To sell a million dollars of insurance a month you need to be in people’s homes, and it turns out being a genius has more to do with MORE >>
With Money You Can Buy a Bed … But Not Sleep
You may be familiar with the chines proverb about money. With money you can buy a house but not a home, a clock but not time, a book but not knowledge. With money your prospects can buy your SaaS tool, but does it change and improve their business? Really? Are you sure? Are you super-duper with a cherry-on-top sure? If you’re losing more customers (or even prospects during your trial period) then you may be offering a tool, but not a solution. Here are three things to do to fix that. MORE >>
Can Your Training Department Save your Top Line?
We have a customer with 75% customer attrition after the trial. SEVENTY-FIVE PERCENT! Wow, that’s a huge bummer. This is a good company too, and well known, very successful but their SaaS offering is bleeding customers during the trial period. MORE >>