This presentation is from my talk at the 2017 SaaStr Annual conference in San Francisco. It offers an overview of a simple model to understand a SaaS business and the key levers a CEO can pull to get the most impact. The presentation covers:
Optimizing the SaaS Funnel:
- Get inside your customer’s head
- Break down the funnel into microsteps
- Identify bottlenecks
- Use funnel math to make improvements
12 Key Levers Within the Funnel:
- Product/market fit
- Top of the funnel flow
- Conversion rate
- CAC (customer acquisition cost)
- Number of sales people
- PPR (productivity per rep)
- Getting enough leads
- Pricing
- Customer retention rate
- Dollar retention rate
- Months to recover CAC
- Recruiting, onboarding & management
The Slide Deck
12 Key Levers of SaaS Success [View or download on Slideshare]
Watch the video
If you’re interested, you can find my 2016 SaaStr presentation here.
