Just finished reading "Value SaaS Basecamp Guide: An Indian founders guide to achieve first $10K MRR" - by @mtrajan @prasanna_says Abhishek Bajaj.

A big thank you for writing this!

Highlights the key fundamental to build a Value SaaS. A great read!!

A thread.

1/

"Pick Global, Choose Early Adopters and Focus on One Customer size."

In 2018, the global enterprise software industry totalled a revenue of $650b, of which $150b was SaaS.

2/

Why Global!?

"It is easier to earrn a dollar than to earn a rupee" - @svembu

The US customers are called DIY customers while Indian customers are DIFM(Do it for me) customers.

3/

Focus on Early Adopters

4/

Size of Customer Segment

The framework of "Bees, Rats, Rabbits, Deers and Elephants"

Bees - $1 per month
Rats - $10 per month
Rabbits - $100 per month
Deer - $1000 per month
Elephants - $10000 per month.

5/

For a SaaS business, the website is the showroom.

Marketing - 1 to n persuasion
Sales - 1 to 1 persuasion
Product - delivers the promise.

6/

Start with a customer persona

Identify the "job" that the customer is trying to do and describe them based on their functional, emotional and social aspects. (Jobs to be done theory by Clayton Christensen)

7/

Aspects of a Product!

- Problem Value
- Product Positioning
- Messaging
- Create customer persona
- Define the promise
- Select category
- Build Trust
- Articulate the promise

> Website Messaging <

Using Benefits > Advantage > Feature Framework!

8/

> Decoding Distribution <

Setup for Sales Process
1) Catcher
2) Coach
3) Closer

> Setting up the Lead Funnel <

1) Awareness Building
2) Lead Capturing
3) Lead Nurturing
4) Qualifying Leads - Marketing
5) Qualifying Leads - Sales
6) Closing Options
7) Leveraging customers

9/

> Lead Categorization <

1) Contact
2) Prospect
3) Opportunity
4) Explorers
5) Curious
6) Mismatched Expectations
7) May be Later
8) Needs Assist
9) Lost Opportunity

> Scaling up the marketing engine <

1) Leverage your content
2) Build a wider distribution

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