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Thoughts on distribution for SaaS:
1. Do the math. Math that can help you figure out where to focus for growth.
2. Adjust your mindset.
3. Leverage your strengths.
4. Execute better than 90% of people.
Details below
[Thread]
1. Do the math. Math that can help you figure out where to focus for growth.
2. Adjust your mindset.
3. Leverage your strengths.
4. Execute better than 90% of people.
Details below
[Thread]
1. Do the math. Get clarity on your bottlenecks.
Compare against "avg" SaaS numbers (get in range).
From signup -> paid conversion rate:
Freemium: 1% to 3%
Trial (no cc): 8% to 20%
Trial (w/ cc): 40% to 60%
Net revenue churn:
Lower ARPU: 6% or less
Higher ARPU: 2% or less
Compare against "avg" SaaS numbers (get in range).
From signup -> paid conversion rate:
Freemium: 1% to 3%
Trial (no cc): 8% to 20%
Trial (w/ cc): 40% to 60%
Net revenue churn:
Lower ARPU: 6% or less
Higher ARPU: 2% or less
(More math...)
Calculate projected growth and play with scenarios to increase that growth.
Old school way: Excel (see old screenshot)
New better way: @usesummit
Calculate projected growth and play with scenarios to increase that growth.
Old school way: Excel (see old screenshot)
New better way: @usesummit
3. Mindset for distribution as a SaaS founder with limited resources.
-Be ok with ignoring 90% of stuff while you focus on marketing/sales
-Prepare to jump back and forth between product & distribution
-Be honest & check yourself about how much time you spend on distribution
-Be ok with ignoring 90% of stuff while you focus on marketing/sales
-Prepare to jump back and forth between product & distribution
-Be honest & check yourself about how much time you spend on distribution
4. Leverage your strengths.
Lots of ways to do marketing & sales for SaaS. Do what you're good at + what works for your market.
Good on camera/speaking? Favor webinars, podcasts, conferences. Good at sales? Partnerships, high ARPU sales, etc.
Lots of ways to do marketing & sales for SaaS. Do what you're good at + what works for your market.
Good on camera/speaking? Favor webinars, podcasts, conferences. Good at sales? Partnerships, high ARPU sales, etc.
5. Tactical (executing on marketing & sales).
Lots and lots of great resources out there:
-Content/SEO: ahrefs blog, Traffic Think Tank, and way more than I can list here
-Ads: AdSkills, Digital Marketer, and podcasts
-Sales: Close blog, Sales for Founders podcast, etc.
Lots and lots of great resources out there:
-Content/SEO: ahrefs blog, Traffic Think Tank, and way more than I can list here
-Ads: AdSkills, Digital Marketer, and podcasts
-Sales: Close blog, Sales for Founders podcast, etc.
Last but important bit: the book "Traction" & content by Brian Balfour are where I'd look for structuring a growth process.
