Cracking the Code

OCTOBER 9, 2009

One way to measure this productivity is to look at the Customer Acqusition Cost ratio that I have defined in a previous post. However, as the second graphs shows, some companies such as Constant Contact, Vocus or Salesforce do start to show a stabilization or an improvement in their productivity metrics. Add RSS feed.

Software Review 48

Software Review Technical Review Cloud Europe 48

Cracking the Code

NOVEMBER 10, 2009

Employees are now powerful customers, not just their managers! SaaS companies use different metrics to calculate renewals. Add RSS feed. SaaS business metrics: why are they different? Popular Media: the key to viral marketing. Build Employee Software. One caution on Law 2, item 4, Churn. mguinan said. Newer Post.

Software Review 48

Software Review Cloud Technical Review Sales Cycle 48

Cracking the Code

MARCH 12, 2010

The SaaS growth recovery does not seem to take a "V" shape 2) Sales productivity is ramping up: bottom was hit in the first half of 2009 However, the sales and productivity of the group, measured by the median "Customer Acquisition Cost ratio" or "CAC ratio", seems to be recovering more steeply. Add RSS feed. Post a Comment.

Software Review 63

Software Review Technical Review Cloud Forecast 63

Cracking the Code

NOVEMBER 13, 2008

It is time to fix your key SaaS metrics: P&L: MRR = MRE: you control your destiny when your monthly revenue equals your monthly expenses Sales & Marketing: Your cost of capital doubled, so if a CAC ratio > 0.5 Cash is King…and scarce: if you are in a funding cycle, raise as soon as possible and as much as possible.

Software Review 48

Software Review Technical Review Valuation Portfolio 48

Occam's Razor

AUGUST 22, 2011

. ~ Qualitative Analysis: "What's Voice of Customer? " ~ Web Metrics: "What is a KPI? " + Standard Metrics Revisited Series. "Engagement" Is Not A Metric, It's An Excuse. Defining a "Master Metric", + a Framework to Gain a Competitive Advantage in Web Analytics.

Analytics 124

Analytics Metrics SEM Web 124

Cracking the Code

JANUARY 22, 2009

For SaaS companies, we found that MRR is the best metric on which to base sales commissions. The company had the chance of selling a very sticky product to large customers paying upfront, so there was no need to improve the sales bonuses based on cash collection and multi-year contracts. Add RSS feed. Cindy said. Post a Comment.

Software Review 91

Software Review Clawback Sales Salary 91

leananalyticsbook.com

AUGUST 19, 2012

The One Metric That Matters. One of the things Ben and I have been discussing a lot is the concept of the One Metric That Matters (OMTM) and how to focus on it. That doesn’t mean there’s only one metric you care about from the day you wake up with an idea to the day you sell your company. Lean Analytics Book.

Metrics 58

Metrics Clickthrough Lean Analytics 58

Cracking the Code

DECEMBER 2, 2006

and so I think its a very, very big bet“ - Steve Ballmer, CEO, Microsoft Indeed, the opportunity is large: with 11m+ SMBs in the US only spending more than $300B in IT.but so far nobody managed to "crack the code" and current sales model are facing diminishing returns: (1) HT companies have little insights in their SMB customers (e.g.,

Software Review 48

Software Review Technical Review Europe Software 48

Cracking the Code

FEBRUARY 12, 2007

Add RSS feed. SaaS business metrics: why are they different? Popular Media: the key to viral marketing. on a scale of 1-4). on a scale of 1-4). Anonymous said. Post a Comment. Newer Post. Older Post. Subscribe to: Post Comments (Atom). Philippe Botteri Accel Partners London, UK My Bio. Subscribe in a reader. SaaS 13 Index*.

Software Review 48

Software Review SEM Marketing Las Vegas 48

Cracking the Code

DECEMBER 16, 2006

It is true that the SaaS model faces some challenges like service reliability, data privacy, lower level of customization, integration with existing applications, vendor viability concerns. whereas traditional software companies of this size have a growth rate of less than 10% and revenue multiples of 2-2.5x.

Software Review 48

Software Review Silicon Valley Technical Review Software 48

mashable.com

JULY 10, 2012

Chris Andrasick, CEO of Tacit Knowledge , believes that the mom-and-pop advantage extends beyond customer loyalty, and that there is in fact a logistical advantage, as well. The metrics from SumAll show online retailers the real-time metrics that are having the biggest impact on their bottom line. Remarketing.

eCommerce 101

eCommerce Software Review Technical Review Social Media 101

Startup Lessons Learned

OCTOBER 7, 2008

The App Store is a channel for customer acquisition. Customers and prospects are overwhelmed by the number of media and companies clamoring for their attention. Acqusition competition is how new apps get new customers. On the web, we have many of these channels: SEM, SEO, world of mouth, PR and viral.

San Francisco 68

San Francisco Lean Retention SEM 68

Occam's Razor

JUNE 15, 2010

" I did not even know 20% of our customers were from Australia and that 9 days ago they all stopped coming to our site. " From: " Oh my God I did not know that metric had crashed for that segment!! Do the same thing with your custom alerts. It is not very difficult to create custom alerts. How does it work?

Analytics 105

Analytics Customer Framework Web 105

A Smart Bear: Startups and Marketing for Geeks

OCTOBER 24, 2011

You can listen by subscribing to my podcast on iTunes , or it’s enclosed in this blog’s RSS feed , or you can just download the mp3 of the first hour. Because then you’d miss out on: Whether it’s better experience to build a complete, tiny startup or to do more in-depth customer development for a meatier problem.

Cofounder 208

Cofounder Technical Review Software Review Differentiation 208

conversionxl.com

FEBRUARY 4, 2014

Conduct surveys & interviews to understand your customer’s pain points. note: If you’re a startup, you’ll want to use customer development questions for your page to resonate with future traffic). Ask Peep about analytics, and he’ll tell you, “Metrics are there to provide actionable insight. image source.

Analytics 98

Analytics Software Review Conversion Video 98

mashable.com

SEPTEMBER 14, 2011

While the aforementioned example may not fit every startup, regardless, you need to have an actionable, scalable business model with measurable metrics (downloads, customers, etc.) They may also contribute code to the community that comprises the backbone of their technology. in place before you expand. Give it some thought!

France 77

France Marketing Social Media Startup 77

betashop.com

OCTOBER 8, 2012

It has been awesome, flattering, and humbling to see that post went viral and has been seen by so many thousands of people — mainly aspiring entrepreneurs — and has been translated into many languages. It’s not about you, it’s about your customers. At Fab we have been focused from day 1 on making our customers smile.

Technical Review 108

Technical Review Technology Software Review Valuation 108

Cracking the Code

MAY 25, 2010

As an Eloqua customer and just getting done reading the Bessemer’s Top 10 Laws of Cloud Computing and SaaS and am working on being able to share it potential clients. Add RSS feed. SaaS business metrics: why are they different? Popular Media: the key to viral marketing. Super-Duper site! I am loving it!! Newer Post.

Software Review 74

Software Review Cloud IPO Jordan 74

gigaom.com

JUNE 18, 2012

Social shares comprise a new data source that presents technical complexity specific to this market, and I have watched my company’s customers struggle with poor data leading to the wrong decisions. The best publishers are getting even more savvy and looking at the virality of individual stories to judge success. Monday, June 18 2012.

Viral 50

Viral Technical Review Social Network SEO 50

andrewchenblog.com

JANUARY 28, 2010

Comments Click to download Freemium spreadsheet Background on this discussion Last year, the stupendous Daniel James co-hosted a talk with me on Lifetime Value metrics for subscription and virtual goods-based items. How do freemium businesses acquire customers? What are the drivers of customer lifetime value?

CPA 51

CPA Retention Viral Acquisition 51

Cracking the Code

OCTOBER 10, 2008

Only after reaching $1M in CMRR should you consider hiring European sales and services execs behind customer demand. ” Take advantage of being on-demand and allow customers to try and buy your service with as little friction as possible. Effectively measuring and understanding your CAC and CLTV metrics are key to future success.

Software Review 48

Software Review North America Europe Metrics 48

Cracking the Code

MARCH 10, 2008

Lets call this ratio the Customer Acquisition Cost ratio or CAC ratio. The definition becomes for the last quarter of 2007: CAC Ratio = (GM (Q4 07) - GM (Q307)) x 4 / S&M costs (Q307) A CAC ratio of one would be equivalent to breakeven marginally on a new customer in one year. Add RSS feed. Post a Comment. Newer Post.

Sales 79

Sales Software Review Marketing Technical Review 79

Cracking the Code

SEPTEMBER 2, 2008

Is that how Lawson thinks about its customers (I assume some of them are using some sort of SaaS application)? Of course not - the CEO has a much better way to qualify their customers as you will see below. ".traditional Add RSS feed. SaaS business metrics: why are they different? Post a Comment. Newer Post. Older Post.

Software Review 48

Software Review Software Technical Review Cloud 48

mashable.com

MAY 24, 2011

In other words, it isn’t just about choosing native apps or choosing the mobile web — it’s also about looking at who your customers are and what devices they use. Mobile websites that aren’t optimized for touch or for larger screens can make customers confused, and again, unlikely to purchase.

Mobile 90

Mobile Web Social Media Software Review 90

Cracking the Code

JULY 6, 2007

SaaS business metrics: why are they different? In addition, they grow organically from service usage expansion from their existing accounts and are better positioned to upsell since they interact with their customers regularly. Different models require different performance metrics. Cracking The Code. Friday, July 06, 2007.

Software Review 66

Software Review Metrics Valuation Technical Review 66

Up and Running

NOVEMBER 5, 2014

Whether it’s customers, prospects, or partners, there is a target group you want to engage. Start by adding the clients and customers you already do business with—if this is appropriate—and then begin writing content that will make you stand out and that clients will find helpful. Engage with your customers on social media.

PR 139

PR Hiring Social Media Media 139

Cracking the Code

FEBRUARY 4, 2008

What metrics should I be using to drive a saas business? If you want to learn more on SaaS metrics, you can read my previous blog post. Your key business metrics are CMRR (Contracted Monthly Recurring Revenue) and cash. Only after reaching $1M MRR, consider hiring European sales and services execs behind customer demand.

Software Review 48

Software Review South Korea IPO Portfolio 48

Cracking the Code

APRIL 13, 2007

Through sites like Gizmodo , the NY Times Online or thousands of technology and software blogs, IT managers can gather all the technical information they need, as well as in-depth customer and user feedback. Complexity was a necessity, as it allowed vendors to control their customers. To "get the foot in the door", Software 2.0

Software Review 48

Software Review Internet Software Technical Review 48

blog.expensify.com

APRIL 24, 2012

Subscribe to comments with RSS. If you want to serve enterprise customers,NET is one of the best ways to do that and do it well. The tools which you find restrictive I consider a huge timesaver (which paying customers tend to appreciate)… they allow me to rapidly prototype and get solutions to customers.

Java 107

Java PHP Software Review Coder 107