A Smart Bear: Startups and Marketing for Geeks
OCTOBER 13, 2015
Identify what role is missing from the company today, which also is the most vital for (your definition of) success over the next 12 months. (“Success” could mean revenue growth, great customer service, removing a large risk, or a dozen other things.). Hire the best person for that role. How to determine (1)?
A Smart Bear: Startups and Marketing for Geeks
OCTOBER 4, 2016
The single most important SaaS metric is retention , because cancellations indicate lack of product/market fit, no matter the cause (price, features, severity of need, duration of need). So, retention is most-important, regardless of stage. It impacts retention because high-NPS implies they’ll stay. Once you’re scaling (i.e.
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A Smart Bear: Startups and Marketing for Geeks
FEBRUARY 26, 2019
They’re a selfish ploy, tricking people who thought they were customers into being alpha testers. Founders explain failures with things like “our two main competitors did [thing] to us” or “customers didn’t understand [our point of view].” Sometimes that’s product design so thrilling that every customer spreads the word to five more.
A Smart Bear: Startups and Marketing for Geeks
JULY 23, 2013
The mindset works like this: It costs a lot of money to land an enterprise customer. And: how many times do you run through that process and still lose the customer? So these costs are amortized over the customers you do land. Even with a great retention rate (e.g. 30% cost to serve the customer. (Can
A Smart Bear: Startups and Marketing for Geeks
AUGUST 20, 2013
You can’t read an article about SaaS metrics without running into LTV — The L ife t ime V alue of a customer. Meaning, the gross revenue you expect to get from a customer over its entire lifetime. Consider a cohort of customers signing up in January. The derivation of the N = 1/ c formula seems logical.
A Smart Bear: Startups and Marketing for Geeks
OCTOBER 23, 2012
But all that investment in growth and sales force didn’t have a long-term payback, and the actual value of the product to small businesses wasn’t as high as claimed, even though the simplest of customer development reveals this fact (ask any restauranteur).
A Smart Bear: Startups and Marketing for Geeks
DECEMBER 16, 2014
” It doesn’t matter whether we’re talking about valuations , growth rates , retention rates , NPS scores, early-stage uncertainty , ratio of revenue to employee, CAC , cash-burn, LTV , gross margin, or selling your company. ” If you can answer in the affirmative to all that, you have your answer.
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