Ben's Blog

JUNE 6, 2024

A strong multiproduct strategy is a cornerstone of a credible growth story for any scaling B2B company. Pricing metric Revisiting your pricing metric generally comes first when you’re pricing a new product, since you might be delivering a different kind of value to a different customer. Let’s make this more concrete.

Product 61

Product Metrics Generative AI Software 61

ConversionXL

MARCH 25, 2020

A B2B website that educates potential buyers isn’t a personal “weblog.” M” Mistakes are those that, in the reference publishing world, would get you a bad review, and bad reviews tank sales. “m” With roughly 700 posts, there are too many for a manual review, but we don’t have to automate every last metric. Where do you start?

Analytics 68

Analytics Metrics Technical Review Search 68

ConversionXL

OCTOBER 16, 2022

Basic metrics like deals completed and revenue generated don’t measure customer acquisition success. Customer Lifetime Value (LTV) refers to the total revenue you expect a customer to generate during their stay with your business. Facebook, Instagram, and TikTok are generally stronger B2C plays, while LinkedIn is better suited to B2B.

Acquisition 129

Acquisition eCommerce Customer Churn Rate 129

ConversionXL

DECEMBER 16, 2020

Let’s take a look at an example scenario: You’re trying to find users to review your B2B payroll solution. If you ask your users to look first at the Control and then at the Variation, their opinion about the latter will be biased (they’ll have a fresh reference point in mind), so it’s important to split your participants into two groups.

Technical Review 92

Technical Review Software Review B2B Design 92

ConversionXL

MARCH 5, 2019

For example, Jon Buchan of Charm Offensive is known for his humorous B2B emails, usually with pictures of cute animals included as attachments. Introduce yourself and refer to the company/prospect by name. Ultimately, the only metric that matters is the positive reply rate. Those metrics include: Delivery rate.

Email 130

Email Campaign Reputation San Diego 130

ConversionXL

MAY 27, 2022

The average B2B buyer has 27 brand interactions before deciding. Only around 10–15% of B2B leads turn into paying customers, and it’s because tactics optimizing for the early stages of the funnel only cater to early-stage goals. Because the best marketers have their own perspective on everything from metrics to channels to branding.

Demand 95

Demand Management B2B Campaign 95

Occam's Razor

JANUARY 20, 2010

End of a minor web analytics lesson on going beyond obvious metrics and never, ever, never forgetting context. Apply the Organic Search segment to that report (in Google Analytics segments are on the top right, in other tools please refer to user manual). Back to our story. More traffic, not that hard. What do you see?

Analytics 90

Analytics Search SEO Metrics 90

www.forentrepreneurs.com

FEBRUARY 2, 2010

Business model viability, in the majority of startups, will come down to balancing two variables: Cost to Acquire Customers (CAC) The ability to monetize those customers, or LTV (which stands for Lifetime Value of a Customer) Successful web businesses have long understood these metrics as they have such an easy way to measure them.

Acquisition 103

Acquisition Cost Customer Entrepreneur 103

Up and Running

APRIL 17, 2018

B2B ecommerce sales , (businesses selling directly to other businesses) generate three times as much revenue as B2C, at $7.7 How will you know if your website is working for you if you never look at your metrics? Below I’ve included a list of basic metrics that can be calculated using information in your Google Analytics dashboard.

SEO 80

SEO eCommerce Analytics Software Review 80

ConversionXL

JUNE 8, 2017

Quantitative research with digital analytics tools like Google Analytics , Mixpanel, Amplitude or RJ Metrics will inform you about where your users are coming from, what they are doing during their sessions and where they are dropping off from your conversion funnel or when they churn. Image Source. Which campaigns specifically?

Programming 97

Programming Revenue Analytics Software Review 97

ConversionXL

SEPTEMBER 15, 2020

It’s also the reason why NPS is a board-level metric—happy customers stay with giffgaff even without the contractual obligation. Members receive “payback” by answering questions, giving ideas, and referring new members. They even created a B2B technology agency called Ocado Solutions to help build other online supermarkets.

Customer 85

Customer Community Revenue Software Review 85

ConversionXL

JANUARY 31, 2014

Ask Peep about analytics, and he’ll tell you, “Metrics are there to provide actionable insight. You need to look at a metric, ask “so what?” – and have an answer.”. The top referring sites and linking sites also provide further evidence that SoundClouds core audience is hip & trendy. The Alexa data supports this.

Analytics 134

Analytics Video Matching Conversion 134

SoCal CTO

OCTOBER 22, 2009

Ambal Balakrishnan who I've been talking to about interviews and content marketing as it relates to B2B marketing as well as discussing aggregation in B2B Marketing suggested that I should answer the following about this business networking group: What topics will your "conversations" be about?

Los Angeles 150

Los Angeles Networking Southern California Aggregator 150

ConversionXL

OCTOBER 1, 2022

95% of B2B buyers are not ready to buy your product right now. The dark funnel refers to the different places where buyers engage and make decisions that marketing teams can’t attribute. When B2B buyers are considering a purchase, they spend only 17% of their time meeting with potential suppliers. What is the dark funnel?

B2B 103

B2B Social Media Channel Audience 103

Occam's Razor

JANUARY 24, 2011

Surely not using horrible metrics like Page Views, right? It is not unusual that in addition to delivering conversions (or not), your website links to other places where traffic you refer adds value. It is also a B2B company with no real online conversions, which makes our job in this context harder to do, and hence a great example.

Analytics 122

Analytics Conversion Affiliate Web 122

ConversionXL

OCTOBER 8, 2021

That’s why Customer Acquisition Cost (CAC) is such a critical metric. LTV/CAC – Understanding the golden metric. Often touted as the north star for businesses, LTV/CAC is the single most important metric to gauge business health. Note that B2C organizations tend to have higher churn than B2B businesses. Conclusion.

Acquisition 135

Acquisition Churn Rate Cost Customer 135

The Startup Magazine

JULY 13, 2018

It refers to the checks, controls and reports that you exercise over anything that involves your stock, whether it be orders, shipments, purchases and adjustments. Cloud-based software means that orders from traditional phone calls & emails to your office, salespeople in the field and even B2B can be entered and consolidated in one place.

Management 60

Management Cloud Stock Software 60

ConversionXL

DECEMBER 13, 2018

Custom dimensions and metrics. GA360 allows users to roll up reporting from multiple properties efficiently with capabilities not available in the free version—deduplicating users, stitching sessions, inheriting custom dimensions and metrics, etc. Large B2B companies that already use Salesforce. Export size. email, SMS).

Analytics 126

Analytics Cloud Audience Campaign 126

Austin Startup

SEPTEMBER 19, 2017

This post is written with B2B startups in mind, but should be generally applicable. For startup founders, it’s never too early to start thinking about putting together a target market advisory board. Having a target market advisory board is also helpful come fundraising time.

Advisory Board 48

Advisory Board Sweat Equity Marketing Vertical 48

ConversionXL

JUNE 23, 2019

Reputed credibility is a third-party reference. Link to external websites that reference your organisation. Many companies (not just B2B) don’t reveal their prices, and make people get in touch instead. Fogg says there are four types of credibility: Presumed credibility is a general assumption. Show prices.

Reputation 132

Reputation Caching Design Community 132

crowdSPRING Blog

DECEMBER 7, 2016

But the vast majority of marketers and companies, especially in B2B, continue to struggle with content marketing. As I wrote previously : Content marketing refers to creating information (content) that has value to others. But successful content marketing must go beyond simple vanity metrics. Image Source: Lisa Brewster.

Marketing 48

Marketing Thailand Curation B2B 48

Guy Nirpaz

OCTOBER 31, 2011

Joel York has written extensively about the new breed of B2B buyer and the changes to the B2B sales process, especially for SaaS products. The new breed B2B buyer: it’s self-service stupid! Long story short, the key to the wallet of the new B2B buyer: Instant online gratification through efficient self-service.

B2B 51

B2B Customer Algorithm Campaign 51

ConversionXL

NOVEMBER 15, 2016

After all, the goal is to systematically improve the success of a business, whatever that means metric-wise. The differences, much like the differences of B2B optimization in general, mostly come down to differing business cycles, purchasing decisions, and success metrics. The metrics in SaaS sound a little different as well.

Conversion 48

Conversion Churn Rate Retention Metrics 48

ConversionXL

MAY 27, 2022

The metrics. B2B demand generation focuses on ROI. Vanity metrics are less important. Research from ON24 shows that 95% of B2B marketers now use webinars for lead generation. However, of the 83% of people who say they’re willing to refer new business to a company, only 29% of them do. Which have the most potential?

Demand 115

Demand Affiliate Audience Leadership 115

ConversionXL

JANUARY 29, 2016

Let’s take a look at a B2B retargeting example. First, they used a tactic they referred to as integrated retargeting. Conversion Optimizer is an AdWords function that allows you to set your remarketing campaign on autopilot while using machine learning to find the best possible combination of targeting metrics to get you a conversion.

Campaign 48

Campaign PPC Audience eCommerce 48

ConversionXL

APRIL 3, 2018

Work hard to define meaningful product metrics – enabler of team success. Virality: # of users that refer your product for you: exponential growth if your K factor is greater than 1. Friends referring friends. Dropbox: refer my friends and family – generates a nice personalized email. Iterate to the vision.

Retention 106

Retention Artificial Inteligence Channel Email 106

ConversionXL

MAY 1, 2019

Trend lines aren’t impressive if they track metrics that appear distant from business goals. That’s true even among B2B customers who are supposedly more rational than their B2C counterparts. Similarly, for B2B sellers, most consideration takes place away from your site, in meeting rooms with decision-makers you’ll never meet.

Marketing 124

Marketing Sales Cycle Retention Differentiation 124

www.rocketwatcher.com

NOVEMBER 8, 2010

Rocket Watcher Product Marketing for Startups Product Marketing for Startups About Speaking Contact Email Posts Startups Product Marketing Messaging Social Media Commentary Uncategorized Marketing Metrics 101 for B2B Startups 13. Rocket watcher b2b marketing metrics View more presentations from April Dunford.

B2B 42

B2B Metrics Marketing Startup 42

ConversionXL

APRIL 7, 2021

The concept remains the same today with modern ABM—we want to sell to a list of ‘dream customers’ more commonly referred to as target accounts. If you’re selling B2B, you know it’s a wide and competitive market. When sales made a list of logos they wanted to sell, or the list of ‘dream customers’ to close.

IP 98

IP Marketing Technical Review Software Review 98

ConversionXL

OCTOBER 4, 2021

Email generates as much as $42 for every dollar spent , and is a top-three marketing channel for 87% of B2B and 76% of B2C marketers. via B2B Marketing Alliance ]. But that alone is too general, so it’s important to get specific by setting clear metric objectives. Step 3: Create value-driven content.

Email 136

Email Customer Marketing Software Review 136

Occam's Razor

FEBRUARY 10, 2016

I can report on pageviews and bounce rates and sessions and all the other lovely metrics we normally obsess about. Now, all those other metrics suddenly have a purpose and context. I refer to other outcomes (think of the Macy's case above) as micro-outcomes. And, that is how it should be. Lameness ensues.

Analytics 60

Analytics eCommerce Metrics Acquisition 60

ConversionXL

SEPTEMBER 13, 2012

Reputed credibility – third party reference (e.g. Link to external websites that reference your organisation. Many companies (and not just B2B) don’t reveal their prices, and make people get in touch instead. Attack Resistant Trust Metrics. a brand we’ve heard of is more credible, unknown brand less).

Reputation 133

Reputation Caching Stock Design 133

ConversionXL

OCTOBER 25, 2018

It starts with having the right data in the system,” noted Kamil Rextin, who wrote about B2B attribution. The fattest part of the market often demands more education, more handholding, more social proof through case studies & references, and a relationship with a salesperson or account manager to feel comfortable with the purchase.

Demand 132

Demand Vertical Campaign Channel 132

Occam's Razor

APRIL 21, 2014

I believe these two posts with a collection of some of my favorite metrics will inspire you: 1. Best Metrics For Digital Marketing: Rock Your Own And Rent Strategies 2. Best Web Metrics / KPIs for a Small, Medium or Large Sized Business. If there is nothing in the referring string, that visit is marked as Direct.

Analytics 131

Analytics Marketing Campaign Metrics 131

Occam's Razor

DECEMBER 9, 2013

Bonus: Facebook Marketing: Best Metrics, ROI, Business Value ]. If you open your copy of Google/Adobe Analytics or CoreMetrics or Webtrekk you'll notice that every single report has a gigantic number of metrics in it. Expressed by me on behalf of all humans on earth: The world's greatest social media strategy: 1. Inform Me.

Analytics 165

Analytics Marketing Channel Metrics 165

Austin Startup

MARCH 2, 2019

Both Bazaarvoice and Coremetrics started from scratch, and I’ve also angel-backed companies recently that have started from scratch, like Compare Metrics , where I serve as the Chairman of the Board (note that Compare Metrics also recently completed their Series A with Austin Ventures as the lead). is very difficult and uber-ambitious.

Advisory Board 51

Advisory Board Cofounder Greece Bootstrapping 51

Ben's Blog

AUGUST 17, 2020

When speaking with founders and private growth investors, we hear countless references to “multiples paid” on current or near-term revenue; both obsess over this because a higher multiple translates to a higher valuation. A multiple is a company value divided by a metric. That’s a whopping 67x revenue.

Valuation 36

Valuation Balance Sheet Cofounder Forecast 36