Archives for August 2014

You’re Doing Annual Pre-Pay Renewals Wrong

Getting customers to pay up-front for a year is great… the challenge comes 12 months later at renewal time.

There are four ways to do renewals, but only one right way.

This came up on a recent Clarity call with a SaaS founder, and since annual pre-payments are often the go-to funding source for many early-stage B2B SaaS companies or those bootstrapped companies – regardless of their stage – that have chosen to forego any serious external funding, I thought it was important to discuss publicly.

While that up-front money from annual pre-pays is great, when it comes time to renew those customers, well, that’s where things get tricky.

I’m going to help you make that less tricky.

First, let me take a quick step back and cover a couple of basic ideas.

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10 Growth Hacking Lessons from Dodgeball

growth-hacking-dodgeballI hit Nick Mehta, CEO of Gainsight, right in the gut.

And then I took a hard shot to the chest by Gainsight’s New Business director.

Working in a startup is rough, lemme tell ya.

As Nick and I stood on the sidelines during this company outing – battered, exhausted and laughing – watching the remaining players trying mercilessly to eliminate each other (and have fun at the same time), Nick turned to me and said:

“You should write a blog post on what Dodgeball can teach us about Growth Hacking.”

So, looking for any excuse to rest – this wasn’t just dodgeball but TRAMPOLINE dodgeball – I came up with a list of 10 lessons (5 Do’s and 5 Don’ts) you can, in fact, take from Dodgeball and apply to Growth Hacking.

Okay, here we go.

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