Customer Success, done correctly, has the potential to impact your business in myriad positive ways; from customer retention to advocacy, and from account expansion to CAC Efficiency. So when I got this question in the comments section of one of my churn rate posts and started to answer, it turned into a post all its […]
Archives for December 2015
Upgrading Grandfathered Early Customers
Article by Lincoln Murphy
In my epic tome, the Pricing Strategy Framework for SaaS Startups, I mentioned that the price testing I recommend will result in some customers paying a different price from what you have now; and that this is okay. Sometimes this “grandfathering” of customers happens because you’re explicit with those customers; “if you sign-up today you […]
Pricing Strategy Framework for SaaS Startups
Article by Lincoln Murphy
Pricing doesn’t exist in a vacuum and is therefore not something you can tackle on its own. Pricing is a function of marketing and determines, among other things, your market position. It also indicates – or is ideally derived from – the type of customer you want to do business with. And of course in […]
Qualifying Leads in a SaaS Free Trial
Article by Lincoln Murphy
I got this set of questions on Twitter: “Is there a certain level of activity during the free trial that is likely to predict conversion from free to paid? Also, how do other companies handle Sales vs. Marketing Qualified Leads (SQL vs. MQL) when it comes to Free Trials?” I thought that was an awesome […]
