When creating your SaaS marketing plan, you must understand that your business model of choice is a fully-integrated architecture where all aspects of the business – product, support, revenue model, and marketing – are tightly-coupled. Deviation from that model and understanding will affect growth, and most deviation occurs as a rift between marketing and product. “The […]
SaaS Marketing Plan: 5 Ways to Get your App to Sell Itself
January 7, 2013 Article by Lincoln Murphy
Growth Hacking: 43 Ways to Drive Traffic to your Website
December 17, 2012 Article by Lincoln Murphy
WARNING: In 2014 2015 2016, relying heavily on SEO to drive traffic to your website is a recipe for failure! Okay, that might be a bit harsh… maybe SEO isn’t dead, but things have changed and you need to look beyond SEO to drive traffic to your website. If you put all your eggs in […]
Simply Offering a SaaS Free Trial Increases Conversions
August 14, 2012 Article by Lincoln Murphy
For those companies who’ve offered a SaaS Free Trial and had it fail, it is hard to see how it could ever work. For those who’ve never offered a Free Trial, the idea of adding an extra 30 or 60 days to the sales cycle seems like a bad idea; they’re doing just fine, thank […]
SaaS Conversion Rate: A Simple Trick to DOUBLE Your Revenue
April 15, 2012 Article by Lincoln Murphy
When your Free Trial fails to convert customers, it drives down your SaaS conversion rate by doing exactly what it was designed to do. Think about that for a second. There I was working on a ‘Optimizing SaaS Conversions’ presentation and I wrote this statement: For many SaaS & Web App vendors, 100% of sales […]
Where is Your Ideal Customer on the Awareness Ladder?
February 3, 2012 Article by Lincoln Murphy
I recently gave my clients some interesting questions to ask themselves… and I thought you might want to ask yourself these questions, too. If someone looks at your marketing site – main page, pricing page, sign-up page, whatever – for 5 seconds, what will they think your app does? If your ideal customer looks at […]
Your Signup Form is Hurting Your Free Trial Conversions!
January 10, 2012 Article by Lincoln Murphy
I had a SaaS vendor ask me the following question when I mentioned “average” Free Trial conversion rates: When we look at broad Free Trial conversion ratios, I would assume some of the variances may depend on how much information is required to sign up for a free trial. For example, there are a number […]
The SECRET to $1M ARR in 6 Months is 9 Customers
August 30, 2011 Article by Lincoln Murphy
It’s easier than you think to get to $1M in annual revenue with your SaaS app. To have a $1,000,000 per year run rate, you need to bring in $2740 per day… roughly. Pardon me if my math is off a bit… this is just one of those posts to get you thinking… your mileage […]
My EVIL Method to Reduce SaaS Churn
August 26, 2011 Article by Lincoln Murphy
Want to know how to TRICK your customers into wanting to keep using your product so you can reduce your SaaS churn rate? Well, I’ll tell you exactly what TRICK to use, though… spoiler alert… it’s not really a “trick.” Just keep reading. BTW, what I’m going to tell you got GetResponse an almost instant 15% drop in […]
SaaS Growth Hacking Experts Resource Guide
October 5, 2010 Article by Lincoln Murphy
Growth Hacking isn’t a set of tactics or just about getting cheap traffic to your website… Growth Hacking is a mindset. It’s not just about getting traffic on the cheap; it’s about understanding and exploiting customer behavior, technology, and distribution. Real Growth Hackers use their imagination to pull all of that together to drive growth, however growth […]
As SaaS Matures, so will SaaS Pricing
June 21, 2010 Article by Lincoln Murphy
The common SaaS per-user, per-month subscription revenue model is rapidly evolving. From time to time I feel I must remind everyone – buyers, sellers, pundits, commentators, & analysts – that SaaS is not a pricing model or pricing strategy. From the vendor side, Software-as-a-Service (SaaS) is a unique Software Business Architecture where service is the […]
SaaS Pricing: Please Learn From the Zendesk Fiasco
May 18, 2010 Article by Lincoln Murphy
It is time for SaaS & Web App startups to sit up and pay attention. SaaS Pricing is very important to your venture but not just to ensure you make a profit or cover expenses. It is so much more than that and you should seek to get it as right as possible out of […]
SaaS, Web Apps, or Just ‘Apps’?
April 20, 2010 Article by Lincoln Murphy
On my last trip to San Francisco I sat down with Matt Childs of DreamSimplicity to talk about the state of SaaS. We shot some video as we talked about how Google & Apple have changed the distribution landscape for SaaS & Mobile making App Stores & Marketplaces a new reality for SaaS vendors and […]
SaaS Pricing: Commodity Metrics and the $240 GB
March 31, 2010 Article by Lincoln Murphy
SaaS pricing strategies that use low-value commodity metrics – like storage – to differentiate tiers force customers to make price comparisons that shouldn’t be made. Updated for 2014 This topic came up with a client who wanted to pass on the storage costs associated with the use of the system to their end-customer. We quickly […]
SaaS Pricing: Versioning for Market Segments
March 5, 2010 Article by Lincoln Murphy
Rags Srinivasan posted a great article titled “The Science of Optimal Versioning in SaaS” to his blog that talks about SaaS pricing. In the article, Rags talks about taking apply SaaS pricing to through different bundles of features at different prices for various market segments. The whole article is great, so I encourage you to […]
SaaS Companies Should Learn from Netflix
May 19, 2009 Article by Lincoln Murphy
Web Apps with Proactive Customer Service will win more – and keep more – customers than their competitors and Netflix should be the model. I often extol the virtues of the SaaS Business Architecture for vendors beyond just the typical “cost savings” and “operational efficiency” that most pundits and analysts like to talk about. I […]
