SaaS Churn Threats: Identify and Retain At-Risk Customers

Article by Lincoln Murphy

Now that you are attracting the right customers and monitoring for and driving engagement to lower your SaaS Churn Rate, you need to start monitoring and getting proactive on Churn Threats. SaaS churn threats aren’t just a signal that you have an at-risk customer; these are literally threats to your business, your revenue, your valuation […]

SaaS Churn Rate Improvement: Monitor and Drive Engagement

Article by Lincoln Murphy

In my last post I shared some actual ways to reduce your SaaS Churn Rate, including attracting the right customer and managing expectations. In this post, I’m going to go deeper, and share some awesome methods for improving customer retention by leveraging the power of the SaaS business model, specifically the ability of the provider […]

SaaS Churn Rate Reduction Starts with Attracting the Right Customers

Article by Lincoln Murphy

Customer churn can have a devastating effect across your entire SaaS company. From the negative impact on your company valuation because your SaaS churn rate is too high, to the drag on growth you feel when you have to replace lost customers or revenue before you can make forward progress… churn is bad news. Over the […]

SaaS Churn Rate: Go Negative with Expansion Revenue

Article by Lincoln Murphy

I mentioned, “Expansion Revenue” and “Negative Churn” in my post SaaS Churn Rate: What’s Acceptable? and I wanted to expand on those concepts a bit. But first… UPDATE 1 : Dollar Revenue Retention – DRR – is the latest SaaS churn rate metric you need to know about (after you read this post, of course). UPDATE 2: Actually, […]

SaaS Pricing Strategy: The 10x Rule

Article by Lincoln Murphy

First thing to clearly understand when developing your SaaS pricing strategy; pricing is a function of Marketing. If you think creating your SaaS pricing strategy is a function of Finance, Accounting, Operations, or even Sales… you’re doing it wrong. That means anyone who comes up with a price for their app (or for your app) […]

SaaS Pricing Models Resource Guide

Article by Lincoln Murphy

When developing your Value Pricing Strategy you can leverage a variety of SaaS Pricing Models. From transparent pricing on your pricing page to Enterprise pricing that’s quoted behind the scenes, you must know your options. I put together this list of my best resources to help you get your SaaS Pricing Models right and grow […]

SaaS and Web Apps: Increase Your Free Trial Conversion Rate

Article by Lincoln Murphy

Introducing Lincoln Murphy’s Virtual Consulting program focused on Free Trial Optimization for your SaaS or Web App and 100% Guaranteed to help Increase your free-to-paid Conversion Rate! Do you ever wonder why, even though you offer an amazing SaaS or Web App that meets a real market need, you’re not reaching your sales and revenue goals? […]

How to Offer Both Freemium and Free Trials

Article by Lincoln Murphy

I got this question from a SaaS vendor about offering both Freemium and Free Trial options and I wanted to share my response to him with you. UPDATED FOR 2015! Our current app has two pricing tiers – free and paid. Simple pricing has its advantages! We’re coming out with a major redesign of the […]

SaaS Customer Retention: The Secret to Reducing your Churn Rate

Article by Lincoln Murphy

When it comes to SaaS Customer Retention, I get questions like this frequently: Hi Lincoln, I’d like to hear your perspective on minimizing churn, especially in an industry with steadily declining prices, Adding more value with a better customer experience and more product functionality to mitigate price erosion and churn helps. Better segmentation. What else? Churn […]

What’s Your Biggest Challenge in 2012?

Article by Lincoln Murphy

I believe in moving forward, not looking back. So my question as we go into 2012 is this: What’s Your Biggest Challenge as a SaaS or Web App Vendor in 2012? Is it making your Free Trials more effective at creating customers? Coming up with the right Pricing? How to handle Competition? Whether to go […]

What’s the Ideal SaaS Free Trial Length?

Article by Lincoln Murphy

So, what’s the ideal Free Trial period is for SaaS and Web Apps? As you can imagine, I get asked that a lot. Sure, the 30-day Free Trial is common among B2B SaaS & Web App vendors, but there aren’t any rules. And with everything from 14-day to 60-day (and longer) trials appearing frequently I […]

Focus on People, not Features, in 2012 (Happy Holidays!)

Article by Lincoln Murphy

For a lot of us, the holidays are a time of reflection. Looking back on 2011, I’d say this has been one wild and crazy year! I’ve spent a ton of time working with the best SaaS & Web App companies on the planet to get them more customers. Save for the occasional social network […]

SaaS & Web Apps: Optimize Your Pricing Page for 2012

Article by Lincoln Murphy

Your Pricing Page is the most important marketing page on your site. Don’t believe me? Think about this… if 100% of your sales come from the Pricing Page, then you better believe that it’s the most important page on your site! And it better be designed to convert! There are some very specific things that […]

Web App Pricing: How To Avoid the Commodity Trap

Article by Lincoln Murphy

SaaS vendors who know their customers know what they don’t value and avoid building a pricing strategy around those elements. A client of mine – an established SaaS company in the HR space – wanted to pass on the storage costs associated with the use of the system to their end-customer. I told them that […]

Competitor Pricing… Does It Matter?

Article by Lincoln Murphy

“Wait… what about competitor pricing?” you ask. I recently published a post where I had the audacity to suggest that value pricing required only two inputs: The Customer’s Willingness to pay (value perception) The Customer’s Ability to pay (how, when, why, where, how) Since I got a number of emails with the same question – […]

Price Objections are Value Objections

Article by Lincoln Murphy

It’s not your price that they object to… it’s the value they don’t like. There are times where the price – the number – is so out of whack with the reality of the market that no matter how valuable you make your offering seem, they simply cannot afford it. Like promoting the value of […]

The SECRET to $1M ARR in 6 Months is 9 Customers

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 […]

Why OfficeDrop Went Freemium… and how Mobile Apps forced their hand

Article by Lincoln Murphy

Was OfficeDrop forced into Freemium at phone-point? Healy Jones, VP Marketing at OfficeDrop, told me exactly how leveraging mobile apps made Freemium the right strategy for them. Do you prefer to listen on the go? Download the .mp3 audio file (33.7MB) here. Wistia has kindly donated business video hosting to me, which pretty much makes […]

Assistly Marketing VP Tells You Why They Dropped Tiered Pricing and Picked Up Freemium

Article by Lincoln Murphy

UPDATE: Assistly was acquired by Salesforce.com shortly after we did this interview… they are now Desk.com. I sat down and chatted with Assistly’s SVP of Marketing Matt Trifiro via Video Skype and he spilled his guts for you about why Assistly changed their pricing, adopted Freemium, and set out to disrupt the market… all at […]

Web App Sales Funnel: 2 Questions You MUST Answer

Article by Lincoln Murphy

SaaS and Web App companies must manage marketing metrics, but before diving in too deep, answer these two questions. What if I told you there are two questions that you probably don’t immediately know the answer to but if you did would absolutely change your view of your self-service “sales funnel?” Would you want to […]

SaaS Distribution and Promotion Resource Guide

Article by Lincoln Murphy

I put together this list of my BEST SaaS Distribution & Promotion posts just for you. I hope it helps! How to Get in Front of your Ideal Customers Traffic Hacking: 43 ways to get quality prospects to your site 100 Places to Promote Your SaaS or Web App (Part 1) 100 Places to Promote Your […]

SaaS Pricing Model: Value Metrics Are Key

Article by Lincoln Murphy

Your SaaS Pricing Model should be built around what the customer values, which probably means staying away from “commodity” metrics like storage. I find most articles about “SaaS Pricing Model” to be less-than-helpful because they almost always fail to take into consideration the WIIFT of the customer – the What’s In It For Them. Most […]

SaaS Marketing – Web App Pricing Page Review: Salesforce.com

Article by Lincoln Murphy

A look at Salesforce.com’s pricing page to see if the SaaS leader views it as a Marketing page. I asked – both on Twitter and this blog – for people to send in what they thought were well-designed SaaS Pricing Pages. Someone that follows me on Twitter asked what I thought of Salesforce.com’s Pricing Page. […]

37Signals Caught Treating SaaS Pricing Page like a Marketing Page

Article by Lincoln Murphy

The popular Web App company actively tests their pricing page layout. I was asked over the weekend if I saw the noise about 37Signals raising their prices. I had not so it was very nice to hear from colleagues looking for my opinion on the matter. So, here’s my opinion on the 37Signals price-raising uber-scandal; […]

SaaS Growth Hacking Experts Resource Guide

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 […]

Does Goldilocks Pricing Work for SaaS?

Article by Lincoln Murphy

A Pricing Strategy for SaaS built for the sole purpose of nudging customers away from a decoy price to the middle version can work. I was asked for my thoughts on this question someone posted on Quora: “Based on your real-world experiences, does Hal Varian’s ‘Goldilocks pricing’ result in most buyers choosing the middle option?” […]

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