Fairy Tales have happy endings. That’s why they’re so popular; even if they include scary moments with monsters and evil blended family members, everything is pulled together nicely at the end when the naive protagonist is magically okay. In business, the same types of fairy tale exist, with one being that customers cancel their subscription […]
Search Results for: pricing
Lincoln Murphy’s Clarity Resource Guide
CONFIDENTIAL: FOR WEBINAR ATTENDEES ONLY Table of Contents Ideal Customer Profile Customer Success Concepts Growth Hacking, Sales, & Marketing Ideas Presentation Slides Connect with Lincoln Ideal Customer Profile Clearly, understanding who your ideal customer is kind of a big deal. Ideal Customer Profile Framework How to Reverse Engineers Sales & Customer Success 4 Customer Success […]
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 […]
Lincoln Murphy’s AAeM Resource Guide
CONFIDENTIAL: FOR ATTENDEES ONLY Table of Contents Ideal Customer Profile Customer Success Concepts Growth Hacking, Sales, & Marketing Ideas Presentation Slides Connect with Lincoln Ideal Customer Profile Clearly, understanding who your ideal customer is kind of a big deal. Ideal Customer Profile Framework How to Reverse Engineers Sales & Customer Success 4 Customer Success Hacks […]
Lincoln Murphy’s CASE2015 Resource Guide
CONFIDENTIAL: FOR ATTENDEES ONLY Table of Contents Ideal Customer Profile Customer Success Concepts Growth Hacking, Sales, & Marketing Ideas Presentation Slides Connect with Lincoln Ideal Customer Profile Clearly, understanding who your ideal customer is kind of a big deal. Ideal Customer Profile Framework How to Reverse Engineers Sales & Customer Success 4 Customer Success Hacks […]
Lincoln Murphy’s RDSummit Resource Guide
CONFIDENTIAL: FOR ATTENDEES ONLY Table of Contents Ideal Customer Profile Customer Success Concepts Sales Hacking Ideas Presentation Slides Connect with Lincoln Ideal Customer Profile Clearly, understanding who your ideal customer is kind of a big deal. Ideal Customer Profile Framework How to Reverse Engineers Sales & Customer Success 4 Customer Success Hacks to Identify your Ideal […]
Lincoln Murphy’s Customer Success Resource Guide
CONFIDENTIAL: FOR SALES HACKER WORKSHOP ATTENDEES ONLY Table of Contents Ideal Customer Profile Customer Success Concepts Sales Hacking Ideas Presentation Slides Connect with Lincoln Ideal Customer Profile Clearly, understanding who your ideal customer is kind of a big deal. Ideal Customer Profile Framework How to Reverse Engineers Sales & Customer Success 4 Customer Success Hacks to […]
Lincoln Murphy’s Sales Acceleration Resource Guide
CONFIDENTIAL: FOR ATTENDEES ONLY Table of Contents Ideal Customer Profile / Customer Success Sales Hacking Ideas Presentation Slides Connect with Lincoln Ideal Customer Profile / Customer Success Clearly, understanding who your ideal customer is kind of a big deal. Customer Success: The Definitive Guide Customer Success: Your Secret Formula for Growth Ideal Customer Profile Framework Desired […]
Lincoln Murphy’s Free Trial Guide for OrionStartups
CONFIDENTIAL: FOR ATTENDEES ONLY Table of Contents Ideal Customer Profile / Customer Success Free Trial Optimization Connect with Lincoln Ideal Customer Profile / Customer Success Clearly, understanding who your ideal customer is kind of a big deal. Ideal Customer Profile Framework Desired Outcome is a Transformative Concept The Secret to Successful Customer Onboarding Customer Success: […]
7 Reasons to Optimize your SaaS Free Trial
Article by Lincoln Murphy
For SaaS vendors, the Purpose of a Free Trial is to create a customer. Period. If you don’t agree with that statement then you really won’t like pretty much everything else I’m going to say in this article. Free Trials are not for tire-kicking freeloaders – and if that’s what you’re getting in your free trial, […]
5 Lesser-Known Ways Churn Hurts your Company
Article by Lincoln Murphy
The common refrain by SaaS experts that think business is just a math problem is that if a customer stays long enough to pay back the cost to acquire them (the metric is called Customer Acquisition Cost or CAC), they became a “profitable” customer (“unit economics” don’tcha know) and everything is great. Just do more of […]
Lincoln Murphy’s ClickSummit Resource Guide
CONFIDENTIAL: FOR ClickSummit ATTENDEES ONLY Table of Contents Ideal Customer Profile / Customer Success Lead Nurturing Optimization Ideas Sales Hacking Ideas Presentation Slides Connect with Lincoln Ideal Customer Profile / Customer Success Clearly, understanding who your ideal customer is kind of a big deal. Ideal Customer Profile Framework Understanding Your Customer’s “Desired Outcome” How to Reverse Engineers […]
Lincoln Murphy’s Sales Acceleration Resource Guide
CONFIDENTIAL: FOR SALESFOLK WEBINAR ATTENDEES ONLY Table of Contents Ideal Customer Profile / Customer Success Lead Nurturing Optimization Ideas Sales Hacking Ideas Presentation Slides Connect with Lincoln Ideal Customer Profile / Customer Success Clearly, understanding who your ideal customer is kind of a big deal. Ideal Customer Profile Framework Understanding Your Customer’s “Desired Outcome” How to Reverse […]
Lincoln Murphy’s DGS Resource Guide
CONFIDENTIAL: FOR DIGITAL GROWTH SUMMIT ATTENDEES ONLY Table of Contents Ideal Customer Profile / Customer Success Lead Nurturing Optimization Ideas Sales Hacking Ideas Presentation Slides Connect with Lincoln Ideal Customer Profile / Customer Success Clearly, understanding who your ideal customer is kind of a big deal. Ideal Customer Profile Framework Understanding Your Customer’s “Desired Outcome” How to […]
Popular SaaS Marketing, Growth, & Customer Success Articles
For consultation and advice on effective growth strategies and tactics for your SaaS company, schedule meeting (minimum of 15-mins) with me via Clarity. The Secret to Successful Customer Onboarding Understanding Your Customer’s Desired Outcome Ideal Customer Profile Framework The Success Gap: A HUGE Opportunity You Haven’t Considered 3 Secrets of High-Converting SaaS Free Trials Your SaaS Metrics […]
Your SaaS Metrics Are Wrong if You Include These Customers
Article by Lincoln Murphy
A user is someone that uses your SaaS product, right? Or is it someone that signed-up? Or someone that’s active? Or someone that logged in a few times? Hmm. Okay, so maybe defining a user is hard, but defining a customer is easy, right? A customer is someone that pays you for your product or […]
Active Users are a Vanity Metric
Article by Lincoln Murphy
Active customers churn. And when they do we’re shocked and confused. How can this happen? Your customer was very active, logging-in several times in the last month. I think it’s fair to say that if Active customers churn, then “active” – as a customer “state” – clearly doesn’t equate to success. So if it doesn’t […]
Engaging at Scale: The Secret to Automating Personal Emails
Article by Lincoln Murphy
About a year ago I shared my super top-secret way to automate personal emails more effectively – called the “Customer Success bot” method – with the awesome folks on my mailing list. Since then, I’ve come up with several new uses for this framework that have proven to be incredibly effective ( I’ve shared those […]
Lincoln Murphy’s Sales Hacking Resource Guide
CONFIDENTIAL: FOR SALES HACKER SERIES ATTENDEES ONLY Table of Contents Ideal Customer Profile / Customer Success Lead Nurturing Optimization Ideas Sales Hacking Ideas Presentation Slides Connect with Lincoln Ideal Customer Profile / Customer Success Clearly, understanding who your ideal customer is kind of a big deal. Ideal Customer Profile Framework Understanding Your Customer’s “Desired Outcome” How […]
The Secret to Successful Customer Onboarding
Article by Lincoln Murphy
Também disponível em Português por Mathias Luz Customer onboarding has come up a lot lately, which is great since having a poor onboarding experience for your customers can pretty much kill your growth… if not your business. The first in-app experience your customer has with your product sets the tone for your relationship, and if it’s […]
Lincoln Murphy’s Sales Acceleration Resource Guide
CONFIDENTIAL: FOR ATTENDEES ONLY Table of Contents Ideal Customer Profile Lead Nurturing Optimization Ideas Distribution and Sales Acceleration Ideas Presentation Slides Connect with Lincoln Ideal Customer Profile Clearly, understanding who your ideal customer is kind of a big deal. Ideal Customer Profile Framework 4 Customer Success Hacks to Identify your Ideal Customer Profile (Slides Here) […]
Lincoln Murphy’s Growth Hacking Resource Guide
CONFIDENTIAL: FOR SFETM ATTENDEES ONLY Table of Contents Ideal Customer Profile Deal Acceleration Ideas Distribution Tactics, Hacks, and Ideas Presentation Slides Connect with Lincoln Ideal Customer Profile Clearly, understanding who your ideal customer is kind of a big deal. Ideal Customer Profile Framework Who’s your ideal customer? How to Get In Front of Your Ideal Customers […]
You’re Doing Annual Pre-Pay Renewals Wrong
Article by Lincoln Murphy
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 recently with a SaaS founder, and since annual pre-payments are often the go-to funding source for many early-stage B2B SaaS companies or […]
Contributed Articles and Interviews
Okay, so I love to write articles on SaaS, Customer Success, Growth Hacking, Pricing, and more… when I can. And if I can’t write something for you due to time constraints, a neat hack to get me to contribute is to interview me! Email me a few questions and I’ll answer them and you can post ’em […]
Understanding Your Customer’s Desired Outcome
Article by Lincoln Murphy
So… what does Success look like for your customer? That’s the question that’s at the base of my wildly popular “The Secret to Successful Customer Onboarding” article. BTW, this article is good… but I have another one that goes into more detail on Desired Outcome you should check out, too. But it’s not actually a […]
How-to Avoid SaaS Free Trial Abuse
Article by Lincoln Murphy
At the Black Hat conference in Las Vegas, a security research duo showed how they built a cryptocurrency-mining botnet by leveraging cloud platform services – like Amazon Web Services, Heroku, or Google App Engine – using only Free Trials and Freemium accounts [PDF]. Cue the overly-dramatic sky-is-falling music as we mourn the demise of SaaS Free Trials […]
SaaS Free Trial Extension Requests are a Bad Sign
Article by Lincoln Murphy
I got this question about SaaS Free Trial Extension requests and I thought I’d answer it here, for all to see. “Lincoln, that was a great guest post by Steli Efti from Close.io on sales mistakes that lead to churn. I was reading Steli’s blog and found a recent post where he says “short trials […]
The Best SaaS Free Trial Length
Article by Lincoln Murphy
Here’s a secret no one talks about: SaaS Free Trial Length is a Marketing Gimmick. There isn’t a best SaaS Free Trial length that works for every SaaS company, in every category, for every market. I know, that contradicts my reputation for saying “always do this” or “always do that” but that’s the way it […]
Lincoln Murphy’s Lead Nurturing Resource Guide
CONFIDENTIAL: FOR WEBINAR ATTENDEES ONLY Table of Contents Ideal Customer Lead Nurturing Optimization Ideas Distribution Tactics, Hacks, and Ideas Exclusive nurture “hack” for Runaware Webinar Attendees Slides and Webinar Recording Connect with Lincoln Ideal Customer Clearly, understanding who your ideal customer is kind of a big deal. Ideal Customer Profile Framework Who’s your ideal customer? How […]
Ideal Customer Profile Framework
Article by Lincoln Murphy
Having a clear definition of your Ideal Customer is one of the most important things you can do for your business. Your Ideal Customer Profile – ICP – dictates (or should dictate) everything from the features and functionality of your product you build or what makes up your service offering, to the words you use and the emotion […]
4 Sales Mistakes That Lead To High SaaS Churn
Article by Lincoln Murphy
I’ve said many times that the seeds of churn are planted early. Whether it’s in your marketing – both the things you say but also the types of customers you target with your messaging and outreach – to the things you say and do during the sales process, you could be acquiring customers that already […]
Lincoln Murphy’s “Growth Hacking the Enterprise Sale”
CONFIDENTIAL: FOR STARTUPS ONLY Table of Contents Ideal Customer & Pricing Growth Hacking Exclusive “hack” for Alchemist Startups Slides and Video Connect with Lincoln Ideal Customer & Pricing Clearly, understanding who your ideal customer is kind of a big deal. Who’s your ideal customer? How to Get In Front of Your Ideal Customers Stop Optimizing […]
SaaS Free Trial: Requiring a Credit Card is Shortsighted
Article by Lincoln Murphy
I got this email asking whether to require a Credit Card to start a SaaS Free Trial or not and what the best Free Trial length is. So instead of just answering him directly, I decide to use it as the basis for this article. Here’s the email: Hey Lincoln, some dude told me to ask […]
3 Email Lead Capture Hacks to Get More Customers
Article by Lincoln Murphy
Sadly (for us… pretty awesome for them, I suppose) Stacklead was acqui-hired by LinkedIn and is being shutdown. If we’re honest, email lead capture is pretty much why we have a website. I mean, aside from making a sale the first time someone hits our site, the main goal of everything we do – especially […]
5 Steps to Unstick Your User Onboarding Flow
Article by Lincoln Murphy
The other day I got an email from a SaaS CEO friend of mine telling me his product team is finally ready to tackle a major problem with their onboarding flow during their Free Trial. It turns out they have one screen in the flow that is causing them big problems. And in this case, […]
Lincoln Murphy’s Web App Marketing Resource Guide
CONFIDENTIAL: FOR WEBINAR ATTENDEES ONLY Table of Contents Deliberate Marketing / Ideal Customer Distribution Tactics, Hacks, and Ideas Conversion Optimization Ideas Explainer Video “hacks” for Piehole.tv Webinar Attendees Connect with Lincoln Deliberate Marketing / Ideal Customer Clearly, understanding who your ideal customer is kind of a big deal. Who’s your Ideal Customer? Stop Optimizing Your […]
Lincoln Murphy’s Distribution Hacks Resource Guide
CONFIDENTIAL: FOR WEBINAR ATTENDEES ONLY Table of Contents Ideal Customer Distribution Tactics, Hacks, and Ideas Conversion Optimization Ideas Exclusive “hack” for KISSMetrics Webinar Attendees Slides and Webinar Recording Connect with Lincoln Ideal Customer Clearly, understanding who your ideal customer is kind of a big deal. Ideal Customer Profile Framework Who’s your ideal customer? How to […]
Email Marketing: How Vero Got a 450% Increase in Conversions
Article by Lincoln Murphy
For SaaS vendors of any size and at any stage, email marketing – from newsletters to transactional messages – can be an amazing customer acquisition and retention tool. Nothing has replaced, displaced, or outpaced email as a super-effective medium to engage your audience – from prospects to customers – and it doesn’t seem likely to […]
Customer Success: 22 Ways To Reduce Churn With Growth Hacking
Article by Lincoln Murphy
As the SaaS industry continues to rapidly mature, more folks are looking at churn in SaaS companies – investors, analysts, executives, consultants, etc. – and more and more methods of measuring churn are going to surface… and that’s awesome. Of course, the problem is that, while analytics and metrics and new ways of measuring churn […]
Case Study: Growth Hacking Pre-Launch Revenue
Article by Lincoln Murphy
Whether you’re pre-launch, post-Product / Market Fit (P/MF), or an expansion stage SaaS vendor, Growth Hacking – the methods, tactics, and especially the mindset behind it – can be leveraged by companies at all stages to accelerate growth. Of course, the stage of your company dictate what growth you’re trying to hack achieve, the success […]
