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 […]
Search Results for: customer churn
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 […]
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 […]
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 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 […]
Lincoln provides Clarity for SaaS Companies
Scheduling a SaaS Consulting call through Clarity is a great way to get, well, clarity on your questions. Answers to specific SaaS business questions, brainstorming on specific problems or concepts, etc. is what Clarity is designed for…. one-off, bite-sized situations. It’s truly on-demand consulting. Now, if you need specific help with a larger process – […]
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 […]
The best way to grow your SaaS business
Article by Lincoln Murphy
If your SaaS addresses a big- or specific-enough problem that people are willing to pay to solve, you can probably achieve enough growth to result in a decent-enough sized business… in spite of your efforts. But you didn’t set out to build a “decent-enough” sized business, right? Don’t you owe it to your shareholders and […]
Autoresponders are Dead: 5 Types of Follow-up Emails
Article by Lincoln Murphy
Whatever the scenario for the SaaS vendor – during a Free Trial, as a free user of a Freemium, for Demo requests or Enterprise Pricing Inquiries, or after a prospect becomes a paying customer, I get asked all the time what the best email follow-up sequence is. While addressing the ideal follow-up email sequence may […]
SaaS Marketing: 21 Growth Hacks to Test Today
Article by Lincoln Murphy
Below are 21 SaaS marketing growth hacks you could test right now. Of course, these are tactics and while everyone loves tactics, if they don’t make sense within your very well thought-out SaaS marketing strategy, you should probably not implement them, right? In fact, you should also probably make sure you have a well-thought-out SaaS […]
Sales Process Optimization Transformation It’s not too Late to make 2014 Awesome! It’s not too Early to Crush your 2015 Goals! The Sales Process Transformation Program will help you: Acquire more users, customers, and revenue! Increase Average Contract Value / Average Selling Price (and therefore grow Customer Lifetime Value – LTV) Lower Churn (by helping you acquire the […]
SaaS Marketing: Are you Lazy or Deliberate?
Article by Lincoln Murphy
When it comes to SaaS marketing, we know that Random Effort Yields Random Results… but it gets worse. The problem I see too often – and the catalyst for this epic post – isn’t Random Marketing, but what I call Lazy Marketing. And lazy marketing is perhaps a more insidious form of marketing, if for no […]
SaaS Growth Hacking: An Interview with Lincoln Murphy
Article by Lincoln Murphy
After I published “Rise of the Growth Copyists” where I said that really successful SaaS growth hacking is creative and that most just copy others, the guys over at GrowthHacker.tv reached out to me and wanted to setup an interview with me. Definitely check it out… a good time was had by all…. but before […]
SaaS Free Trial: Require a Credit Card to begin?
Article by Lincoln Murphy
So, should you require a Credit Card to get started in your SaaS Free Trial? TL:DR – By asking for a Credit Card up front, you will get fewer prospects into your Free Trial with no guarantee of converting more paying customers. Now, if you’d like to know why that is, read on…
Common Conversion Activities (CCA): SaaS Free Trial Metric
Article by Lincoln Murphy
Before you read this article – which is really for companies that already have a good amount of customer data – I suggest reading a much more recent article “The Secret to Successful Customer Onboarding” which gives a much better perspective on how to design an onboarding (including Free Trial) flow. Once you’ve read that, come […]
Growth Hacking: 43 Ways to Drive Traffic to your Website
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 […]
SaaS Experts Resource Guides
These are the SaaS Experts Resource Guides I put together to help you grow your business rapidly and profitably. SaaS Growth Hacking SaaS Customer Success (Churn Reduction & Customer Retention) SaaS Pricing Model SaaS Free Trial Conversion Rate Optimization SaaS Marketing Plan: Distribution & Promotion SaaS Business Model & Architecture SaaS Freemium Model SaaS Experts […]
How to Develop your SaaS Pricing Model
Article by Lincoln Murphy
Developing your SaaS Pricing Model isn’t Rocket Science, but even in the Rocket Science business, you need to price your work so you can sell it and make money! This post is awesome (IMHO), but there’s an even better, more recent one that’s specific to early-stage SaaS companies: Pricing Strategy Framework for SaaS Startups Just so […]
Pivot to Profit: Ditch Freemium and Start Making Money
Article by Lincoln Murphy
Let me be clear… I don’t hate Freemium. In fact, I don’t hate any marketing strategy, revenue model, or user acquisition method – including Freemium – I just think sometimes more thought needs to go into the selection – or subsequent ditching – of your business model. UPDATED FOR 2014! What I’ve seen in just […]
7 Tips for Software Vendors Moving to the Cloud
Article by Lincoln Murphy
As a Strategic Consultant, I have worked with the Executive Teams of many Enterprise Software and Independent Software Vendors (ISV) to develop strategies for becoming Software-as-a-Service (SaaS) and Cloud Services vendors. …and I must say that I’ve come to what I consider to be a shocking conclusion: Far too many people think the Cloud is […]
SaaS Free Trial Users are a Vanity Metric
Article by Lincoln Murphy
There is no such thing as an “inactive user” in a SaaS free trial. You can’t be a “user” if you aren’t “using,” right? Makes sense. I think we get confused because in software the “user” connotation comes from the fact that a user is literally someone for whom an access account has been created. […]
SaaS Free Trial Conversion Rate Optimization Resource Guide
Article by Lincoln Murphy
If you’re like a typical SaaS provider, a substantial amount of your sales are online which means your SaaS Free Trial Conversion Rates are directly correlated with revenue. A poor performing Free Trial means you have lower revenue than you should… and that’s a problem. I put together this list of my best resources to […]
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 […]
SaaS Freemium Model Resource Guide
Article by Lincoln Murphy
I put together this list of my BEST SaaS Freemium posts just for you. I hope it helps! Freemium or Free Trial? Ask a Better Question State of B2B Freemium 2013 (Slides from my presentation) Pivot to Profit: Ditch Freemium and Start Making Money SaaS Freemium Customer Acquisition Costs There are 7 Types of Freemium and […]
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 […]
5 SaaS Pricing Mistakes to Avoid
Article by Lincoln Murphy
For SaaS & Web App companies, Subscription Revenue is a no-brainer, but doing it right is not! There are many pitfalls Web App & SaaS companies need to look out for when it comes to pricing. If you keep the “Pricing is Marketing” mantra running through your head and “What’s In It For Them?” (them being your […]
SaaS Pricing: Commodity Metrics and the $240 GB
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 Companies Should Learn from Netflix
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 […]
