Scalable Revenue Growth
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 … [Continue reading]
Let’s Improve your SaaS Pricing For immediate consultation and advice on all things SaaS, schedule a 60-minute meeting with me via Clarity. If you feel a more involved engagement is required for me to help you, email me with the specifics of your … [Continue reading]
Let’s Improve your SaaS Pricing For immediate consultation and advice on all things SaaS, schedule a 60-minute meeting with me via Clarity. If you feel a more involved engagement is required for me to help you, email me with the specifics of your … [Continue reading]
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 … [Continue reading]
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... … [Continue reading]
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 … [Continue reading]
I do what I do for one reason... to help SaaS & Web App vendors be more successful. Period. If I'm not doing that, I'm not doing my job. Some I will help be more successful by working with them 1-on-1 or through programs like the Free Trial … [Continue reading]
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 … [Continue reading]
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 … [Continue reading]
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 … [Continue reading]
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 … [Continue reading]
I get asked what the average Free Trial conversion rate is or "what's a good conversion rate" all the time. But since I'm not an analyst or researcher I don't have industry-wide data, but even if I did, well... you'll see. Softletter (the SaaS … [Continue reading]
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 … [Continue reading]
Today is December 26, 2011. You have 6 days - including today - until the year 2011 is over and done with. So what are you doing to convert those currently in your Free Trial to customers in 2011? It isn't too late to convert them! I'm … [Continue reading]
"Classical Freemium" is the marketing tactic where a SaaS or Web App vendor offers a Free-in-Perpetuity version of a product or service, often feature- or usage-limited, as well as a version of the same product or service with less limitations to … [Continue reading]
I just posted the video from the 12/21 Group Coaching call to the Free Trial Dominator site. I started by showing an email sent by 37Signals to former prospects as a way to get them to come back. It used the "updated feature" method. I reviewed … [Continue reading]
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 … [Continue reading]
Peter Drucker famously said "The purpose of a business is to create a customer." I say "The purpose of a Free Trial is to create a customer." If you believe my version, then the Free Trial Dominator is for you. I'm capping Charter … [Continue reading]
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 … [Continue reading]
To efficiently scale your business, you must keep your SaaS churn rate low and constantly strive to improve Customer Success, reduce churn, improve customer retention, and growth Customer Lifetime Value (LTV). I put together this list of my best … [Continue reading]
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 … [Continue reading]
In addition to the years I’ve been working with SaaS & Web App vendors, I’ve spent 2011 totally immersed in the business of free and have helped dozens of companies - from super early startups to MASSIVE $B/year companies - completely DOMINATE … [Continue reading]
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 … [Continue reading]
SaaS & Web App Vendors: These are 15 Questions About Your Free Trials That You Should Be Able to Easily Answer What are you doing to engage customers BEFORE they sign-up for your Free Trial? How many of your Free Trial sign-ups become … [Continue reading]
Focus on Your Customers and How Your Web App Solves Their Problems First. I wanted to continue with the Competitive Pricing theme of the last post. You know when you go to the marketing site for a SaaS app and there is a "how we compare to … [Continue reading]
"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 … [Continue reading]
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 … [Continue reading]
What's the average conversion rate for free trials, pricing pages, or Freemium with SaaS or Web Apps? There are some fundamental problems with "average conversion rate" which is why people rarely like my standard answer of: "It depends" or my more … [Continue reading]
Are conversions from Free Trial to Paid Customer not as high as you'd like? You work hard at Conversion Rate Optimization (CRO) on the front end (including your Pricing Page), you pay a lot to get people into your Free Trial through advertising, … [Continue reading]
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 … [Continue reading]
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 … [Continue reading]
One benefit of SaaS Affiliate Marketing is knowing exactly what your Customer Acquisition Cost (CAC) will be! Whether you've considered creating an affiliate marketing program for your SaaS or Web App - or not - or even if you currently have one, … [Continue reading]
You think you know Freemium in SaaS? Think again! In 2009 I released the version of "The Reality of Freemium in SaaS" PDF and since then the "Freemium" landscape in SaaS has continued to evolve rapidly. Freemium use in B2B technology / software … [Continue reading]
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 … [Continue reading]
Is Writing Good Sales Copy still Important? For SaaS & Web App companies it is EVEN MORE IMPORTANT today than ever before! Wistia has kindly donated business video hosting to me, which pretty much makes them awesome! This is why I … [Continue reading]
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 … [Continue reading]
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 … [Continue reading]
As a SaaS company focusing on Customer Success, you are in a unique position to offer proactive support to your customers; anything less is unacceptable! Alternate title: SaaS Vendors Should Learn What NOT To Do from Citrix So, I'm not sure if … [Continue reading]
I put together this list of my BEST SaaS Business Model & Architecture resources just for you. I hope it helps! Software Vendors: The Cloud is Not Magic (but it can be very Profitable!) SaaS Business Architecture Overview (PDF) The 7 SaaS … [Continue reading]
