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) […]
Display a Phone Number to Increase Conversions?
March 26, 2012 Article by Lincoln Murphy
Does displaying a Phone Number on your website Increase Conversions? I’ve been talking about Trust Factors and their effects for years and as I’ve done more work in this area others have taken an interest, too. For instance, LessAccounting got a 2% lift in paid conversions they were able to correlated directly to adding a phone number […]
SaaS Affiliate Marketing: How-To Supercharge Your Growth
March 26, 2012 Article by Lincoln Murphy
I’ve been asked if you can “quick start” a new venture or reinvigorate an existing offering with SaaS affiliate marketing? Here’s the answer I generally give… “it depends.” Okay, let me dig in a little deeper. SaaS affiliate marketing can really super-charge your growth, BUT if you don’t have everything in alignment (or your ducks […]
SaaS Affiliate Marketing: Your Virtual Salesforce
August 24, 2011 Article by Lincoln Murphy
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, you NEED to watch my interview with Jack Born. BTW, here are three […]
Why OfficeDrop Went Freemium… and how Mobile Apps forced their hand
August 19, 2011 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 […]
SaaS Pricing Model: Value Metrics Are Key
December 7, 2010 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 […]
Does Goldilocks Pricing Work for SaaS?
September 15, 2010 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?” […]
