Competitor Pricing… Does It Matter?

September 19, 2011 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

September 14, 2011 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 […]

Wait… You Actually WANT to Be Average?

September 6, 2011 Article by Lincoln Murphy

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 direct answer of “why, so you can be average?” Look, if you have a […]

Offer a Free Trial of your Web App? Don’t EVER do this…

August 31, 2011 Article by Lincoln Murphy

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, and you just can’t seem to convert enough of them into paying […]

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

August 30, 2011 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 […]

My EVIL Method to Reduce SaaS Churn

August 26, 2011 Article by Lincoln Murphy

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 reading. BTW, what I’m going to tell you got GetResponse an almost instant 15% drop in […]

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 […]

There are 7 Types of Freemium and Why That Matters…

August 23, 2011 Article by Lincoln Murphy

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 / SaaS / Web Apps / Cloud (whatever) is evolving and I […]

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 […]

Copywriting for Geeks Author Marc-Andre Cournoyer Teaches You How to Sell Your App

August 16, 2011 Article by Lincoln Murphy

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 interviewed Marc-Andre Cournoyer, author of “Copywriting for Geeks” and have shared it with you […]

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

August 11, 2011 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

February 17, 2011 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 Customer Success: Technology Will Fail, but Service Must Never

December 20, 2010 Article by Lincoln Murphy

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 you heard (you probably did if you follow me on Twitter!), but the […]

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 […]

37Signals Caught Treating SaaS Pricing Page like a Marketing Page

November 1, 2010 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 Free Trial: Feature or Time-Limited?

October 5, 2010 Article by Lincoln Murphy

Freemium is free-forever, Free Trials have time limits and the psychology of the two COULDN’T BE MORE DIFFERENT! I got this question from some random person and I thought you might be interested in in my response. Feel free to comment if you have similar experiences and would like to weigh in. Q. What are […]

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?” […]

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