Tom Tunguz

SEPTEMBER 10, 2024

The first version of the SaaS GTM playbook was written twenty years ago. Over the next two decades, we analyzed, quantified, instrumented, & optimized many aspects of the SaaS GTM. Account executive to SDR ratios, sales cycle lengths, conversion rates, customer acquisition costs, customer lifetime values, net dollar retention.

Software 304

Software Sales Hiring Customer Lifetime Value Scale 304

Stax

JUNE 3, 2025

The term SaaS platform gets tossed around a lotbut what does it actually mean, and why does it matter for today’s software companies? Whether you’re building your first product or scaling an established solution, understanding the SaaS platform model is essential for long-term growth. Contact sales What is a SaaS Platform?

Payment Services 88

Payment Services DevOps as a Service SaaS Payments Payments 88

SaaStr

JANUARY 12, 2021

Xero is a very interesting SaaS case study with (x) the majority of its revenue outside the U.S., Aim for that at least in your Very Small Business segment if you can, and if you can provide at least as much value as Xero. Customer Lifetime Value is 81 months, from SMBs. That’s impressive. and LTV is $2,398.

Customer Lifetime Value 281

Customer Lifetime Value SMB Churn Scale 281

SaaStr

MAY 13, 2021

. #429: In this episode, ProfitWell Founder & CEO Patrick Campbell shares benchmarks from over 23,000 companies and offers a helpful framework to re-evaluate your retention strategy and increase your CLV (Customer Lifetime Value) between 10 and 60%. Watch the full video here. Patrick Campbell.

Retention 200

Retention Subscription Payment Features Customer Lifetime Value 200

SaaStr

MAY 19, 2019

Xero is one of those SaaS companies most of us have heard of and know is a big success and sort of know about, but, not really ??. Aim for that at least in your SMB segment if you can, and if you can provide at least as much value as Xero. Customer Lifetime Value is 81 months, from SMB That’s impressive.

SMB 260

SMB Customer Lifetime Value AWS Churn 260

Incredo

JUNE 25, 2019

But when it comes to SaaS, freemium plans become a reality. SaaS freemium model: The What, The How and The Why. The concept of freemium is mainly typical for the SaaS world (yeah, SaaS means the world to us) and the video games industry. You first provide value, then expect remuneration for it.

SaaS 236

SaaS Pricing Software Review Acquisition 236

User Pilot

OCTOBER 19, 2024

As such, you must tailor your strategies to meet your target customers’ specific needs and expectations. What does customer satisfaction look like for SaaS businesses? Unlike traditional businesses, most SaaS businesses operate the subscription pricing model. If this seems like a lot, that’s probably because it is.

Business 111

Business Underperforming Technical Team Customer Lifetime Value Systems Review 111

User Pilot

NOVEMBER 14, 2024

While it may sound too good to be true, the reality is that you can achieve this by implementing an effective customer expansion strategy. In this article, you will explore why customer expansion matters for your SaaS growth, discover various customer expansion tactics, and learn how to embed them in successful expansion campaigns.

Strategy 105

Strategy Payment Solutions Customer Lifetime Value Payments 105

User Pilot

MARCH 9, 2025

This article will walk you through what customer research really is, from choosing your research methodology to recruiting participants, analyzing feedback , and beyond. What is customer research in SaaS? For example, 71% of customers now expect far more personalization than before. Product metrics dashboard in Mixpanel.

SaaS 82

SaaS Social Media Interviewing Software Review 82

SaaStr

FEBRUARY 14, 2021

Recently I’ve been fortunate enough to meet with a number of outstanding entrepreneurs building self-service SaaS business at the bottom of the market. A customer base made up of Very Small Businesses and individual business purchasers in slightly larger companies. And maybe even adding seats.

Revenue 261

Revenue Sales Hiring Customer Lifetime Value Churn 261

Incredo

JANUARY 14, 2020

What just happened is that you entered another SaaS company’s sales funnel. And after a few days they will ask you to try their software for free. If you read our today’s post, you’ll know 1) how to setup your SaaS marketing funnel, 2) what stages to include, and 3) how to get the most out of it.

Sales Funnel 239

Sales Funnel SaaS Sales Social Media 239

Chart Mogul

JANUARY 9, 2025

So read on, and hopefully, your SaaS sales journey will be less about trial and error and more about steady progress toward success. Whether to offer a self-service model or not depends on a few factors: the products starting price, the level of customization involved, and how much support new users need to unlock its full potential.

Scale 52

Scale Sales Hiring Startup Sales Recruiting 52

Incredo

JULY 14, 2019

Whether you are a startup owner, a manager of a growing business or the CEO of an established company, you might find yourself asking questions like “ Should our SaaS subscription model be monthly, annually or both ?” History of the subscription pricing model: From newspapers to the rise of SaaS subscription. Key finding?

Payment Features 184

Payment Features SaaS Payments Payment Methods Subscription 184

Stax

MARCH 16, 2025

That said, industry experts agree that your SaaS companys goal churn should be below 2%. As a SaaS business leader, reducing software user churn is an important part of maintaining your customer base and increasing revenue. TL;DR The average software industry churn rate is 14%, but SaaS companies should aim for under 2%.

Payment Solutions 88

Payment Solutions Software Review Churn SaaS Payments 88

User Pilot

OCTOBER 31, 2024

How to apply actionable metrics to different SaaS business stages. Focus on actionable product metrics While it’s easy to get lost in a sea of metrics (like churn rate , customer lifetime value, or monthly recurring revenue) not all metrics are equally useful. What is product analytics?

Strategy 105

Strategy Underperforming Technical Team Government Customer Lifetime Value 105

SaaStr

NOVEMBER 27, 2021

If this is your first SaaS company, you may not have ever hired or built a Customer Success team. Look for someone that really was a “Customer Success Manager” or “Client Success Manager” on their LinkedIn, that you believe in, and that worked somewhere < $10m ARR, and you’ll be in the zone.

Sales Hiring 246

Sales Hiring Customer Success Scale Customer Lifetime Value 246

SaaStr

NOVEMBER 27, 2021

If this is your first SaaS company, you may not have ever hired or built a Customer Success team. Look for someone that really was a “Customer Success Manager” or “Client Success Manager” on their LinkedIn, that you believe in, and that worked somewhere < $10m ARR, and you’ll be in the zone.

Sales Hiring 244

Sales Hiring Customer Success Scale Customer Lifetime Value 244

Subscription Flow

DECEMBER 10, 2024

Changing customer expectations, digital advancement, and transforming market trends call for a price discipline. Fair and competitive pricing, especially in the SaaS arena has emerged as a strong requirement for businesses looking for operational stability. What is Dynamic Pricing SaaS? 7 Types of Dynamic SaaS Pricing 1.

Pricing 52

Pricing SaaS Customer Lifetime Value Subscription 52

Stax

MARCH 18, 2025

The SaaS industry has seen explosive growth in the past decadeand this is expected to continue this year. Join the payments-led growth movement Sign up to keep up-to-date with the latest trends in payments, vertical SaaS, and technology from industry experts. Customer lifetime value. Customer acquisition cost.

Scale 117

Scale Payment Services Payments SaaS Payments 117

Incredo

NOVEMBER 28, 2019

What are common objections that you hear (or have) regarding Facebook ads for SaaS companies? “ Users log in to Facebook to see posts from their friends and for entertainment. If FB ads weren’t effective so many SaaS companies wouldn’t have been running them. Actually, there are more reasons you should be leveraging Facebook ads.

Social Media 200

Social Media SaaS Advertising B2B 200

USIO

JANUARY 15, 2024

Subscription Models: Usio will provide general insights into why subscription-based payment processing is often considered advantageous for Software as a Service (SaaS) businesses. Predictable Revenue Streams: Subscription models provide a consistent and predictable revenue stream for SaaS companies.

SaaS Payments 130

SaaS Payments Payment Services Payments Payment Solutions 130

FastSpring

APRIL 26, 2022

Last week, I canceled an annual SaaS subscription (I had three weeks left until renewal). In the language of SaaS, I churned. In part two, we’ll cover five churn-prevention strategies that have been successful in other SaaS businesses. Part I: SaaS Churn Benchmarks. Is There an Ideal Churn Rate for SaaS?

Benchmarks 147

Benchmarks Churn Payments SaaS Payments 147

FastSpring

JUNE 9, 2025

Retention Strategy Rather than losing customers permanently due to cancellations, the pause feature provides an alternative. By allowing customers to pause their subscriptions, businesses can retain them over the long term, improving customer lifetime value and reducing churn rates.

Merchant Services 78

Merchant Services Subscription Payment Features SaaS Payments 78

Intercom, Inc.

OCTOBER 18, 2021

The SaaS industry is full of advice on the perfect product metrics to gauge your users’ activation, engagement, and interactions. These metrics, and others like customer acquisition cost (CAC) and customer lifetime value (LTV) are essential to understanding the overall health of a business and its strategy. .

Metrics 269

Metrics Customer Lifetime Value User Experience Engagement 269

How To Buy Saas

DECEMBER 20, 2024

2024 is coming to a close, and it has been a terrific year for SaaS businesses as the industry has witnessed quite a favorable growth. For SaaS companies, accounting becomes one of the most crucial processes to understand their financial and overall business health, and then make informed decisions about future steps.

Payment Services 52

Payment Services SaaS Payments Payment Solutions Payment Features 52

SaaStr

APRIL 30, 2022

Average Revenue per Customer. Customer Lifetime Value (LTV). Customer Acquisition Cost (CAC). & So the first question is what made SaaS so successful. If you kind of that question, thinking about the stakeholders and the decisions and companies of using SaaS products, there’s kind of three types.

SaaS Payments 246

SaaS Payments Metrics Payment Methods Scale 246

User Pilot

NOVEMBER 28, 2023

They can reveal customer interactions, patterns, and preferences. There are 12 essential GTM metrics that every SaaS should know about: New user growth rate. Represents the speed at which your customer base increases over a specific period. Customer acquisition cost. The total expense of bringing a new customer on board.

SaaS Payments 105

SaaS Payments Metrics Customer Lifetime Value Marketing 105

User Pilot

SEPTEMBER 25, 2023

With companies relying entirely on data, it’s common sense to carry out SaaS reporting. TL;DR SaaS reporting helps to track key metrics and inform the right decisions backed up with data. TL;DR SaaS reporting helps to track key metrics and inform the right decisions backed up with data.

Metrics 105

Metrics SaaS Customer Lifetime Value Sales Funnel 105

Intercom, Inc.

APRIL 14, 2020

Key takeaway: “A study by Price Intelligently showed that a 1% increase in customer acquisition affects your bottom line by about 3.3%. But improving your retention rate by 1% extends customer lifetime value and increases your bottom line by around 7%. Reduce churn by re-engaging your customers.

Retention 245

Retention Customer Lifetime Value Churn Acquisition 245

Practical Advice on SaaS marketing

AUGUST 1, 2020

But even though I’ve been working with software-as-a-service (SaaS) companies for more than 15 years, I still don’t have an answer. The SaaS metrics gurus express this as customer acquisition cost (CAC) relative to customer lifetime value (LTV). See “ Acquiring Customers Ain’t Cheap.”)

Marketing 152

Marketing Customer Lifetime Value Social Media Acquisition 152

User Pilot

NOVEMBER 19, 2023

Learning how to improve cross-selling will let you tap into customer potential, provide additional value, and boost long-term retention. It’s much easier to sell to existing customers than to win over strangers, but how exactly do you cross-sell to SaaS users? Improves customer retention.

Customer Lifetime Value 101

Customer Lifetime Value Strategy SaaS Business 101

User Pilot

OCTOBER 22, 2023

TL;DR A customer retention funnel refers to the various stages customers pass through when interacting with a company, from initiation to ultimately becoming loyal brand advocates. Loyal customers These are engaged and satisfied customers who have reached the loyalty stage of the retention funnel.

Retention 104

Retention SaaS Customer Lifetime Value Churn 104

User Pilot

MARCH 14, 2024

Looking for customer analytics use cases that can significantly improve your SaaS? This article lists key use cases for SaaS and explains how to implement them to unlock customer satisfaction and product growth. We also cover: Customer analytics categories. Increase customer lifetime value.

Customer Lifetime Value 105

Customer Lifetime Value SaaS Underperforming Technical Team Churn 105

Chart Mogul

JUNE 16, 2025

So what if you could also chat with your SaaS metrics? So what if you could also chat with your SaaS metrics? Plan & Pricing Analysis Understand how your pricing strategy is performing across different tiers and customer segments. Today, we’re releasing an experimental ChartMogul MCP server that makes this possible.

Data 59

Data Revenue Customer Lifetime Value AI 59

User Pilot

JANUARY 28, 2024

Customer Lifetime Value (CLV) indicates long-term customer revenue potential, guiding retention and expansion strategies. Such tools help you collect all the relevant data, ensure its integrity, and visualize them in custom dashboards. How to select the right key performance indicators for your SaaS company?

Metrics 105

Metrics Customer Lifetime Value Business SaaS 105

User Pilot

DECEMBER 19, 2023

Managing customer accounts is a pretty tough job, but you know what’s even tougher? SaaS account management. With the emergence of software-as-a-service (SaaS) companies, the role of account managers has also evolved – and gotten harder. What is SaaS account management?

SaaS Payments 103

SaaS Payments Management Customer Lifetime Value SaaS 103

User Pilot

MARCH 12, 2024

14 activity metrics to track for a SaaS product Your SaaS company is unique, so it only makes sense that all metrics won’t have the same level of importance. With your PES, you can quickly diagnose a product’s performance and understand your customer engagement levels. Customer lifetime value.

Metrics 105

Metrics Scale Customer Lifetime Value Business 105