The Reason Your B2B Website is No Longer Effective

The 1907 Quakers from the University of Pennsylvania were the juggernauts of college football. Heading into a home field matchup with the Carlisle Indians they had not only won, but dominated their previous seven games by a combined score of 189-10.

Their October home game on Franklin field against Carlisle wasn’t expected to be much different. Although the Indians were also undefeated, they were a group of unheralded, undersized players that the 22,800 fans in attendance didn’t give much of a chance against their mighty Quakers.

So what happened? Carlisle demolished Penn 26-6. The most notable play of the game was fullback Pete Hauer’s 40 yard perfect spiral pass that sports historians would later call one of the “three or four signal moments in the evolution of football” and “the sporting equivalent of the Wright brothers taking off at Kitty Hawk.”

These historians attribute Carlisle’s stunning upset that Saturday to Carlisle coach Pop Warner’s exploitation of a rule change that was adopted a couple of years earlier. In order to curb the surging violence in football schools adopted a number of rules changes, most notably legalizing the forward pass.

Warner decisively capitalized on this rule change, confusing the Quakers with long passes and new formations. Penn was playing by the old rules, and caught completely unprepared for the new era of football that they had the misfortune of writing into history that day.

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By |2018-10-20T21:47:07-07:00March 7th, 2018|Uncategorized, The Funnel, Strategy, SaaS, B2B|0 Comments

How to Develop (and Optimize) a Profitable SaaS Pricing Strategy

When you’re running a SaaS business, it’s easy to feel overwhelmed.

There are mountains of critical issues to deal with. Everything from improving the software and delivering a high quality customer experience, to reducing churn and making payroll every month.

Unfortunately, sometimes these demands drive SaaS businesses to overlook a crucial factor for their success: price.

Drawn out conversations and research is the last thing most people want to do after months (or years) spent developing the software and bringing it to market.

The temptation to just go with a price that feels right—to just “ship it” and see how it goes—is strong. It’s easy to tell yourself you’ll worry about this stuff later—once your business gets off the ground.

But overlooking price in the beginning can set you up for an uphill battle. Here’s how:

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By |2015-07-24T13:08:39-07:00June 4th, 2015|SaaS|0 Comments

SaaS Churn Rate: Why It Matters (and What to Do about It)

Ever feel like you can’t keep up?

Practically everyone has felt like this one time or another. SaaS business owners have it especially tough.

Sometimes it feels like you’re on an endless treadmill. You’re running as hard as you can just to replace customers who slip through the cracks. And you can’t dare let up no matter how exhausted you are. Otherwise your business starts shrinking instead of growing like you need it to.

Getting ahead seems out of the question when you’re working as hard as you can just to stay even with all the people who are leaving.

Your SaaS churn rate, the percentage of customers (or recurring revenue) that leave your business over a specified duration, is a vital sign of your business. It’s one of the best metrics you can use to value your company and assess your performance.

Here’s why it matters—and how to keep your business healthy and profitable.

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By |2015-05-27T16:07:34-07:00May 28th, 2015|SaaS|0 Comments
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