SaaS Marketing Bites from Powered By Search · 2023-05-02 · 10 min
Most B2B SaaS companies spend too much time on new customer acquisition and too little time on expansion, retention, and referral. The PE-backed companies we work with get this playbook. Here's what we do: 1. Measure these 4 areas for customers - NPS - it's a leading indicator of how much people like what you do and we think it's linked to churn (high NPS is correlated with low churn) - Products subscribed - how embedded is the platform you're selling in the client's business. If there are multiple 'products' in use, then not only is your expansion revenue growing but you're also likely to see less churn as the switching risk increases - Seats sold - pretty simple. If more people are using your product in a business, there are more voices to protest on your behalf if someone wants to switch to a competitor. Get those seat numbers up! - Last price increase date - companies expect prices to rise most years. Everyone acts outraged when it happens but real talk: raise your prices periodically. You'll see more revenue and almost no-one will care long term. The trade off between losing some customers and gaining a lot of revenue is an obvious one most of the time. 2.
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