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Browse: Home / chaotic flow

chaotic flow

SaaS Inside Sales Benchmarks Survey | Take It!

SaaS Inside Sales Benchmarks Survey | Take It!

By Joel York on November 14, 2014

Tweet Me! As many of you may know, Trish Bertuzzi and the folks over at the Bridge Group publish a lot of great stuff on Inside Sales strategy and operations, including inside sales compensation benchmarks, lead development rep best practices, outbound selling strategies, and on an on. Their upcoming 2015 Inside Sales Metrics and Compensation […]

Posted in Business | Tagged benchmarks, bridge group, chaotic flow, inside sales, joel york, saas sales, sass, trish betruzzi

The Metrics-Driven SaaS Business | New Ebook!

The Metrics-Driven SaaS Business | New Ebook!

By Joel York on June 19, 2014

The SaaS community has gained a solid understanding of SaaS financial metrics, as well as many of the operational principles required to achieve them. However, there has always been an obvious gap between what happens on the top line and what happens on the ground. This is about to change! The SaaS industry is maturing […]

Posted in Business | Tagged bluenose, chaotic flow, Customer Success, ebook, joel york, saas, SaaS Blog, SaaS Customer Success, SaaS Metrics

The SaaS Metrics Maturity Model

The SaaS Metrics Maturity Model

By Joel York on May 14, 2014

Becoming a Metrics-driven SaaS Business is no easy task. It takes time, commitment and plenty of customers. However, the financial rewards of moving beyond standard SaaS financial metrics to SaaS customer success metrics and ultimately to sophisticated predictive analytics are significant. Each step toward SaaS metrics greatness builds upon the last. The stages of development […]

Posted in Business, Featured Posts | Tagged bluenose, chaotic flow, Customer Success, joel york, saas, SaaS Customer Success, SaaS Metrics | 1 Response

Driving SaaS Customer Acquisition with Success Metrics

Driving SaaS Customer Acquisition with Success Metrics

By Joel York on May 7, 2014

As a SaaS business matures, the importance and value of SaaS metrics increase. Most SaaS businesses begin their journey down the SaaS metrics path by tracking recurring revenue in relation to customer acquisition costs. After building a solid customer base, churn becomes a priority. These fundamental SaaS metrics are all apparent in the standard SaaS […]

Posted in Business, Featured Posts | Tagged chaotic flow, customer acquisition, Customer Success, metrics, saas, SaaS Customer Success, SaaS Metrics

The Promise of SaaS Customer Success Metrics

The Promise of SaaS Customer Success Metrics

By Joel York on April 24, 2014

Over the past few years, the SaaS community has gained a solid understanding of SaaS financial metrics, as well as many of the operational principles required to achieve them. However, there has always been an obvious gap between what happens on the top line and what happens on the ground. It’s one thing to claim […]

Posted in Application Software, Business, Featured Posts | Tagged bluenose analytics, chaotic flow, Customer Success, customer success metrics, joel york, saas, SaaS Customer Success, SaaS Metrics | 1 Response

Bluenose Enables the Metrics-driven SaaS Business

Bluenose Enables the Metrics-driven SaaS Business

By Joel York on April 8, 2014

We are witnessing a dramatic change in the way SaaS businesses are managed. While SaaS financial metrics, such as recurring revenue, acquisition cost, service cost, churn, growth and lifetime value have dramatically increased our understanding of the economics of SaaS businesses, they have proven inadequate for managing them. As useful as they may be, SaaS […]

Posted in Application Software, Featured Posts | Tagged bluenose, bluenose analytics, chaotic flow, Customer Success, google analytics, metrics, saas, SaaS News | 1 Response

The Metrics-driven SaaS Business

The Metrics-driven SaaS Business

By Joel York on March 25, 2014

My first serious lesson in the criticality of SaaS metrics was about six years ago when I was unexpectedly stumped in a board of directors meeting. I had just presented the booking plan for the year and one of the Director’s in the meeting said that the plan was good, but we really needed to […]

Posted in Business, Featured Posts | Tagged bluenose, bluenose analytics, chaotic flow, Customer Success, joel york, metrics, saas, SaaS Metrics, saas-business | 1 Response

SaaS Growth Strategy | A Customer Lifecycle Approach

SaaS Growth Strategy | A Customer Lifecycle Approach

By Joel York on October 30, 2013

Driving sustainable growth is a challenge for every SaaS business from startups to public companies. In the beginning, the SaaS recurring revenue model seems like a dream compared to the revenue fits and starts of licensed enterprise software. But within one short customer lifetime, every SaaS CEO startles awake to the fact that the churn […]

Posted in Business, Featured Posts | Tagged best practices, chaotic flow, customer lifecycle, saas, SaaS Blog, saas growth

Eleven Secrets of SaaS Product Design

Eleven Secrets of SaaS Product Design

By Joel York on October 8, 2013

SaaS product management professionals should always remember that there are four P’s in marketing, one being product. Unfortunately, software companies have a bad habit of thinking about product in isolation from the rest of the marketing mix. This is a particularly costly mistake in SaaS and is the root cause of many a SaaS Don’t. […]

Posted in Application Software, Featured Posts | Tagged chaotic flow, Churn rate, Customer Lifetime Value, joel york, Product design, Product Management, product manager, saas, SaaS Marketing, saas product, software as a service

Breaking Through The SaaS Ceiling

Breaking Through The SaaS Ceiling

By Joel York on September 19, 2013

It’s the dream of every Internet entrepreneur to build a business that goes viral. Yet the sad truth is that most do not. It’s hard to think of any other industry with such a winner-take-all mentality as Internet software. The volatile combination of small market entry costs and big network effects creates wave after wave […]

Posted in Business, Featured Posts | Tagged chaotic flow, Churn rate, Customer Lifetime Value, Marketing Blogs, Marketing strategy, network effect, network effects, saas, SaaS Marketing, viral growth, virality

SaaS Marketing | Maximizing Customer Lifetime Value

SaaS Marketing | Maximizing Customer Lifetime Value

By Joel York on August 27, 2013

What’s the stronger driver of SaaS company growth: customer acquisition or customer lifetime value? The answer is yes. Rapid, sustainable SaaS growth is equal parts customer acquisition and customer lifetime value. Simply multiply these two numbers and you get your SaaS growth ceiling, the most revenue your SaaS business can ever achieve. Period. The end. […]

Posted in Featured Posts, Marketing | Tagged chaotic flow, joel york, Marketing Blogs, saas, SaaS Marketing | 4 Responses

Negative Churn | It’s Not that I Don’t Dislike It, I Do

Negative Churn | It’s Not that I Don’t Dislike It, I Do

By Joel York on July 30, 2013

Most of us were taught at an early age that double negatives are a bad thing, because they are unnecessarily complicated and increase the chances of miscommunication. It is with this principle in mind, that I propose that we permanently ban the ridiculous term “negative churn” from the SaaS metrics vocabulary. Churn is negative growth. […]

Posted in Business, Featured Posts | Tagged chaotic flow, churn, negative churn, SaaS Metrics

SaaS Marketing | Accelerating Customer Acquisition

SaaS Marketing | Accelerating Customer Acquisition

By Joel York on July 10, 2013

Tweet Me! SaaS marketing professionals know that customer acquisition is the name of the game. What they generally don’t know is that sustainable SaaS growth requires accelerating customer acquisition. In the long run, acquiring more customers is not enough. Your SaaS marketing strategy must aim to acquire more customers, faster. Otherwise, churn wins and you […]

Posted in Featured Posts, Marketing | Tagged chaotic flow, joel york, marketing, Marketing and Advertising, Marketing Blogs, saas, SaaS Marketing, salesforce.com, Search engine optimization, software as a service | 1 Response

Driving SaaS Growth Through The Customer Lifecycle

Driving SaaS Growth Through The Customer Lifecycle

By Joel York on June 11, 2013

SaaS growth isn’t a goal; it’s an obsession. The good news is that SaaS growth can be very smooth and predictable, because of the SaaS recurring revenue subscription model. The bad news is that SaaS growth can also be predictably slow the bigger you get. After a few years of rapid SaaS startup growth, it’s […]

Posted in Business, Featured Posts | Tagged chaotic flow, customer lifecycle, joel york, saas, saas growth, SaaS Marketing | 1 Response

SaaS Business Model Competitive Advantage Revisited

SaaS Business Model Competitive Advantage Revisited

By Joel York on April 25, 2013

What is SaaS? We seem to need to ask this question every couple of years, because the answer is a bit of a moving target. It was simple enough when SaaS was merely software applications pushed through a Web browser, but now we have to contend with the cloud, mobile and even social. Recently, Scott […]

Posted in Business, Featured Posts | Tagged chaotic flow, joel york, saas, SaaS Model, saas-business, saas-business-model

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