The Secrets to SaaS Pricing
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• 3. The 3 Models of SaaS Pricing1How to Pick the Best Price28 Pricing Hacks3How to Test New Pricing4We’ll cover... • 4. Model 1: Targeting Small Businesses1 • 5. Self-service, no sales team, limited support • 6. Pricing in the $10 - $100/month rangeThis mean you need to focus onscale and acquiring customerscheaply. • 7. Similar companies • 8. Model 2: Targeting Enterprise2 • 9. Sales team, contracts, full support • 10. Pricing is $1,000s or $10,000s/monthVery little is automated, your teamwill be working very closely witheach customer. • 11. Similar companies • 12. Model 3: The Mid-Size Hybrid3 • 13. Automated marketing with a sales team • 14. Pricing is $100’s/monthYou’ll need to scale your leads butyou’ll have a full sales team toclose them. • 15. Similar companies • 16. Pick the right price range for your vision • 17. 2 Bad Methods for Pricing • 18. 1. Product cost + X%You’ll undercharge somecustomers and overcharge others. • 19. 2. What does the customer want to pay?People have no idea until you askthem for their credit card. • 20. Pricing by Value • 21. Value-Based PricingYour customers get value worth $Yand it only costs them $X. • 22. For B2B, focus on money earned or saved • 23. How much extra revenue do they earn?1How many hours do they save?2What other costs do they avoid?3Ask your customers: • 24. Capture more value from each customer. • 25. There’s no such thing as a perfect price.If you need more guidance, pick aprice that’s 10% of the valuedelivered. • 26. 8 Pricing Hacks8 • 27. Rule 1: Go AnnualYou’ll improve cash flow, reduceyour churn, and improve yourrevenue. • 28. Rule 2: Don’t Add Unnecessary Digits$1000 looks cheaper than $1,000or $1000.00 • 29. Rule 3: Avoid Discounts Unless LaunchingDiscounts create destructivecustomer habits. Do not use themregularly. • 30. Rule 4: Offer Multiple Prices to Anchor • 31. Rule 5: Use pricing plans to segment customers.Different customer types getdifferent value from your product.Capture that value. • 32. Rule 6: Double Your PriceWe all tend to UNDERvalue our ownservices. • 33. Rule 7: Be Careful With Freemium PlansVery difficult to make it work in B2Bmarkets. • 34. Rule 8: Grandfather Old Customers InAs long as you don’t raise pricesfor old customers, you won’t getany complaints. • 35. These are rules, not laws. • 36. How to Test New Pricing - 4 Steps • 37. Step 1: Track subscription plans for all customersSubscription plans1Each monthly charge2Any cancelations3Access to total revenue, averagerevenue per user, and churn4 • 38. Step 2: Launch Your New Pricing Page • 39. Step 3: Track your entire funnel • 40. Step 4: Track ARPU and churn • 41. KISSmetrics helps you find the right priceConnects all data to individual people1A/B tests for your entire funnel2See which plans are most profitable
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Here we walk through exactly how to calculate ARPU (Average Revenue Per User) including what to and not to include in the calculation, as well as how to optimize this crucial SaaS metric.
Slack's Ali Rayl on Scaling Support for User Growth
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Full Video available Here: http://www.heavybit.com/library/developer-operations/video/2014-09-16-ali-rayl
A SaaS Metric designed to Increase Free Trial Conversions
A SaaS Metric designed to Increase Free Trial ConversionsLincoln Murphy CCAs & Engagement – An Uncommon Way to Engage & Convert Prospects in Your SaaS Free Trial.
A few years ago I came up with a set of metrics that I called Common Conversion Activities – or CCA – that I defined as “The things that all or most paying customers do during their trial.”
In July 2012 I gave a 54-minute presentation where I introduced the next version of this ever-evolving set of metrics for measuring Free Trial success, the CCA, and I want to share that with you now.
See the video of this presentation here: http://sixteenventures.com/free-trial-metrics
How to Drive Growth with Customer Success Metrics
How to Drive Growth with Customer Success MetricsGainsight The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
This presentation - How to Drive Growth with Customer Success Metrics - is from Pulse 2014, the biggest Customer Success industry event ever and included panelists Aaron Ross, author of Predictable Revenue, Jason Lemkin of Storm Ventures, Tomasz Tunguz of Redpoint Ventures, and Brian Stafford McKinsey.
SaaS Marketing Plan: 5 Ways to Get your B2B App to Sell Itself
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This guide is full of actionable, unique, and thought-provoking ideas - Growth Hacks if you will - that are designed to allow your product to sell itself.
From attracting the right audience and driving user engagement, to making it easy to buy and easy to share through orchestrated virality, this guide covers all aspects of what's necessary to drive growth with SaaS companies of any stage and serving any market.
Whether you have a self-service sales model or one that requires outside sales reps to drive business, the tips and techniques contained in this guide and the source blog post will help you achieve your goals of efficiently scaling your sales process.
David Skok's, SMASH Summit NYC
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Lean Analytics Cycle
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Bessemer's 10 Laws of Cloud Computing
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The State of the Cloud Report 2017 
The State of the Cloud Report 2017 Anna Khan Bessemer Venture Partners' is proud to share The State of the Cloud for 2017.
As the definitive guide to the biggest trends in the cloud industry, this year’s “State of the Cloud Report” includes:
1. A Look Back at 2016
- 2016 was a marquee year for a number of reasons. First, we all remember the rocky start in February where the Cloud Market dropped 35%
- Subsequently, rebounded back to normal levels and ended the year up +15%
- The dip in the market had two main outcomes: First, it led to unprecedented amounts of M&A (4x more than any other year and 40% of the total cloud market cap of $300B) – and second, it led to the fewest number of cloud tech IPOs since the financial crisis.
- A combination of these factors has led to the highest quality backlog of private cloud companies in history. The top 100 private Cloud companies alone represent over $100B of private enterprise value.
2. We provide a deeper look into the three top questions every private cloud CEO should be discussing with his/her executive team
- How fast should I be growing?
- How much should I burn?
- How do I scale?
3. Bessemer’s 7 Predictions for 2017
- The year of human assisted AI
- APIs will serve as the backbone for a majority of software infrastructure
- Architect for infinite scale without infinite spend
- Mobile unlocks non-desk worker productivity
- NPS everything
- Diverse teams win
- The screenless software movement
Go-to-Market Strategy vs Marketing Strategy
Go-to-Market Strategy vs Marketing StrategyArmando-Jose Diaz Phd MBM MBA The document discusses go-to-market strategies versus marketing strategies. It notes that go-to-market strategies specifically focus on product launches, while marketing strategies can apply to ongoing activities. Go-to-market strategies involve additional components to coordinate with product development. Once launched, the go-to-market strategy evolves into an overall marketing strategy. The document then provides details on developing effective go-to-market strategies, including defining target markets, sales processes, distribution channels, and product roadmaps.
Business Model 101: The Basics of Marketplaces, SaaS & Ecommerce [reduced]![Business Model 101: The Basics of Marketplaces, SaaS & Ecommerce [reduced]](https://cdn.slidesharecdn.com/ss_thumbnails/startup-business-models-140520071834-phpapp01-thumbnail.jpg?width=560&fit=bounds)
Business Model 101: The Basics of Marketplaces, SaaS & Ecommerce [reduced]Point Nine Capital An shorter introduction to some of our favourite investment areas: Marketplaces, Software-as-a-Service and Ecommerce.
Starting with different ways of monetization, we dip into the major characteristics, address critical challenges and single out the KPIs you should keep an eye on.
As presented in Startit Fest in Belgrade, http://startit.rs/
Empower your SaaS with a Marketplace
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SaaS and Marketplaces are two of the most current business models used by startups, they both have advantages and inconveniences.
SaaS enabled Marketplace (SEM) is an hybrid between the two which can be a strong differentiator and presents a lot of benefits.
Making a Marketplace: A Checklist for Online Disruption
Making a Marketplace: A Checklist for Online DisruptionNir Eyal On November 13, 2012, Bill Gurley, a partner at Benchmark Capital, posted a remarkable essay on his blog. In it, he described the, “10 factors to consider when evaluating digital marketplaces.” Given the tremendous value marketplaces are known to create and how hard they are to get right, we found this essay to be a goldmine of insight. We wanted to digest Bill’s post into a more memorable format.
The result is this brief checklist we hope will help take some of the luck out of evaluating marketplace businesses. As Bill wrote, “It is unlikely that you will find a marketplace opportunity that would score ten out of ten with respect to this list.” But according to Bill, the odds of success improve the more of these characteristics the business exhibits.
Read Bill Gurley’s original post here: http://goo.gl/xoAUw
- Nir (nirandfar.com) and Sangeet (platformed.info)
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Similar to The Secrets to SaaS Pricing (20)
Ultimate Guide to SaaS Pricing
Ultimate Guide to SaaS PricingKissmetrics on SlideShare • 3. We’ll cover...1 Right and wrong ways to pick a price2 The two stages of pricing3 7 rules to give your pricing the edge
• 4. Price has a MASSIVE impact on your business.
• 5. Bad Methods for Pricing
• 6. 1. Product cost + X% You’ll undercharge some customers and overcharge others.
• 7. 2. What does the customer want to pay? People have no idea until you ask them for their credit card.
• 8. Pricing by Value
• 9. Value-Based Pricing Your customers get value worth $Y and it only costs them $X.
• 10. Why does this work? People cannot perceive absolute value, only comparative value.
• 11. Some value is easy to calculate...
• 12. Other value isn’t...
• 13. Pricing - Stage 1 1
• 14. Stage 1 is all about the unknown. Customers don’t understand your product and you don’t understand your customers.
• 15. This is before product/market fit.
• 16. The price you pick won’t be the best.
• 17. Your goal = prove that the product can be sold.
• 18. Pricing - Stage 2 2
• 19. This is your growth stage.
• 20. Time to optimize your price. You’ll need a deep understanding for how your customers use your product.
• 21. Interview your customers
• 22. The ideal price is... Just high enough to need consideration but low enough to still provide plenty of value.
• 23. What if you have different customer segments?
• 24. Separate segments with features. Price sensitive customers get limited plans, value sensitive customers get the VIP plan.
• 25. For this to be successful... You need to talk to your customers and understand the benefits they need the most.
• 26. Capture the full value from each customer type.
• 27. Bidsketch Case Study - Old Pricing
• 28. Bidsketch Case Study - New Pricing
• 29. Bidsketch Case Study - Results1 Doubled average revenue per customer2 Only a slight drop in conversions3 No impact on churn Google “bidsketch pricing post”
• 30. Seven Rules for Pricing 7
• 31. Rule 1: End with a 9 $39 or $37?
• 32. Rule 2: Make Your Price Short $1,000.00 or $1000?
• 33. Rule 3: Anchor Your Price 1 That product is $100, this is only $10 2 Was $150, now only $80 3 Value of $1500, selling for only $150
• 34. Rule 4: Offer Multiple Prices
• 35. Rule 5: Double your Price People tend to UNDERvalue their services.
• 36. Rule 6: Be Careful With Freemium Plans Very difficult to make it work outside of mass markets.
• 37. Rule 7: Grandfather Old Customers In As long as you don’t raise prices for old customers, you won’t get any complaints.
• 38. These are rules, not laws.
• 39. Your 3 Tools for Getting It Done
• 40. 1. The Customer Interview
• 41. 2. A/B Testing
• 42. 3. Customer Analytics
• 43. KISSmetrics helps you find the right price 1 Know who to interview 2 Get A/B results from your whole funnel 3 Track WHO’s doing what
How to Make the Most Profitable Pricing Plan for Your Subscription Business
How to Make the Most Profitable Pricing Plan for Your Subscription BusinessKissmetrics on SlideShare 3. We’ll cover...1 How to get your SaaS pricing right2 Q&A3 Demo time!
4. HOW DID YOU PICK YOUR Price?
5. Most people just guess.
6. What should we charge each month? If we charge $10/month and get 100,000 customers, that’s like $1,000,000 each year!
7. Picking the wrong price can shut you down
8. IT’S ALL ABOUT THESubscriptions
9. Single-purchase software is DEAD
10. Even Microsoft and Adobe are jumping in
11. Why is subscription so profitable? 1 Only need to acquire a customer once 2 Higher customer lifetime value 3 Lower price points 4 Stable cash flow
12. What about the actual prices?
13. ALWAYSAnchor
14. People are not calculators We do not perceive ABSOLUTE value, only RELATIVE value.
15. To judge a price, we make a comparison
16. How do we encourage the right comparison?1 Pick the right product category2 Offer a more expensive product
17. 1. Pick the right product category We compare products by putting them into similar categories.
18. If you’re an ecommerce platform...
19. If you say you’re a project management app...
20. If your category sucks, build a new one
21. Learn how to POSITION your product
22. 2. Offer a more expensive product
23. The Williams-Sonoma bread machine = no sales $279
24. 2 bread machines = mucho sales $279 $429
25. Offer at least two prices
26. STRUCTURING YOUR Plans
27. Let’s recap1 Subscription = win2 Anchor our prices with the right category and include more expensive plans
28. But what do we include in our plans?
29. SHOULD WE DOFreemium?
30. Freemium needs scale
31. If you’re B2B or niche, be careful with freemium Very few people will upgrade, you’ll need MILLIONS of users to hit the $100 million revenue mark.
32. Freemium is much easier with mass market
33. Freemium users take forever to upgrade You’ll need customer analytics to figure out which marketing leads to sales.
34. Don’t be too generous with your freemium plan
35. HOW TO BREAK UPFeatures
36. Target features for different customer types Basic users don’t need advanced features. Advanced users do and they’re willing to pay for them.
37. Find the features that separate your customers
38. Reach out and talk to your customers.
39. Name your plans correctly Make it easy for different customer types to find their ideal plan.
40. Start with 3 plans (most pick the middle one)
41. Even if you have more, hide them
42. Only show the differences in your plans
43. HOW TO TRACK PRICE Changes
44. A/B testing tools only measure the next step Great for testing copy, photos, and layouts. Terrible for bigger tests like pricing.
45. Measuring impact of new prices takes months
46. Use an A/B testing tool OR
47. Hook it up to KISSmetrics for long term tracking
Types Of Pricing Models For All Types Of Businesses PowerPoint Presentation S...
Types Of Pricing Models For All Types Of Businesses PowerPoint Presentation S...SlideTeam This complete deck can be used to present to your team. It has PPT slides on various topics highlighting all the core areas of your business needs. This complete deck focuses on Types Of Pricing Models For All Types Of Businesses PowerPoint Presentation Slides and has professionally designed templates with suitable visuals and appropriate content. This deck consists of total of fourty one slides. All the slides are completely customizable for your convenience. You can change the colour, text and font size of these templates. You can add or delete the content if needed. Get access to this professionally designed complete presentation by clicking the download button below. https://bit.ly/2CGEMnZ
What is price realization
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What is Price Realization, and How Does It Impact Your Bottom Line?
I bet you hear all kinds of pricing advice:
“Increase your prices by 2%.”
“Decrease your prices for your price-conscious markets.”
“Add value anywhere and everywhere to drive customer loyalty.”
Unfortunately, even the best pricing advice can’t work for every single one of your transactions.
That’s why price realization is so important.
Price realization measures actual vs. expected price achieved.
You can’t sell at target price every single time, but that’s the goal. (Or rather, it should be.)
This discrepancy is one metric you need to measure.
Price realization analysis allows you to:
Closely monitor sales teams and their selling tactics
Understand how customers respond to pricing changes
Leverage discounts strategically
5 Ways to Achieve
Profitable Price Realization
1. Make Discounts Strategic
Price concessions can destroy your profits. Discounts undermine
your entire pricing strategy. But you can’t give them up either. You’ve got to make them strategic.
How? Set a maximum threshold for discounts.
Hold your sales reps accountable for selling off target price.
Incentivize on price discipline. Train sales professionals to sell on value.
2. Align Price With Value
If you can’t change the customer’s mind about the price of a deal, it’s time to change the deal itself. What value element are your customers willing to give up?
They have to take a cut on the deal to get a cut on the price.
How to Drive Value-Based Pricing:
Remove value when decreasing price.
Segment customers by the deal components they value. Serve them accordingly.
When customers ask for a discount, ask what they’d be willing to give up.
3. Segment Prices with Mix Data
Earn the highest profit on every deal by customizing your prices for every deal.
Finding the perfect price for each transaction captures the most margin.
Unfortunately, that’s difficult to nail down. Different markets, customers, channels, and products all require different pricing strategies. When you start mixing and matching between them, things get even more complicated.
How to Build a Pricing Cheat Sheet:
Evaluate your transactions for the past year.
Segment your deals and customers into the smallest groups possible.
Build custom prices for each of these segments, further segmented by situation, if possible.
4. Increase Your Prices
Yes, it seems counter-intuitive. But you wouldn’t believe how many businesses underprice their products and services! You should increase prices on a regular basis.
It seems scary, but as long as you continue to drive value and sell on that value, your customers will understand.
....
If not a price increase now, when?
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Marketing genius Jay Abraham shares with you a program that will help you reach the pinnacle of success. Using the strategies he has utilized as a top advisor to some of America’s top corporations, Jay teaches you how to spot hidden assets and how to use untapped resources to maximize your career and increase your income.
The 6 Metrics Every Subscription Business Needs to Track
The 6 Metrics Every Subscription Business Needs to TrackKissmetrics on SlideShare • 3. We’ll cover...1 The metrics we like to track...2 The metrics we NEED to track3 Q&A
• 4. WHY DO METRICSMatter?
• 5. They tell us if we’re succeeding
• 6. Great metrics help us work on the right projects
• 7. THE METRICS WE LIKEToo Much
• 8. Total users
• 9. Pageviews and visitors
• 10. Vanity metrics are a distraction
• 11. We need metrics that track our business
• 12. Metric #1 MONTHLY RECURRING Revenue
• 13. What is monthly recurring revenue (MRR)?
• 14. SaaS depends heavily on recurring revenue All your costs are up front. And it takes a long time to turn a profit on a customer.
• 15. MRR best practices
• 16. Metric #2 USER AND REVENUE Churn
• 17. Churn is the percentage of people that bail
• 18. High churn = pain, low churn = win
• 19. Churn starts low but grows quickly If customer growth is constant, churn will eventually match it. You’ll stop growing.
• 20. 100 new customers per month at 10% churn 800 600 Customers 400 200 0 Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Jan Feb Mar
• 21. High churn = improve your product
• 22. Once you have control of churn... To keep growing, you’ll need to acquire customers faster every month.
• 23. Churn best practices
• 24. Metric #3 AVERAGE REVENUE PER Customer
• 25. Average revenue per customer
• 26. Up-sells and cross-sells are the key
• 27. Up-selling = get them on a higher plan
• 28. Cross-selling = sell more stuff
• 29. Average revenue best practices
• 30. Metric #4 LIFETIME Value
• 31. There are many different ways to calculate LTV LTV combines current revenue with churn to predict how much you’ll earn in the future.
• 32. Different from average revenue per customer?
• 33. LTV best practices
• 34. Metric #5 COST PER Acquisition
• 35. What’s the cost to acquire a new customer?
• 36. The importance of CPA
• 37. Get CPA for each marketing campaign
• 38. CPA best practices
• 39. Metric #6 THE SIGNUP Funnel
• 40. Track each step to becoming a customer
• 41. Don’t forget to track activation Activation = Someone uses a core part of your product for the first time
• 42. Funnel best practices
• 43. CAN WE TRACK THESE IN Analytics?
• 44. Google Analytics can’t track any of this.
• 45. You need to connect revenue to customers.
• 46. A customer analytics revenue report
• 47. We can also segment by traffic source
• 48. Where do we get customer analytics?
• 49. Two metrics you’ll need to pull by hand (for now)
• 50. KISSmetrics will track these metrics for you
Ecommerce pricing strategies that work
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- Setting the right base price that considers costs and competitors
- Using strategies like multiple pricing, anchor pricing, and loss leader pricing to influence customer purchases
- Having a solid understanding of your unique selling proposition and customers to inform pricing
- Testing different strategies like pay what you want, name your price, flat pricing, and personalized pricing depending on your business
The key is finding the right strategy or combination of strategies for your specific business through testing and analytics. Transparency and understanding costs and customers are also important considerations for pricing.
Pricex 2008
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eBook - Cross Selling Guide
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All of these questions are answered I just need you to read the an.docx
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Essay Questions:
1. Identify and discuss reasons why firms become so infatuated with pricing. Why is pricing given a great deal of attention?
Answer/ ANS:
There is no other component of the marketing program that firms become more infatuated with than pricing. There are at least four reasons for the attention given to pricing. First, the revenue equation is pretty simple: Revenue equals the price times quantity sold. There are only two ways for a firm to grow revenue: increase prices or increase the volume of product sold. Rarely can a firm do both simultaneously. Although there are literally hundreds of ways to increase profit by controlling costs and operating expenses, the revenue side has only two variables—one being price and the other being heavily influenced by price.
A second reason that firms become enamored with pricing is that it is the easiest of all marketing variables to change. Although changing the product and its distribution or promotion can take months or even years, changes in pricing can be executed immediately in real time. Likewise, product, distribution, or promotion changes can also be quite expensive, especially if research and development (R&D) or production must be rescheduled. Conversely, changing prices is a very low-cost option.
The third reason for the importance of pricing is that firms take considerable pains to discover and anticipate the pricing strategies and tactics of other firms. Salespeople learn to read a competitor’s price sheet upside down at a buyer’s desk. Retailers send “secret shoppers” into competitors’ stores to learn what they charge for the same merchandise. In this age of e-commerce, tracking what competitors charge for their goods and services has become so daunting that an entire price-tracking industry has emerged.
Finally, pricing is given a great deal of attention because it is considered to be the only real means of differentiation in mature markets plagued by commoditization. When customers see all competing products as offering the same features and benefits, their buying decisions are primarily driven by price.
Having a solid understanding of these issues is important because far too many firms and their managers use a seat-of-the-pants approach to pricing by guessing the best price for their goods and services. Guessing is never a good strategy in marketing; it can be downright deadly when it comes to setting prices.
2. In many (if not most) circumstances, cutting prices to increase sales volume is not a good idea. Explain why this is so. What are some alternatives that are preferable to cutting prices?
Answer/ ANS: All marketers understand the relationship between price and revenue. However, firms cannot charge high prices without goo.
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5 tops tips for improving customer retention
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Increase Sales & Profit Without Spending More On Advertising
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Watch the presentation on YouTube:
https://www.youtube.com/watch?v=B0SHiOqExcU&t=86s
Discover 4 Quick and Easy formulas for doubling your profits in Any Economy.
Join our Free 4-Part Video Course for all the videos and tools. All the materials I'm giving are complete, full length versions, and should vastly expand your business profits. THESE ARE NOT TEASER ITEMS!
1. Discover the most effective system for increasing your profits.
2. Discover 4 Quick and Easy formulas for doubling your profits in Any Economy
3. Learn the underlying cause of almost all cash flow and profit problems and how to fix it
For more details about the Step by Step 4-Part Video Course
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Complete Course: https://thebusinesssniper.com/free-4-...
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Breadth of a salesman
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A healthy customer retention rate is a key factor in any high growth business. You can’t be a high growth without it!
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Messenger Marketing & Chatbots: How To 10x Sales & Leads Before Your CompetitorsKissmetrics on SlideShare Communication has changed. We’re rapidly expanding beyond email and into messaging. As a society, it’s where we have our most meaningful conversations.
Facebook Messenger is the fastest growing channel in the world. With 1.3B users, it’s already larger than Instagram, Twitter, and Pinterest combined. It’s also the only channel of this magnitude that isn’t saturated with marketers (yet). But why? Herein lies the secret of this webinar.
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How to build a framework for customer empathy: Learning from a company that d...
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Target your best segments with the help of Kissmetrics
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How to identify your highest impact growth opportunities
How to identify your highest impact growth opportunitiesKissmetrics on SlideShare In many ways, customer engagement has become the most important metric for any modern software business.
Not too long ago the software marketers job was to optimize the funnel for impression, traffic and pipeline generation and it usually ended when a sale closed. Corks were popped and parties were thrown. But to a modern software marketer, this old funnel looks like something out of Mad Men.
Today the modern marketer or growth hacker needs to optimize the funnel for lifetime value. And it requires a dramatically different process and approach to growing your business.
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Find you North Star Metric, which will help you increase true value to your customers
Identify your greatest opportunities for sustainable growth
Set up a growth process based on experimentation
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In this exclusive training, Emil Kristensen, CMO and Co-founder at Sleeknote will walk you through how many of biggest movers and shakers in e-commerce are using popups to increase revenue—and how you can, too.
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How one e-commerce site increased their opt-in rate by 512.5% (that’s not a typo)
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How to design intelligent popups that guide your visitors to EXACTLY what they’re looking for on your site (a previous attendee said “it’s like having a virtual employee.”)
What to NEVER do when using popups (if you get this wrong, Google will penalize your site)
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Advanced Content Marketing and SEO: Higher Rankings and More Traffic in Less ...
Advanced Content Marketing and SEO: Higher Rankings and More Traffic in Less ...Kissmetrics on SlideShare This document summarizes a webinar about repurposing content for search engine rankings and traffic. The webinar discusses finding existing content that needs updates, using semantic linking to update articles, collaborating with other marketers to contribute to articles, and ways to promote updated content such as building referral networks and getting backlinks. Attendees are encouraged to turn their body of work into a blog and book for more exposure.
7 Pitfalls That Will Ruin Your Analytics Data and Prevent You from Getting An...
7 Pitfalls That Will Ruin Your Analytics Data and Prevent You from Getting An...Kissmetrics on SlideShare (1) The document discusses 7 common pitfalls that can ruin analytics data and prevent insights. These include: having no plan or strategy, poor naming conventions, tracking too much data, using too many tools, locking data away, lack of data maintenance, and being too data-driven.
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- 3. The 3 Models of SaaS Pricing1 How to Pick the Best Price2 8 Pricing Hacks3 How to Test New Pricing4 We’ll cover...
- 4. Model 1: Targeting Small Businesses 1
- 5. Self-service, no sales team, limited support
- 6. Pricing in the $10 - $100/month range This mean you need to focus on scale and acquiring customers cheaply.
- 8. Model 2: Targeting Enterprise 2
- 9. Sales team, contracts, full support
- 10. Pricing is $1,000s or $10,000s/month Very little is automated, your team will be working very closely with each customer.
- 12. Model 3: The Mid-Size Hybrid 3
- 13. Automated marketing with a sales team
- 14. Pricing is $100’s/month You’ll need to scale your leads but you’ll have a full sales team to close them.
- 16. Pick the right price range for your vision
- 17. 2 Bad Methods for Pricing
- 18. 1. Product cost + X% You’ll undercharge some customers and overcharge others.
- 19. 2. What does the customer want to pay? People have no idea until you ask them for their credit card.
- 20. Pricing by Value
- 21. Value-Based Pricing Your customers get value worth $Y and it only costs them $X.
- 22. For B2B, focus on money earned or saved
- 23. How much extra revenue do they earn?1 How many hours do they save?2 What other costs do they avoid?3 Ask your customers:
- 24. Capture more value from each customer.
- 25. There’s no such thing as a perfect price. If you need more guidance, pick a price that’s 10% of the value delivered.
- 27. Rule 1: Go Annual You’ll improve cash flow, reduce your churn, and improve your revenue.
- 28. Rule 2: Don’t Add Unnecessary Digits $1000 looks cheaper than $1,000 or $1000.00
- 29. Rule 3: Avoid Discounts Unless Launching Discounts create destructive customer habits. Do not use them regularly.
- 30. Rule 4: Offer Multiple Prices to Anchor
- 31. Rule 5: Use pricing plans to segment customers. Different customer types get different value from your product. Capture that value.
- 32. Rule 6: Double Your Price We all tend to UNDERvalue our own services.
- 33. Rule 7: Be Careful With Freemium Plans Very difficult to make it work in B2B markets.
- 34. Rule 8: Grandfather Old Customers In As long as you don’t raise prices for old customers, you won’t get any complaints.
- 35. These are rules, not laws.
- 36. How to Test New Pricing - 4 Steps
- 37. Step 1: Track subscription plans for all customers Subscription plans1 Each monthly charge2 Any cancelations3 Access to total revenue, average revenue per user, and churn 4
- 38. Step 2: Launch Your New Pricing Page
- 39. Step 3: Track your entire funnel
- 40. Step 4: Track ARPU and churn
- 41. KISSmetrics helps you find the right price Connects all data to individual people1 A/B tests for your entire funnel2 See which plans are most profitable3