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Using your product engagement data to forecast churn
As SaaS businesses the world round shift their attention to maintaining their existing customer bases, they are having to think about churn in a way they haven’t before. And because of this, we think that a new skill set – a new competency – will emerge.
Track and communicate your Product data schema with this Notion template
Over the last several months, we have moved our knowledge base to Notion. One of the last pieces we brought over was our product data schema (we used to track it in Github, then we moved it to a Dropbox Paper doc).
Why Customer Success Playbooks fail in a product-led model and what to do about it
Playbooks — when used in the context of a Sales or CS team — represent lists of “plays” (or actions) that a rep is required to apply against any new lead or customer. They are borne from the belief (hope?) that there is some consistent, linear set of steps that can be designed and followed to ensure success for every one your accounts.
Building a Product Qualified Lead process for your Intermediately Complex product
In case you haven’t heard, PQLs are leads that are more likely to convert because they have found value in your product. If you’re a modern SaaS business, you want to find these leads. So the only question left — how? It’s elementary: you need a Product Qualified Lead process.
How to Forecast Monthly Revenue in a Product-Led Growth World
The product-led model has changed the way the SaaS world operates. Unlike previous sales-led models, it relies on making a great product and letting people try all (or part) of it before paying. But when most of your conversions happen without a Sales touch, how do you forecast monthly revenue?
5 Things Your SaaS Sales Team Needs to Know About Product Engagement
The SaaS business model has long challenged the need for the traditional software salesperson. The SaaS model – and more recently the push toward Product-Led Growth with its free trial and frictionless upgrade path – has called for the death of sales.
Here’s How Audiense is Making the Transition from Sales-Led to Product-Led
For every company that’s trying to figure out how to layer Sales onto an existing product-led model, there are several trying to do the opposite — introduce a Product-Led Growth (PLG) model onto an existing sales-led model. Audiense is one of them.
The Seven SaaS Trial Leads You Need to Know for SaaS Revenue Forecasting
Does your SaaS business have a free trial? If so, then you have probably experienced various "personalities" of trial leads. This post will help you understand those personalities and offer strategies for managing each.
The Why and the How of Account-Level Product Engagement
Why should you care about this topic? Why isn’t tracking and reporting on product engagement at the user level good enough? It’s elementary, my good friend. If you are a SaaS business, you operate at an account-level.
How to Track Trial Account Activation with Sherlock
Why should you care about this topic? Why isn’t tracking and reporting on product engagement at the user level good enough? It’s elementary, my good friend. If you are a SaaS business, you operate at an account-level.
