I bet you dream about growth, dreams like: “If I got x more customers per month, our revenue would…” It’s exciting to think about where things could go, and how much revenue could come flooding in. But I have to break it to you: There’s a limit. Yes, there’s a growth ceiling to a SaaS. I call it the Churn Flatline. It comes down to simple math, but it’s 100% predictable.
I like to hang out with inspiring entrepreneurs. No, not sipping coffee in their offices… I like to get out and do something fun. Even if it means breaking bones. When you connect without it being about business, two things happen: First, you get insights into the character of a successful business person. Second, when the conversation isn’t forced, that’s when the most valuable business advice flows organically.
If you have a B2B business that negotiates deals directly with your customers, then I’ll bet you’ve got headaches to do with money. Sales call followed by proposals… Rejected and then renegotiated… All hoping that in the end, you can close a big deal that really moves the needle. Only to realize that getting the customer is just half of the battle!
Today, I’m going to show you how to get 3x-5x as much value out of a brand new employee. Think about it… If every time you hired someone in your business, you got more value from them, how much of a difference would that make to your: Productivity? Budget? Business growth? You already know I work closely with SaaS founders both big ($100 Million+ ARR) and small ($10k monthly), and I can tell you this:
Breathe in. Breathe out. Squeeze the trigger... ‘BAM’ -- ‘ting’. There are similarities in business and in firing a sniper rifle. Hear me out.
“If only we had money, we could…” It’s a story I’ve heard a thousand times. Startups heaving a sigh, wishing they had investors to fund the awkward early stages. Scraping to get your software in shape… Working 60+ hour weeks… Can’t afford to hire people so you’re wearing every hat for every department… But the dark side of receiving VC funding is that you lose a massive slice of your company. It can be VERY expensive.
Sometimes you can glean insights about life from the most interesting places... Like that time my buddy Brad learned the hard way while snow-biking in the backcountry. He was supposed to zig zag, and not go straight fast, so to avoid hitting tree stumps or river banks head on. That missed instruction from our guide resulted in him cracking open his pelvis which required surgery. I know. Intense right? While a terrible outcome, I took away a HUGE company killing
There are plenty of customer success managers. There aren’t a lot of great ones. A customer success manager is the person in charge of making sure that customers receive the promise we make on our home pages or by our salespeople. The great managers know that their work requires at least five practices to make sure that they’re succeeding at their job. Here are the five practices of a great customer success manager. #1: They address customer concerns early. Remember,
Play along. You’re on Who Wants To Be a Millionaire. (The Dan Martell SaaS edition.) Sweat on your brow, lights on your face. Clock ticking. You’ve got 20 seconds to make a decision. Lock in the right one and your profits double. Lock in the wrong one, and it’s game over for your business. Your fingers are crossed, hoping for a question you know the answer to…
Back when SaaS was still a new word (circa 2006), Jon Miller started Marketo, a software product that gave businesses an end-to-end view of their customer’s journey. The technology was revolutionary. No longer was a marketing team just collecting leads to give to the sales team... ...but businesses were able to track and optimize every touchpoint. From ads, to website visitor, to sale, to upsell, to retention and residual profits. Marketo’s goal was to offer enterprise power at an affordable