I’ve got bad news for you: you’re going to lose customers. Every year, forever. It doesn’t matter how good your software is, how much value for money it represents or how much effort you put into retention. For one reason or another, some of your customers will end their subscription to your SaaS product. And that’s okay. After all, you’re awesome, right? You’re going to be bringing in new users all the time, so as long as your churn rate is manageable, you’re still going to grow. But what’s too high when talking about churn rate for SaaS?

For SaaS companies, and indeed traditional software companies, part of the sales process is giving prospects access to the software for free. This offers them a chance to get hands on with the solution, really see if it fits the way they work and can deliver the end results they are looking for. In this article we are going to look at the best tactics you can deploy to ensure a healthy conversion rate of free to paid users.

For SaaS marketing teams, getting prospects to the pricing page is a major step in the right direction towards generating more leads for the sales team to follow up. The marketing team has been working like crazy to understand your buyers' personalities and journey. With the help of your analytical tools, they have put together a content plan to ensure your value offer is attracting and engaging your “best fit” clients for your software. It would be a shame for the prospect to get to your pricing page and not convert into a lead or service subscriber. You need to have a compelling pricing model for your SaaS solution; otherwise, all that hard work that has come before is going to become undone.

Sales enablement was defined back in 2008 by research firm Forrester as:   “Sales enablement is a strategic, ongoing process that equips all client-facing employees with the ability to consistently and systematically have a valuable conversation with the right set of customer stakeholders at each stage of the customer's problem-solving life cycle to optimise the return on investment of the selling system.”   Poetry is not Forrester’s strong point; however, the approach of enabling sales teams via a process that provides them with the right tools, at the right time, for the right audience is very much at the heart of sales enablement for a SaaS sales organisation.  

On 6th January, at 9:30 am, I sat in my beloved MK4 Golf, contemplating what would begin in 30 minutes time. I could tell you how I was a picture of confident calm, or I could tell you that I was sweating from the palms. The truth is that I was floating somewhere in between the two and feeling very excited. In just 30 minutes time, I would be walking through the doors of Klood—the SaaS Growth Agency—for the first time as an employee.  

We are delighted to announce the date for the upcoming HubSpot User Group meet up for Milton Keynes. The HUG will return on 23rd March and feature a keynote talk from HubSpot’s own Dan Tyre. Who is Dan Tyre? Dan Tyre joined the original HubSpot team in May of 2007 as employee number 6. An authority on inbound marketing and sales, Dan is a regular speaker, writer, and coach to those who yearn for inbound success.

You’re running a successful SaaS organisation; you have the latest software solution to your target market’s biggest challenge. Your product and service is being well received and your marketing strategy is generating a good number of leads as a result. Your sales teams are working with intensity and purpose to close those opportunities in your sales pipeline. But wait a minute! Your profits are not where you forecasted they would be, but the pipeline is telling you that you have all the opportunities to hit your growth goals for the financial year. What could the problem be?

“A goal without a plan is just a wish.” Antoine de Saint-Exupery was right on the money with that statement. If you have a goal insight but don't have a plan to get there, you’re going to find it hard work.

Everyone talks about metrics in digital marketing, but few actually get under the hood of what they mean and how they apply to your business.