#37 🏰 Bite-sized case studies to grow your SaaS

✅ 1 to 3 bite-sized case studies to grow your SaaS

✅ 1 to 3 curated resources from top-notch experts

[Bite-sized case studies]

SEO

1) Find most of the question-based searches done to show your site in the SERPs.

Growth tactic by Ross Stevens

SALES

2) Stop losing revenue growth to poor sales incentive plans.

Stop losing revenue growth to poor sales incentive plans.

The best salespeople in the world are motivated by money.

They don't hide from this fact, they embrace it.

They seek to sell valuable solutions to big problems.

They seek high earning potential and recognition.

They seek a brand and product that delivers on its promise.

They seek a team with shared values and culture.

Most importantly, they seek uncapped financial rewards.

A tiered commission structure is the best way to incentivize salespeople.

The concept is simple...

The higher your quota attainment, the higher your payout rate.

This changes the game from hitting or missing quota...

To a game of salespeople working their way up a monthly ladder of money.

This game breaks their achievements down into smaller buckets.

Each bucket unlocks more income, keeping them consistently motivated.

But Collin, how do you prevent reps from sandbagging deals?

(keep reading)

Growth tactic by Collin Cadmus

RETENTION

3) If you’re in PLG, this is the most important survey you can send to your customers.

If you’re in PLG, this is the most important survey you can send to your customers.

At Rows.com, our North Star product metric is Power Workspaces (3DL7): These are the number of workspaces (accounts) that use the product 3 days or more in the previous 7 days.

We pick this metric because:

■ As a productivity product, we expect our customers to use Rows multiple times a week.

■ It provides a more accurate reflection of engagement than Weekly Active Users (WAUs), being less affected by product launches, company news, or re-engagement campaigns.

■ It’s a leading indicator for ARR: more power workspaces means more people are using the product heavily, are likely happy with the product, more likely to hit the limits of the free plan and upgrade.

■ It sets a high standard.

For all these reasons, Power workspaces should always go up. When they don’t, we want to understand why.

That’s why every Monday we send a lost power workspace survey.

An email to people who were power users 2 weeks ago, but lost that ‘status’ last week, narrowed down to (non-repeated) people who went from +2 days active in the previous weeks to 0 or 1 day active in the last week.

After many iterations I find that plain-text, succinct emails works best.

There’s no link to a form, there’s no brand design, just a personal email asking for feedback. All of the responses go to my inbox, and I respond to every one of them.

I get a 3-5% response rate in the emails, and they are all incredible helpful.

Some people report bugs that we were unaware about, others give feedback about specific features we’re missing, and a few tell us that they are using the product happily but had a down week or an infrequent use case.

The best part is that the feedback comes from people who really gave the product a hard try.

They use(d) it for at least 3 days in a specific week, so we’re getting to hear from those who have a problem to solve in Rows, and who are likely to stay or come back if we do a few more things right.

I also find this feedback extremely motivating for our team, allowing us to directly address specific reasons for losing accounts and potentially win them back.

Getting anyone to reply to your surveys and getting quality customer feedback is always frustrating. With the Lost Power Workspace survey we’re finding a consistent, high-quality channel to hear from the dormant users, find commonalities between them, and get better faster.

Growth tactic by Henrique Cruz

REVENUE

4) Value first, then credit card

Something to consider about #1, is that not every product is optimised by taking payment methods before a trial.

To a certain extent, the entire model behind Google Meets is the opposite.

They’ll let you create a meeting with almost no friction, and then when your about to hit your usage cap, you’ll be able to start a trial from within the call.

Growth tactic by UX Bites

🛠 TOOL OF THE WEEK

I recently started doing some customer interviews for a new SaaS and found this awesome tool for recording, taking notes and getting AI summaries.

It also shows the speaking time during the calls, which was really helpful to keep my mouth shut 😇

free plan is super generous and more than enough for most cases.

📬 SUGGESTION BOX