#35 🏰 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]

ACQUISITION

1) Cold Email playbook

(it's simpler than you think.)

What REALLY matters is:

• The name of the email comes from
• The offer in the email is strong
• The email lands in the primary

Are you ready for it?

Email 1:

Hey -

You look great today.

I'm building an all-in-one platform to create business cases, call follow-ups, and mutual action plans for your buyers.

Open to giving feedback?

Email 2:

or... feel free to tell me to pound sand :D

I call this the ONE-TWO EMAIL PUNCH.
 

Yes. It's 2 emails.
Yes. My second email is 1 line.
Yes. It's fully automated.

If they don't respond in 2 emails, they 99% won't respond to 3,4,5,6,7,8, etc. emails.

Promise.

Now go have fun.

Growth tactic by Andy Mewborn

REVENUE

2) The ARR Waterfall

If you ask me, there are way too many fancy-schmancy SaaS Metrics 🥴 

Let’s get back to BASICS, shall we?

Everything starts with the ARR Waterfall.

All you need to do is answer four simple questions: 👇

#1. What was your ARR at the beginning of last year?
#2. How much did you book from NEW CUSTOMERS?
#3. How much from existing customers (UPSELLS & EXPANSIONS)?
#4. How much did you lose (CHURN)?
#5 (calculated): Ending ARR, equals #1 + #2 + #3 - #4

Voilà — 4 Basic SaaS Metrics:

GROWTH: comparing #5 w/ #1
NRR: comparing [#5 minus #2] w/ #1
GRR: comparing [#1 minus #4] w/ #1
% UPSELLS: comparing #2 w/ #3

It really is that simple.

But doesn’t everybody do this already?!

Not really.

When I used to ask people for their NRR and GRR for the Pacific Crest SaaS Survey, too often I got odd or just plain wrong answers.

Eventually, I stopped asking for the metrics and instead had them fill in the Waterfall.

The data got much better!

And don’t worry…. when some Wisenheimer 🧐 asks you for one of those fancy metrics, you’ll be ready…

Because the compound metrics worth their salt are all derived from the basic ones.

* Note that for the waterfall, bookings and churn should always be answered in ARR terms. For more details and examples check out the SaaS Metrics Standards Board site (google it).

Growth tactic by David Spitz

3) Mapping the user journey from A to $$$

Every business needs to do this exercise

Create a FigJam/Miro file, and working left to right:

1. Where do people hear about us?

2. What are the steps to a conversion?

3. How does this conversion turn into $$$?

   Then, left to right, close the loops:

4. How do we increase conversions?

5. How can we catch people who drop?

6. How can we provide additional value?

   Then decide what and how to track:

7. Add stickers for Events (Segment)

8. Attribute Lifecycle Stages (HubSpot)

   Finally:

9. If you have any questions/doubts, add a note.

10. Repeat every 6 months ♻️

This will set a framework for Growth.

Use it to:

• Improve the user experience

• Visualize new experimentations

• Decide what to automate and how

• Measure effectiveness of channels

• Understand how to introduce new channels

Bonus tips:

→ Once everything is mapped, go through it yourself
→ Map how it happened for your best customers
→ Keep the number of events tracked to <10
→ Look for inconsistencies in the journey
→ Create content for different stages

Growth tactic By Maxim Poulsen

🛠 TOOL OF THE WEEK

Distribute.so allows you to create one-pagers for your prospects 10x faster. Great for creating micro-sites and capturing leads.

📬 SUGGESTION BOX