Растим продажи SaaS продукта с нуля до $1,000,000 ARR. Опыт...

Taras Filatov, founder/CEO, 22 April 2015http://quickblox.com/ taras@quickblox.com

Растим продажи SaaS продукта с нуля до $1,000,000 ARR. Опыт

QuickBlox.http://www.conformato.org

Q U I C K B L O XC A N A D D C O M M U N I C AT I O N T O

E V E R Y A P P O N T H E P L A N E T

Quickblox in Ecommerce Better online transactions through real time communication and information exchange between buyers and sellers

HOW CUSTOMERS USE QUICKBLOX TODAY

Kijiji uses Quickblox to connect classified customers in their app

Quickblox in sports, entertainment and social

networking Enabling Consumer-centric sites, apps, and services to

engage their community through OTT

Playdemic uses Quickblox chat in their Apple featured app

Quickblox in medical, financial and government Providing OTT communication which is safe, private and regulatory compliant

Garda (The Irish Police Force) uses Quickblox to power their missing persons app.

Quickblox in corporate

Allowing organisations to connect their employees & members

with private, secure OTT communications compatible

with existing systems

The Major League Baseball Player Association uses Quickblox to power private chat amongst their members

OUR PRODUCTS

Q-municate is our native app for iOS, Android and the Web.Q-municate is our native app for iOS, Android and for the Web. It integrates tightly with our API.

WORLDWIDE MARKET

If business use of OTT in applications is 2.5% of the Total Addressable market, then we are operating in a $1.4 billion market just for business OTT services.

Visitors to quickblox.com

Countries in which we have paying clients

There are approximately 3,000,000 apps available in stores worldwide a lot of them want OTT communications.

PEOPLE FIND US

We spend no money on marketing. Almost all of our customers have found us organically through search engines, social media and links. Search queries leading to Quickblox include “chat sdk” and “video calling sdk"

Search engine trafficDirect trafficLink traffic

Visitors to our website2012 - 2014

C L I E N T S O F Q U I C K B L O X S A A S

50-80 developers register per day

C L I E N T S O F Q U I C K B L O X S A A S

47 enterprise prospects per month

contact us proactively

Q : КАК СОЗДАТЬ МОЩНЫЙ

INBOUND ?

A : C O N T E N T + S E O

Most of traffic organic from Google

Long-term content building and SEM strategy since 2011

Long-term contentstrategy since 2011

1839 pages indexed

Well structured and relevant

1st Page in Google in relevant requests

A/B TESTING

или

КРАСНЫЕ КНОПОЧКИ

КРАСНЫЕ КНОПОЧКИ

http://blog.hubspot.com/blog/tabid/6307/bid/20566/The-Button-Color-A-B-Test-Red-Beats-Green.aspx

КРАСНЫЕ КНОПОЧКИ

КРАСНЫЕ КНОПОЧКИ

MARKETING -> SALES METRICS

"If you can not measure it, you can not improve it."

Do you understand this?

http://www.quora.com/What-are-the-typical-conversion-rates-in-the-waterfall-funnel-model-between-INQ-Mql-SAL-SQL-Opp-Closed

Do you understand this?At QuickBlox we didn’t until Q1 2015

http://www.quora.com/What-are-the-typical-conversion-rates-in-the-waterfall-funnel-model-between-INQ-Mql-SAL-SQL-Opp-Closed

MQL -> CLO: main metric for SaaS CEO to focus on

http://www.quora.com/SaaS-marketing-metrics-What-are-the-average-conversion-rates-from-MQL-to-SQL-SQL-to-Opportunity-Opportunity-to-Close

http://www.saastr.com

Waterfalls and Funnels

Waterfalls and Funnels

Waterfalls and Funnels

How QuickBlox tracks Marketing -> Sales metrics

Free users funnel (started tracking in 2014)

Enterprise clients funnel(started tracking in 2015)

How to make: Step 1, Raw data

Step 2, Pivot report

Step 3, Intermediary reports (if needed)

Step 4, Funnel

What next?

Change Measure

Grow! à $3-6m ARR

Спасибо за внимание!

http://quickblox.com/taras@quickblox.com