blu l i te

SMB/ENTERPRISE – SAAS ON THE CLOUD

SCHEDULE

• 3.45 – 6pm: SaaS topic discussion

• 6.00– 6.30pm: Tea Break

• 6.30 – 8pm: Blume SaaS portfolio mixer with VCs

• 8 – 9pm: Drinks /Food

PANELISTS

ONLINE MARKETING

QUALITATIVE

• What channels of online marketing works for you - SEM vs SEO vs Content Marketing vs Social Media.

• How do you prioritize and what kind of team structure do you need for running these activities?

• What are the critical pain points in the sales funnel:• Visibility (# of website hits)• # of hits to customer Trials• Customer Trials to Paid Customers

QUANTITATIVE

• Monthly Recurring Revenue (include servicing) with relation to CAC• CAC with relation to LTV.• Life of Customer (defined by churn)• Acquisition Rate vs Churn Rate• Cost of Servicing the Customer vs Churn Rate

SALESFORCE SUBSCRIBER BASE

2001 2002 2003 2004 2005 2006 2007 20080

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KEY METRICS

# of website hits per day

<100 <500 <1000 >1000

website hits to trials <5% <10% >10%

trials to paid customers

<10% <20% <30% >30%

MRR <$10 <$20 <$30 >$30

CAC <$50 <100 <150 >150

Churn rates <1% <5% <10% >10%

Life time (years) 1 2 3 4

Customer Support <$10 <$20 <$30 >$30

PRICING

PRICING EXAMPLES

PRICING THOUGHTS

• Decide on one metric and don’t confuse the customer – pricing evolves from there.• What metrics and features should limit

or differentiate the pricing plans• Freemium/Trial to Paid: B2B/B2C,

product/services, time/metric, what plan.• Paid/Pay as you go – defined by barrier to entry

SOME EXAPMPLES

Free

miu

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Free Photos/Docs

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Videos -

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PRICING THOUGHTS

• Least – Most expensive or the other way round• Monthly/Annual should correspond to industry

dynamics• Number of Plans• Highlight the most used plan• Naming conventions:

PANELIST PRICING

Basic Silver Gold0.0

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Basic Silver Gold0.0

50.0100.0150.0200.0250.0300.0350.0400.0

-80%-70%-60%-50%-40%-30%-20%-10%0%

price/section% reduction in price/sectionpagesl

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Robust Advanced Enterprise Ready

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Robust Advanced Enterprise Ready

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PRICING THOUGHTS

• Reduction as the plan scales need to make sense till it plateaus + Should reduction be uniform for all plans?• Add on/Upgrades – should be promoted not

shown on pricing

PANELIST PRICING

Series10%

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reduction in price/CPU - 12mreduction in price/CPU - 6mreduction in price/CPU - 3mreduction in price/CPU - 1m

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Robust Advanced Enterprise Ready

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INSIDER SALES

Q&A

• What is Inside sales? • How is it different from pure customer support? • Breakup of self serve & inside sales• CLV vs CAC• Product is sold or bought – features/apps vs

complex product (CRM)• Innovative compensation plans

INSIDER SALES..

• Innovative channel partners + commission• Sales Cycle & Payment terms• Upsell strategies – Customer support /sales• Leads/ representative• Touch points

• What have been your learnings? • Where can we hire the right inside sales people

TECHNOLOGY

• Sales (Zoho/Salesforce/SugarCRM/Pipedrive)• Bug Tracking

(CodebaseHG/Redmine/unfuddle/recurbe/Bitbucket/Jango/DataRPM)• Support: Desk.com, Supportbee, myhive,

freshdesk, • Project Mangament: Asana, Treilo

OTHER

• Company Structure• Content Marketing• Web marketing• Online Sales• Customer Support

• Incorporation• Invoicing• US/Singapore/India – patent/subsidiary

• Optimum Funding• Angels/VCs• Runway

BLUME BANGALORE & EXPANDING