Lessons Learned from 3000 SaaS Companies

Summary

  • focus on Retention and Monetization instead of just acquisition
  • talk to 50+ customers
  • survey customers too
  • Develop customer personas and have numbers on them : LTV, CAC, WTP (willing to pay)
  • Using personas develop chart of features vs revenue, and graph personas… Relative Preference Analysis
  • Find right pricing point and price elasticity for your product.

Persona

Questions are:

  • You don’t know your customers
  • you don’t have a central document to describe such info and anyone in the cmopany can easily access it.
  • You don’t have a quantified buyer persona.

Impact of improving each growth levels

Impacto of improving each level by 1%, you need improve:

  • on acquisition bring 3.32% growth
  • on retention bring 6.71% grwoth
  • on monetization bring 12.70% growth