One of the challenges for B2B SaaS startups when it comes to marketing is in figuring out what an ideal team configuration looks like
In the early stages of most SaaS startups life, it is often the CEO or Founder who acts as the initial Head of Sales. While this makes sense given the likely resource constraints, and the value to be gained in getting in front of customers from Day 1, a lack of formal sales training and an absence of a sales process can seriously undermine the initial sales efforts. In this short post, I outline how these SaaS founders need to modify their approach and to implement a simple sales methodology to increase their odds of success.
One of the main growth areas in UK tech in recent years has been in B2B Software as a Service (SaaS) startups. SaaS businesses are subscription based and rely on internet access as a delivery mechanism with many of them replacing legacy or back office functions.
For most SaaS startups, churn is one of the key metrics used to assess the health of the business. At it’s most base level, churn represents the reduction in numbers (and/ or revenue) from customers cancelling their subscriptions. In practise however, churn is more complex, particularly for startups new to SaaS, who lack historical data, and are in many instances still striving to achieve product/ market fit.