Some of the Sales and Marketing practices for SaaS and other digital solutions

1. Sales & Marketing for Software as a Service Solutions Alok Verma [email_address]

3. Sales & Marketing Expense of SaaS Companies

4. Sales Force Strategies for SaaS Solutions

7. SaaS Metrics to Track CMRR Committed monthly Recurring Revenue Churn Also Retention Rate Average Deal Size Average Revenue Per Client Time To Close Time from Prospect to Customter Close Rate %-age In Trial to Customers CAC Ratio (Magic Number) Time to payback acquisition cost CAC Ratio (Q409) = [GM(Q409)-GM(Q309)]*4 / Sales & Marketing Costs (Q309) Software to Services Ratio For low margin products Largest Customer % Measures risk of key account loss Customer Lifetime Value CtM Cost to Maintain customer instances

8. Marketing Strategies for SaaS Solutions

10. Marketing for Building Relationship and Trust Create online communities where customers can share their experiences Show association with other customers; Referrals; Case Studies, etc. Show your track record of success; Share product roadmap Build an engaging brand focusing on values that people like to be associated with Keep existing customers informed; Treat them as new customers Keep customers invested in your success; Create customer advisory boards

11. Guerilla Marketing Tactics Attend Conferences; Tell your company’s story; Explain how your product solves clients problems Newsletters/Email campaigns with industry news, new features in your product, new free offerings, etc. Use PR firms to write about the key pain points in your industry; and position your product as the best solutions for these issues Co-marketing/ commission-based programs with other solutions clients use Create resource center on your website with white papers, ROI tools, etc; Capture visitor data Produce Webinars to generate leads; Use timely topics; Delivered by industry leaders