Keynote by Nathan Barry, Founder at ConvertKit, from #SaaStock17 at RDS, Dublin, Tuesday 19th September 2017

2. Using Direct Sales
to grow ConvertKit
@NathanBarry
ConvertKit.com

3. HITEN SHAH

4. YOU SHOULD SHUT DOWN
CONVERTKIT
“

5. ZERO TO $5K MRR IN 6 MONTHS
The Web App Challenge

6. ConvertKit

7. DECLINE
1

8. SHUT IT
DOWN
DOUBLE
DOWN

9. AS MUCH TODAY AS THE DAY
YOU STARTED?
Do you still want this

10. HAVE YOU GIVEN THIS PRODUCT
Every possible chance
to succeed?

11. DOUBLEDOWN
2
Hired a team
Invested $50,000
Focused on a niche
Started direct sales

12. You get rejected
every day without
knowing why.
The problem with
selling through
content

13. List prospects Cold email Get on a call

15. THE MAGIC BULLET
Concierge migrations

17. “I’ve been trying to get you to
do that for years”
— Ryan Delk
Follow up.

18. RESULTS
3 THE DECISION

19. GOING BROKE
$50k doesn’t
last very long.

20. “The power of Infusionsoft but
easier to use than MailChimp”
Messaging

21. Direct Sales Word of Mouth Affiliates
Additional Channels

22. MEDIOCRE RESULTS FROM YOUR
Affiliate program?

23. THE 98/2 RULE

24. THE 98/2 RULE
Only 2% of your
affiliates will sell
anything at all. Ever.

25. 30%
MINIMUM
COMMISSION

27. Direct Sales + Affiliates
+

28. “Next time you’re
in New York…”

29. TOTAL COST: $1,900

31. SCALING
4

32. Affiliates are
slow to promote
the product
Customers can
sign up anytime.
So they don’t.

33. CREATE AN EVENT + ADD URGENCY
21 webinars in 1 month

34. LARGEST WEBINAR
Going all in on webinars
750 ACCOUNTS
WEBINARS IN MAY 21
WEBINARS IN APRIL 13
AVERAGE ATTENDANCE 75
EMAIL SUBSCRIBERS 19,000

35. THE ONE THING I’LL LOOK FOR
IN EVERY BUSINESS MODEL
Expansion revenue

36. EXPANSION REVENUE
Examples
BAREMETRICS = MORE CUSTOMERS
HELPSCOUT = MORE USERS
CONVERTKIT = MORE SUBSCRIBERS

38. 2YEARSAFTER
DOUBLINGDOWN
5

40. Because they
enable channels
that do scale
Do things that
don’t scale

41. Thanks!
@NathanBarry
ConvertKit.com