Find Revenue This Quarter. Period.

© 2016 MadKudu Inc. Proprietary and Confidential

Accelerate SaaS sales with data & science

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Housekeeping

Francis Brero

● CRO & Co-Founder @MadKudu

● Worked with 100+ B2B SaaS companies to improve sales with data science

● Background in Mathematics, Data Science

● Surfs in Santa Cruz

Your host

MOFU - home of unexpected $$$

TOFU

MOFU

BOFU

Build the foundation

Know and track your SLAs

Q: How quickly should we reach out to a qualified lead?

A: 95% of leads should be touched within 24 hours.

Service Level Agreement

Q: How many touches should an inbound lead received within their first 3 weeks of qualification?

A: 95% of qualified inbound leads should receive 8 touches within the first 3 weeks post-qualification.

Service Level Agreement

Action:Start monitoring your SLAs and ensure they are met

Stop leaking potential revenue!

What to do next

Define “Qualified” with DATA!

“The first step in lead scoring is determining your ideal target.

Creating this ideal buyer profile requires sales and marketing alignment, as both must agree upon the definition”

Lead scoring?

Source: a lead scoring vendor

You’re leaving revenue on the table

Proven: firmographics ARE predictive

Compared to non-qualified:

● Very Good converts at 7x

● Good converts at 3x

● Medium converts at 2x

Build these reports!

Source: Hans Rosling - The best stats you’ve ever seen

“The problem is not ignorance, it’s pre-conceived ideas”

Build these reports! And more

Step 1

Analyze your historical conversion rates by segment.

Step 2

Apply your learnings to your qualification criteria

Step 3 - Extra Credit

Refine your SLAs by qualification Grade

Know your customers’ DNA!

No hot lead left behind

Convert your delighted users

Have you ever marked a lead as qualified after their trial was over?

Quick Poll

Assumptions:● They’re on to the next thing.● The decision has been made● No longer relevant● Etc. etc

It usually doesn’t go well

Half of SaaS conversions happen AFTER the trial ends.

Classify your user activity

Activation

Engagement

Delight

Step 1

Define “delight” event

Step 2

Flag all “delighted users” whose trial expired

Step 3

Send those leads to the sales qualification team

Run a winback outreach

Proven Results

Average Conversion Rate

Winback Conversion rate

Company X 2.3% 21%

Company Y 3.5% 13%

Company Z 0.80% 5%

9X!

1. Know, track and communicate your SLAs

2. Define “qualified” with data

3. Convert your delighted users

TL;DR

1. Know, track and communicate your SLAs

2. Define “qualified” with data

3. Convert your delighted users

Any questions?

Ready to start a conversation about how MadKudu can help?

francis@madkudu.com