If you are charging $500 per month, you can afford to spend up to 12x that amount (i.e. $6,000) on acquiring a new customer

Pricing/Upsell/Cross Sell

• Multi-axis pricing
• Additional product modules (easier to sell more to existing customers than it is to sell to brand new customers)

Market Research Articles

• Take AIM: How to Target the Right Audience
  Steps needed to establish and reach your target audience.
• The Basics of Analyzing Your Audience
  As audience analysis month draws to a close, Rick goes over the basics to make sure we understand the goals and importance of taking time to analyze your audience. It’s audience analysis month here at Insivia, so lets go over some of the basics and make sure you understand the importance of analyzing your audience. […]
• Custom Analytics Dashboards
  There is an overwhelming amount of data in analytics, so Google has made it possible to create custom dashboards so you don't have to thumb through a ton of irrelevant information. You can create multiple dashboards for different roles or departments. We'll walk through creating a dashboard called "content marketing" step-by-step.Getting StartedIn the reporting tab, […]
• Driving ROI from Google Analytics
  The how-to tutorial on understanding and utilizing Google Analytics to improve conversion, search optimization, engagement and overall better online marketing.
• An Analytics Primer
  Analytics can be very intimidating. There is so much information that its far too easy to get lost in a a sea of numbers and charts, but once you get past the relatively steep leaning curve, you will discover that it is an incredible asset to your business.Analytics can tell you where your web traffic […]
• Managing KPIs with Analytics
  Key Performance Indicators Last week we provided an introduction to some of the basics of Google Analytics. This week we're going to dig a little deeper, and we'll start with key performance indicators, or KPIs. KPIs are core actions or metrics that you can establish that have a profound impact on your business. They are […]
• How To Assess Your Brand, Website, Marketing & Competitors
  There are two things required to reach a destination - first to know where you want to go, but second to also know where you stand today.
• The Importance of Surveying your Clients
  Today, Rick talks about a tool that can help you build a better sales process and put you in a better position to close sales in the future. One thing I wanted to talk to you about today, is not specifically a sales tool, but it’s something you can do and integrate into your business […]
• Personas and The “Broken Telephone” Game
  We've all played the telephone game.

SaaS + Software Stats

• The fastest growing SAAS companies averaged $250k in MRR and were only losing around 3.2% of that revenue each month to churn
• If the numerator of your quick ratio is growing that means your revenue is growing. It’s important to keep increasing revenue to counter any MRR (Monthly Recurring Revenue) that is lost to churn
• Only 8% of large companies use internet sales strategies. The proportion of companies relying on internet sales increases as company size decreases
• Best-in-class SaaS companies achieve 5-7% annual revenue churn – equivalent to a loss of $1 out of every $200 each month
• To establish a revenue or lead-commitment based on your funnel metrics and revenue-growth goals, work backward from the gross revenue amount that marketing is responsible for generating (generally around 40%)
• The very best SAAS companies keep monthly revenue churn at around 0.58%, that’s only about 7% revenue churn a year
• 51% of large (revenue >$2.5million) SaaS companies use field sales as their primary method of distribution
• The average Quick Ratio of fastest growing SaaS companies (those with a CAGR of over 50%) is 3.9: generating $3.9 in revenue for every $1 lost to revenue churn
• Internet sales-driven companies have a much greater reliance on marketing, with 65% of the median company’s CAC budget devoted to marketing

Market Research Stats

• Customer Acquisition Cost (CAC) = sum of all sales & marketing expenses/ number of new customers added
• SAAS companies invest between 80% and 120% of their revenue in sales and marketing in the first 5 years of their existence
• 54% treat upselling and add-on sales as high priority
• To establish a revenue or lead-commitment based on your funnel metrics and revenue-growth goals, work backward from the gross revenue amount that marketing is responsible for generating (generally around 40%)
• Over the past five years, the Global Biotechnology industry has grown by 2.0% to reach revenue of $301bn in 2019.
• The median cost for a SaaS company to acquire a dollar of new customer revenue is $1.18
• Companies that spend more on sales and marketing (as a % of revenue) generally grew at a faster rate than those that spent less
• Sony’s PlayStation brand had accumulated approximately 38.57 million fans on the social network
• Cloud application services are expected to grow at an average annual rate of 18.5% through 2025