Only 8% of large companies use internet sales strategies. The proportion of companies relying on internet sales increases as company size decreases

As expected, field sales has the most expensive CAC. And, fields sales has widened the gap as its cost has increased, while inside and internet sales have remained relatively flat. Inside sales is now 17% lower than field sales (vs 10% lower last year) and Internet sales is 47% lower (vs 43% lower last year.) Channels sales at $0.53 CAC are at par with online distribution.

SaaS & Tech Growth Strategy Articles

• SaaS Sales Funnel
  The SaaS Sales FunnelWe're breaking down how to build a funnel for maximum growth.Every step in the funnel is a chance to win or lose customers.So, let's explore the SaaS Customer Journey from prospect to evangelist and see how to improve top-line revenue through acquisition as well as retention; and ultimately evangelism. TABLE OF CONTENTSOverviewPT.1  Focus […]
• Organization Structure Planning
  In this Insivia insight, Andy points out how important organization structure planning is to your long term goals. Unless you are a sole proprietor working alone, you team will be a vital part of your growth and success. Incorporating them into your plan will not only help them see how all of the pieces fit […]
• How Technology Companies Can Leverage Focused Niche Markets
  How B2B SaaS Companies Can Leverage Focused Niche MarketingAs the world advances more and more toward consistent innovation, B2B SaaS companies are finding it harder to survive in the market. The market is so competitive that technology companies are at each other's throats all the time for survival. It's all about 'survival of the fittest. […]
• The Vision Gap
• Marketing Strategy vs. Marketing Plan
  So you’ve tried every marketing tip in the book, and you still aren’t seeing results. You’ve started a blog, engaged on social media, made videos, and done everything else you’ve been recommended. Despite your extensive efforts, you haven’t seen any increase in your business. So what’s the problem? The problem probably isn’t what you’re doing, […]
• 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.
• Your Guide to All Things EdTech: Go-To-Market, Branding, Positioning
  Your Guide to EdTech: Go-To-Market, Branding, and Positioning StrategiesA compelling positioning, branding, and go-to-market strategy is critical for EdTech companies for several reasons.The EdTech market is highly competitive, with many companies vying for attention from educators, students, and parents. A strong brand can help your company stand out in this crowded market and attract new […]
• An Applied Innovation Model
  Innovation and creativity are becoming increasingly valuable as the need for unique solutions to business problems becomes more salient. Cognitive psychologist Scott Barry Kaufman argues that the creative process can be viewed in four stages: 1. Preparation – identify the problem and perform research 2. Incubation – passive, unconscious period where innovation “percolates” 3. Illumination […]
• Blue Ocean Strategy
  Today, Andy shares with us what a "Blue Ocean" strategy is and how to implement it in your business and marketing strategies. Blue Ocean StrategyA Red Ocean is an ocean where there's a lot of competition, a lot of people fighting and a lot of blood in the water, which makes it really hard to sell […]

SaaS + Software Stats

• Increases in revenue growth rates drive twice as much market-capitalisation gain as margin improvements for companies with less than $4 billion in revenues
• For a SaaS business of almost any scale, the valuation impact of better retention is in the tens of millions over time
• Less than 20% of new revenue came from existing customers in the form of up-sell and expansion sales
• 56% treat “Existing Customer Renewals” as high priority
• The very best SaaS businesses have a negative revenue churn rate and will have a Revenue Retention Rate of greater than 100%
• 54% treat upselling and add-on sales as high priority
• Internet sales strategies are the only sales method to see a decline in CAC, dropping from $0.54 to $0.42 between 2014 and 2015
• The statistic shows the worldwide IT spending on enterprise software from 2009 to 2020.
• Growth rate accelerates in the expansion stage ($2.5M – $10M ARR)

SaaS & Tech Growth Strategy Stats

• The venture-backed companies that were acquired most often had a 7 percent share of female execs, as opposed to 3 percent at unsuccessful (unacquired) firms
• All types of investment have grown, year-on-year, with the biggest growth during the seed stage of financing
• Since churn is so important, wouldn’t it be useful if we could predict in advance which customers were most likely to churn?
• 51% of large (revenue >$2.5million) SaaS companies use field sales as their primary method of distribution
• Negative Churn and Expansion Revenue
• 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%)
• 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
• The very best SaaS businesses have a negative revenue churn rate and will have a Revenue Retention Rate of greater than 100%
• If your Net Revenue Churn is high (above 2% per month) it is an indicator that there is something wrong in your business