Author: Trevor Hatfield
First thing to clearly understand when developing your SaaS pricing strategy; pricing is a function of Marketing.
If you think creating your SaaS pricing strategy is a function of Finance, Accounting, Operations, or even Sales… you’re doing it wrong.
Author: Trevor Hatfield
Are you following SaaS pricing page best practices?
Not sure? Then we wrote this eBook just for you.
Author: Trevor Hatfield
Welcome to a massive list of psychological pricing strategies.
Whether you’re marketing a new product, selling items on eBay, or negotiating a deal on your house, you’ll learn how to choose a price that will maximize your profit.
Author: Trevor Hatfield
After a few app launches, observing many more, talking with several app developers and testing cool services, we’re starting to get a pretty really good feeling about what can be done to make an app a success.
Author: Trevor Hatfield
When was the last time you referred your friends or invited co-workers into an app after you just signed-up for the free trial?
When was the last time you imported your address book right after you opened an app for the first time?
Author: Trevor Hatfield
This is a post about SaaS pricing models… but it starts with a story about human behavior.
We all know that money doesn’t buy happiness – it buys freedom, and it’s with that freedom that you can choose to do things that make you happy. Money is just the means.
Author: Trevor Hatfield
I can’t help you if you just want to lower your price whenever someone objects, but if you want to NOT do that, and are interested in using discounts to actually GROW your business, well, then here are my three rules for using discounts.
Author: Trevor Hatfield
About a hundred thousand posts have been written about how to get more of your visitors to opt into your list so you can build the hell outta that list, establish relationships, nurture relationships, sell, grow, hire, and on and on. A healthy-sized list with healthy engagement is a wunnaful thing.
Author: Trevor Hatfield
Finally-a book that shows marketers how to truly achieve real results from their websites. Brian Massey, The Conversion Scientist, takes the mystery out of how to create high-performing sites. By walking the reader through five online formulas-aka "customer creation equations"-he shows you how to determine the best formula your own particular business structure and how to optimize it for stellar results.
Author: Trevor Hatfield
While testing is a critical part of conversion optimization to make sure we actually made things better and by how much, it’s also the tip of the iceberg of the full CRO picture. Testing tools are affordable (even free), and increasingly easier to use – so pretty much any idiot can set up and run A/B tests. This is not where the difficulty lies. The hard part is testing the right things, and having the right treatment.
Author: Trevor Hatfield
When it comes to SaaS, you basically have two sales models: high-touch and self-service. Small, bootstrapped SaaS companies often like to go the low-touch, self-service way.
Large, venture-backed startups often like to take the high-touch, Enterprise sales approach.
Author: Trevor Hatfield
Developing your SaaS Pricing Model isn’t Rocket Science, but even in the Rocket Science business, you need to price your work so you can sell it and make money!
Author: Trevor Hatfield
Reducing churn is critical to the success of your SaaS company.
David Skok, who is a must read for all startups, explains that as a SaaS company grows, the size of the subscribers/customers/users who no longer do business with the company will also, organically, grow.
This equates to a loss of revenue, which requires more and more signups from new customers just to replace what you are organically losing every month.
Author: Trevor Hatfield
The conventional rule of creating a great product is to remove all the friction in the user experience. Make it easier to get stuff done at a push of a button. Friction, bad! Fast, good! Let’s take my personal finances out of the equation and look at the buy-now action that Amazon popularized. It’s the very model of a frictionless experience. See, like, want, buy, done.
Author: Trevor Hatfield
This is the second of a five part series detailing the principles that guide how the HubSpot growth team that works on Sidekick operates. Subscribe here to get the rest of the series.
Author: Trevor Hatfield
Experimentation on social networks has a unique situation. Two connected members in different cohorts can influence what each other do. This social interference invalidates the accuracy of experimental results.
Author: Trevor Hatfield
If you’ve ever been in a meeting with potential investors, applied for a startup accelerator, or filled out a business model canvas, you’ve probably come across this question before. Of course everyone wants to know how you’re going to grow, but it’s the wrong question.
Author: Trevor Hatfield
Managing shopper experience for mid-sized eCommerce businesses presents a lot of opportunities for conversion testing, and the ability to see real and immediate revenue results when tests are successful…
My favorite conversion tests are those that can be abstracted from the specific website audience and applied to larger populations of online shoppers.
Author: Trevor Hatfield
As digital marketers, big data should be what we use to inform a lot of the decisions we make. Using intelligence to understand what works within your industry is absolutely crucial within content campaigns, but it blows my mind to know that so many businesses aren't focusing on it.
Author: Trevor Hatfield
Today you’re going to see one of my favorite SEO strategies in action:
The Guestographic Method.
First, I’ll show you how Perrin used this technique to boost his organic search engine traffic by 963%.
Then you’ll see how David used the same strategy to rank #1 for the keyword “internships”.
Let’s dive right in.
Author: Trevor Hatfield
To my readers, I wanted to give you the most extensive and detailed guide of advanced SEO techniques that exists today. This resource is piled to the top with tactile, immediately actionable things you can do to your website, to improve rankings, performance and traffic. Everything from schema.org to mobile search to link building and site speed. I want you to all be insanely successful and prosperous on the web!
Author: Trevor Hatfield
Negative churn is an incredibly attractive characteristic of a SaaS company because it means that customer accounts are like high-yield savings accounts. Every month, more money comes in, without much effort. This is a powerful effect and can fuel SaaS companies to huge success, as we saw in New Relic’s S-1.
Author: Trevor Hatfield
Author: Trevor Hatfield
Google has been hiding keyword referral data from searches made by logged-in users since October of 2011. With every passing day, more and more searches are made by logged-in Google users. We therefore can no longer ignore the impact of ‘not provided’ keywords on various marketing channels.
Author: Trevor Hatfield
Know someone who thinks they’re smart? Tell them to build a machine learning tool. If they majored in, say, History in college, within 30 minutes they’ll be curled up in a ball, rocking back and forth while humming the opening bars of “Oklahoma.”
Author: Trevor Hatfield
Author: Trevor Hatfield
We've covered the basics of Parameter Estimation pretty well at this point. We've seen how to use the PDF, CDF and Quantile function to learn the likelihood of certain values, and we've seen how we can add a Bayesian prior to our estimate. Now we want to use our estimates to compare two unknown parameters.
Author: Trevor Hatfield
For most business operating online, email is a powerful channel for nurturing leads through the sales funnel to eventually convert them into customers.
A recent study from MarketingSherpa showed that e-commerce businesses had an average conversion rate from email of between 7% and 22%. That’s a pretty large figure and shows the importance of having a clear strategy in place for both acquiring new email data and ensuring that those within your list on the right path to becoming customers.
Author: Trevor Hatfield
Author: Trevor Hatfield
In this post, I’ll show you how to hack together an email referral system with MailChimp, Zapier, and Mailgun, and I will also share the results I got from it.
Sidebar has been doing great lately, and will soon see its 10,000th subscriber! But as I watch the subscriber count slowly tick up, I’ve also been thinking about how to keep that number growing in the future.
Author: Trevor Hatfield
About a year ago I shared my super top-secret way to automate personal emails more effectively – called the “Customer Success bot” method – with the awesome folks on my mailing list.
Since then, I’ve come up with several new uses for this framework that have proven to be incredibly effective ( I’ve shared those below) that go far beyond just the welcome email that started all of this.
Author: Trevor Hatfield
I was sitting in a meeting with the mayor of Washington, D.C. alongside my friend. We had been invited to speak with him as a result of our involvement in building the area's technology community.
He was looking for ideas to grow the image of D.C. as a center for innovation. During the meeting both myself and my friend threw out ideas which received a great response from the mayor.
Author: Trevor Hatfield
So… what does Success look like for your customer? That’s the question that’s at the base of my wildly popular “The Secret to Successful Customer Onboarding” article.
Author: Trevor Hatfield
There is often a gap between the functional completion of your product and the customer’s Desired Outcome.
I call this the Success Gap.
Author: Trevor Hatfield
Some people have so much success with their content marketing strategies that they have hundreds of thousands of readers. Of course, great content is a big part of the equation, but the other, often overlooked area of content marketing is content promotion.
Author: Trevor Hatfield
Paul from BuzzStream here. I just wanted to thank you for downloading our newest guide, the Advanced Guide to Content Promotion. We hope it helps you structure more creative, more effective, and more fun content launch & promotion campaigns.
Author: Trevor Hatfield
If you’ve heard of Dropbox, Eventbrite, LogMeIn or Qualaroo, you’re familiar with my work.
I’m Sean Ellis & I’d like to tell you how Conversion Rate Optimization played a critical role as the growth engine for the companies I’ve worked with. I’m going to lay out the specific tests & processes I’ve used to grow these startups into incredibly valuable businesses.
Author: Trevor Hatfield
I had this idea of “open research” where a group of volunteers and I would coordinate doing research on a company and publicly share everything we learn including the results and process we used. This is the first article about the research…
Author: Trevor Hatfield
The concepts behind growth are much simpler than most people think. As with most things, it is executing that is the tough part. Here are 10 things I’ve seen companies fail at executing that prevent them from growing.
Author: Trevor Hatfield
When we launched GrowthHackers.com back in late September we had a notion of doing “growth teardowns” of the fastest growing startups. We wanted to answer the question that everyone on the outside of these rocketships wanted to know the answer to: “How did they grow so fast?” So we set to work doing deep research dives on companies like Uber, Snapchat, Yelp, LinkedIn, HubSpot, Evernote and more.
Author: Trevor Hatfield
While just about every B2B SaaS company offers a Free Trial – especially those with self-service sales models – in my experience, the percentage of SaaS companies that feel their Free Trial is “successful” is fairly low.
Author: Trevor Hatfield
New data shows losing 80% of mobile users is normal, and why the best apps do better.
Author: Trevor Hatfield
Author: Trevor Hatfield
This book will make you money. It will teach you how to build your website in such a way that it converts visitors into leads or buyers.
Building websites that sell is not an art; it's a science. It's not about gut feelings and personal preferences - nothing to do with bells and whistles. You will learn how to optimize your website for sales, based on all the best research and experiments.
Author: Trevor Hatfield
Author: Trevor Hatfield
A user is someone that uses your SaaS product, right? Or is it someone that signed-up? Or someone that’s active? Or someone that logged-in a few times? Hmm.
Okay, so maybe defining a user is hard, but defining a customer is easy, right?
Author: Trevor Hatfield
Outlier detection can be a pain point for all data driven companies, especially as data volumes grow. At Netflix we have multiple datasets growing by 10B+ record/day and so there’s a need for automated anomaly detection tools ensuring data quality and identifying suspicious anomalies. Today we are open-sourcing our outlier detection function, called Robust Anomaly Detection (RAD), as part of our Surus project.
Author: Trevor Hatfield
Author: Trevor Hatfield
In this presentation, Morgan Brown and Sean Ellis talk about how you can use High Tempo Testing to unlock new growth for your startup and acquire your first users.
Author: Trevor Hatfield
Author: Trevor Hatfield
Active customers churn. And when they do we’re shocked and confused.
How can this happen? Your customer was very active, logging-in several times in the last month.
I think it’s fair to say that if Active customers churn, then “active” – as a customer “state” – clearly doesn’t equate to success.
Author: Trevor Hatfield
As the SaaS industry continues to rapidly mature, more folks are looking at churn in SaaS companies – investors, analysts, executives, consultants, etc. – and more and more methods of measuring churn are going to surface… and that’s awesome.
