MANAGING B2B SAAS - SaaS Dojo — все про SaaS · managing b2b saas alexey orap ceo &...

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MANAGING B2B SAAS ALEXEY ORAP CEO & FOUNDER, YOUSCAN.IO AUTHOR, SAASDOJO.COM

Transcript of MANAGING B2B SAAS - SaaS Dojo — все про SaaS · managing b2b saas alexey orap ceo &...

Page 1: MANAGING B2B SAAS - SaaS Dojo — все про SaaS · managing b2b saas alexey orap ceo & founder, youscan.io author, saasdojo.com. youscan • ai-based social media monitoring

MANAGING B2B SAAS

ALEXEY ORAPCEO & FOUNDER, YOUSCAN.IO AUTHOR, SAASDOJO.COM

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YOUSCAN

• AI-BASED SOCIAL MEDIA MONITORING PLATFORM • B2B SAAS, HI-TOUCH SALES • $3.5M ARR, 70+ PEOPLE • USED BY MAJOR INTN-L BRANDS

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KEY ASPECTS OF SAAS MODEL

CASH-IN RAMPS UP SLOWLY • NO IMMEDIATE PAY-BACK ON EFFORTS • STRONG CASH MANAGEMENT NEEDED

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KEY ASPECTS OF SAAS MODEL

CASH-IN RAMPS UP SLOWLY • NO IMMEDIATE PAY-BACK ON EFFORTS • STRONG CASH MANAGEMENT NEEDED

.. BUT EFFORT COMPOUNDS

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KEY ASPECTS OF SAAS MODEL

CASH-IN RAMPS UP SLOWLY • NO IMMEDIATE PAY-BACK ON EFFORTS • STRONG CASH MANAGEMENT NEEDED

.. BUT EFFORT COMPOUNDS

HARD TO GET TO INITIAL $1M.. EASIER THEN

COMPETITION IS HARSH (WEAK NETWORK EFFECTS)

YOUR BUSINESS PROCESS MUST ALWAYS EVOLVE (CHANGE VS SCALE)

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NO “ONE SIZE FITS ALL” MODEL

TYPE OF CUSTOMER

TYPE OF PRODUCT

YOURSAAS

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NO “ONE SIZE FITS ALL” MODEL

TYPE OF CUSTOMER

TYPE OF PRODUCT SCALE

YOURSAAS

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NO “ONE SIZE FITS ALL” MODEL

TYPE OF CUSTOMER

TYPE OF PRODUCT SCALE

YOUR SAAS (NOW)

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SAAS REVENUE MODEL

NO MORE “SALE” vs “POST-SALE”: 70-95% LTV GENERATED AFTER INITIAL SALE COLLABORATION OF SALES & CS IS KEY.

Page 10: MANAGING B2B SAAS - SaaS Dojo — все про SaaS · managing b2b saas alexey orap ceo & founder, youscan.io author, saasdojo.com. youscan • ai-based social media monitoring

SAAS REVENUE MODEL

NO MORE “SALE” vs “POST-SALE”: 70-95% LTV GENERATED AFTER INITIAL SALE COLLABORATION OF SALES & CS IS KEY.

Page 11: MANAGING B2B SAAS - SaaS Dojo — все про SaaS · managing b2b saas alexey orap ceo & founder, youscan.io author, saasdojo.com. youscan • ai-based social media monitoring

KEY METRICS HOW TO ACHIEVE?

SALES NEW DEALS,NEW REVENUE

MORE CLIENTSAT ANY COST

CS RETENTION, CSATLESS CLIENTS,

MOTIVATED CLIENTS

COMPANY MRRMORE LONG-TERM

CLIENTS

MIS-ALIGNED GOALS?

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KEY METRICS HOW TO ACHIEVE?

SALES NEW DEALS,NEW REVENUE

MORE CLIENTSAT ANY COST

CS RETENTION, CSATLESS CLIENTS,

MOTIVATED CLIENTS

COMPANY MRRMORE LONG-TERM

CLIENTS

MIS-ALIGNED GOALS?

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CLEAR BOUNDARIES & COMP PLANS

SALE EXPANSION,RENEWAL

SUPPORT

SALES TEAM REACTIVESUPPORT TEAM

SALES TEAM PRO-ACTIVE CS TEAMSALES + CS

SALES TEAM PRO-ACTIVE CS TEAM

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SALE EXPANSION,RENEWAL

SUPPORT

SALES TEAM REACTIVESUPPORT TEAM

SALES TEAM PRO-ACTIVE CS TEAMSALES + CS

SALES TEAM PRO-ACTIVE CS TEAM

CLEAR BOUNDARIES & COMP PLANS

Page 15: MANAGING B2B SAAS - SaaS Dojo — все про SaaS · managing b2b saas alexey orap ceo & founder, youscan.io author, saasdojo.com. youscan • ai-based social media monitoring

SALE EXPANSION,RENEWAL

SUPPORT

SALES TEAM REACTIVESUPPORT TEAM

SALES TEAM PRO-ACTIVE CS TEAMSALES + CS

SALES TEAM PRO-ACTIVE CS TEAM

CLEAR BOUNDARIES & COMP PLANS

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IMPORTANCE OF RETENTION

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SAAS ORGANIZATION

CUSTOMERS

PRODUCT/ ENGINEERING

CS

SALES

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CUSTOMERS

CS

SALES

INFORMATION FLOW: DESIGN

FEEDBACK, FEATURE REQUESTS

FEEDBACK, FEATURE REQUESTS

$, REQUIREMENTS,

USE CASES

PRODUCT/ ENGINEERING

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SAAS ORGANIZATION

CUSTOMERS

PRODUCT/ ENGINEERING

CS

SALES

USAGE METRICS

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INFORMATION FLOW: DESIGN

CUSTOMERS

CS

SALESTOOLS, ESTIMATES, COMMITMENTS

PRODUCT

TOOLS, ESTIMATES, COMMITMENTS

PRODUCT/ ENGINEERING

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CUSTOMERS

CUSTOMER SUCCESS

SALES

INFORMATION FLOW: DESIGN

NEW CUSTOMERS

PRODUCT/ ENGINEERING

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CUSTOMERS

CUSTOMER SUCCESS

SALES

INFORMATION FLOW: DESIGN

FEEDBACK

PRODUCT/ ENGINEERING

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YOUR BIZ MODEL DRIVES ORG DESIGN

Page 24: MANAGING B2B SAAS - SaaS Dojo — все про SaaS · managing b2b saas alexey orap ceo & founder, youscan.io author, saasdojo.com. youscan • ai-based social media monitoring
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MANAGEMENT TOOLS

• OPEN METRICS. EVERYONE MUST UNDERSTAND YOUR BUSINESS MODEL

• MISSION & CULTURE“HELP COMPANIES BECOME BETTER BY LISTENING TO THEIR CONSUMERS ONLINE”

• PRODUCT VISION “SMART SOFTWARE WITH AUTOMATIC INSIGHTS”

• ONE-ON-ONES

• OKRs

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“SaaS is tiring. There’s always some customer drama, some seemingly critical feature gap, some operations challenge, and the war for talent is endless.”

Jason Lemkin

A QUOTE

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A QUOTE

“SaaS is tiring. There’s always some customer drama, some seemingly critical feature gap, some operations challenge, and the war for talent is endless.”

Jason Lemkin

“….BUT IT IS WORTH IT !”Alexey Orap

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THANK YOU !

YOUSCAN.IO SAASDOJO.COM

ALEXEY ORAP