By The Numbers

40%

Industry Point Solutions:

7 1 Chief Martec, Marketing Technology Supergraphic (2018)

Full Martec Stack

Local is hard

Great haircut, Jeff...

13

Product Challenges

● Procurement and integration, length of time slow go-to-market

● Vendor clutter as solution builds out

● Creating a unified customer experience

● Gross margin

● PLG Elusive

2.8x

Product Lead Growth Companies:

● Trade at 2.8x median revenue multiple vs broader SaaS index

● Have Higher NPS Scores● Much faster median CAC

payback

2018 Expansion SaaS Benchmarks, OpenView

14

Demand Challenges

● Creating enough leads for sales teams

● Creating high quality leads with low CPA to create high CAC:LTV

● Lowering costs of marketing overhead

● Integrating marketing automation technology with sales CRM

53%

Of agencies say that generating qualified leads is their most

difficult sales challenge.

Challenges Agencies Face, Vendasta (2018)

15

Sales Challenges

● High costs of sales management software.

● Feeding the right leads to the right sales team at the right time.

● True SaaS sales models to lower overall sales costs

47%

Of agencies say that generating qualified leads is their most

difficult sales challenge.

Challenges Agencies Face, Vendasta (2018)

16

Retention Challenges

● High churn rate killing net bookings

● Providing proof of performance

● Being able to solve a larger number of needs for customer base

● Customer engagement

151%

Increase in retention rate over 3 years when

SMBs are engaged

37%

Difference in retention between an SMB sold

1 solution vs 4

Why Your Clients Churn, Vendasta (2018)

17

Expansion Description

● Marketing efficiently to client base

● Sales automation

● Diversified product set 34%

Average new ARR from upsells & expansions

2018 KBCM SaaS Survey

18

Scale Challenges

● Cost and efficiency of fulfillment

● Closing the black hole between sales and onboarding

● Automation in both marketing and sales to reduce total CAC.

● Automated, integrated proof of performance

70%

say scaling is a leading challenge for their

agency.

Challenges Agencies Face, Vendasta (2018)

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