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Raise the Bar – Thursday, January 5th, 2017

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Always Be Closing

Gabor Koncz of MSCI takes a look at how how the conversion funnel influences churn in “How To Fix a Leaking Conversion Funnel To Decrease SaaS Churn Using Email Automation

Jason Lemkin of SaaStr believes there is a proven formula to get from $1 million ARR (Annual Recurring Revenue) to $10 million ARR the most efficiently and outlines a 5-step playbook in “The Easiest Ways to get from $1M ARR to $10m ARR

Peter Caputa of Databox reflects on joining HubSpot at fifteen employees as the first sales rep and growing to 1,500+ in “How I Built a $100M+ Sales Channel By Challenging the Status Quo

 

Expand The Funnel

Alexis Getscher of Bizible dives into marketers’ shift in priorities, goals and success metrics from 2015 to 2016 in “The Goals, Priorities and Success Metrics that Shifted for Marketers in 2016

Avinash Kaushik of Google acknowledges all of the key elements necessary to ensuring an analytics existence that can help create a high-impact data-influenced organization in “Five Key Elements For A Big Analytics Driven Business Impact

Jay Baer of Convince & Convert describes what ABM is, why it works, and how you can implement it in your organization and massively improve your B2B lead-gen in “Why Is Account-Based Marketing Right for B2B?

 

Up and To The Right

Brian Balfour of Coelevate looks at the faulty myth of “Average CAC,” and the most meaningful CAC segmentations that you should be paying attention to instead in “Your Average CAC is Lying to You — What to do Instead

David Skok of Matrix Partners recaps why understanding churn is so important for SaaS companies and offers thoughts on how to stop churn in ”Managing Customer Success to Reduce Churn

Jeri Smith of Communicus sees that marketers often assume that an unchanging share of market implies stability in consumers’ brand purchasing habits and outlines the underlying elements in “How to Redefine Customer Loyalty With Churn Analysis

 

How SaaS Sales Teams Can Reduce Churn

For any VP of Sales, increasing a company’s run rate from $300K to $3MM over the span of six months is an impressive feat. But when Mark Roberge attempted to do that at HubSpot, he ran into a big problem:

ARR was up. Customer count was up. But churn had skyrocketed. Here’s how they approached fixing their churn problem.

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© Mattermark 2017. Sources: Mattermark Research, Crunchbase, AngelList.
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