grow your saas company through focus on the right metrics

the art of paying attention to what matters

(to grow your SaaS company)

So many potential metrics

so many urgent activities

lots you could do

but

what should you do

distractions

can lead to

disaster

Maintain focus:habitually study and assess the critical metrics

“Always focus on the front windshield and not the rear view mirror.”-Colin Powell

“Where is the knowledge we have lost in information?”-T.S. Eliot

• MVP Stage • Churn• Feature use• Survival Financing

• Are customers willing to pay for your product? Is it valuable to them?

• Do you have financing/cash to survive?

phases from http://startupcommons.org

MRR

• Product/Market Fit Stage

• Churn• Funnel/Conversion• Customer

Acquisition Cost• Growth Financing

• Can you cost effectively capture customers?

• Do you have the financing to “put pedal to the metal” after fit is verified?

phases from http://startupcommons.org

• Scale I Stage • Customer Acquisition Cost• CLTV• Upsell paths• Organization

Scaling

• How quickly do you start making net profits from your customers?

• Do you make return on acquisition investments long term?

• Do you have a path to increase revenues from existing customers?

• Can your organization handle the growth?

phases from http://startupcommons.org

• Scale II Stage • Customer Acquisition Cost• CLTV• Customer

Segmentation• Geographic

Expansion

• Can you expand your value proposition from your initial customer segment?

• Is the company able to increase geographic scope?

• Do you have the organizational processes to increase scope and scale of your business?

phases from http://startupcommons.org

easy to say

hard to do

be vigilant in maintaining focus

learn to say “NO”

Limit your focus to 3 or 4 critical issues at each phase of growth

• Focus creates organizational clarity• Focus simplifies metrics

Focus accelerates growth

• Pointed Insight advises subscription product businesses and SaaS companies on metrics driven growth and financial strategies, business modeling, and revenue recognition.• http://pointedinsight.com• peter.watridge@pointedinsight.com | 415.272.5346