[cxl live 16] saas optimization - effective metrics, process and hacks by stephen pavlovich
TRANSCRIPT
![Page 1: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/1.jpg)
SaaS OptimizationEffective Process, Metrics and HacksStephen PavlovichConversion.com31 March 2016
![Page 2: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/2.jpg)
![Page 3: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/3.jpg)
Testing
Strategy
Insight
Data
KPIs
Goals
![Page 4: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/4.jpg)
Testing
Strategy
Insight
Data
KPIs
Goals
![Page 5: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/5.jpg)
![Page 6: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/6.jpg)
![Page 7: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/7.jpg)
![Page 8: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/8.jpg)
Inactive trial
Active trial
Lapsed trial + no sale
Current customers
Lapsed customers
![Page 9: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/9.jpg)
![Page 10: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/10.jpg)
“If you could make one change to the product, what would it be?”
![Page 11: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/11.jpg)
“Video conferencing”
![Page 12: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/12.jpg)
![Page 13: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/13.jpg)
![Page 14: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/14.jpg)
![Page 15: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/15.jpg)
![Page 16: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/16.jpg)
![Page 17: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/17.jpg)
+19%
![Page 18: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/18.jpg)
Free trials do not pay the bills.
@conversion_com
![Page 19: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/19.jpg)
![Page 20: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/20.jpg)
![Page 21: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/21.jpg)
Don’t convert to trial before the user is sold on the product.
@conversion_com
![Page 22: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/22.jpg)
![Page 23: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/23.jpg)
Testing
Strategy
Insight
Data
KPIs
Goals
![Page 24: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/24.jpg)
“But how can you optimize for sales with a 14 or 30-day trial?”
![Page 25: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/25.jpg)
Stage Day Phase Focus Goals KPIs
1 1 Acquire Landing pageSign-up page
Trial UVsTrials
SaaS metrics
![Page 26: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/26.jpg)
Stage Day Phase Focus Goals KPIs
1 1 Acquire Landing pageSign-up page
Trial UVsTrials
2 1–2 Activate ProductEmail
Active user Product usage
SaaS metrics
![Page 27: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/27.jpg)
Stage Day Phase Focus Goals KPIs
1 1 Acquire Landing pageSign-up page
Trial UVsTrials
2 1–2 Activate ProductEmail
Active user Product usage
3 14–30 Monetize Plans pageCheckout
Customer SalesMRR
SaaS metrics
![Page 28: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/28.jpg)
Stage Day Phase Focus Goals KPIs
1 1 Acquire Landing pageSign-up page
Trial UVsTrials
2 1–2 Activate ProductEmail
Active user Product usage
3 14–30 Monetize Plans pageCheckout
Customer SalesMRR
4 <90 Retain ProductEmail
LTV Churn
SaaS metrics
![Page 29: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/29.jpg)
Stage Day Phase Focus Goals KPIs
1 1 Acquire Landing pageSign-up page
Trial UVsTrials
2 1–2 Activate ProductEmail
Active user Product usage
3 14–30 Monetize Plans pageCheckout
Customer SalesMRR
4 <90 Retain ProductEmail
LTV Churn
+ – Upsell ProductEmail
Increase revenue
Negative churnARPA
SaaS metrics
![Page 30: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/30.jpg)
Stage Day Phase Focus Goals KPIs
1 1 Acquire Landing pageSign-up page
Trial UVsTrials
2 1–2 Activate ProductEmail
Active user Product usage
3 14–30 Monetize Plans pageCheckout
Customer SalesMRR
4 <90 Retain ProductEmail
LTV Churn
+ – Upsell ProductEmail
Increase revenue
Negative churnARPA
+ – Refer ProductEmailRefer-a-friend
Virality Viral coefficient
SaaS metrics
![Page 31: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/31.jpg)
Four options for KPIs
![Page 32: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/32.jpg)
Stage Phase
1 Acquire
2 Activate
3 Monetize
4 Retain
+ Upsell
+ Refer
#1 Visit > Trial
![Page 33: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/33.jpg)
![Page 34: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/34.jpg)
Stage Phase
1 Acquire
2 Activate
3 Monetize
4 Retain
+ Upsell
+ Refer
#1 Visit > Trial⊕ Quick to test⊖ May not correlate to sales
![Page 35: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/35.jpg)
Stage Phase
1 Acquire
2 Activate
3 Monetize
4 Retain
+ Upsell
+ Refer
#2 Visit > Sale
![Page 36: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/36.jpg)
![Page 37: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/37.jpg)
Stage Phase
1 Acquire
2 Activate
3 Monetize
4 Retain
+ Upsell
+ Refer
#2 Visit > Sale⊕ Better indication of revenue⊖ Increased test duration
![Page 38: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/38.jpg)
Stage Phase
1 Acquire
2 Activate
3 Monetize
4 Retain
+ Upsell
+ Refer
#3 Visit > Qualified trial
![Page 39: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/39.jpg)
![Page 40: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/40.jpg)
Stage Phase
1 Acquire
2 Activate
3 Monetize
4 Retain
+ Upsell
+ Refer
#3 Visit > Qualified trial⊕ Quick to test⊕ Closer correlation to sales⊖ Need to develop reliable lead scoring model
![Page 41: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/41.jpg)
Stage Phase
1 Acquire
2 Activate
3 Monetize
4 Retain
+ Upsell
+ Refer
#4 Visit > Active user
![Page 42: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/42.jpg)
4: Visit to active user
![Page 43: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/43.jpg)
Stage Phase
1 Acquire
2 Activate
3 Monetize
4 Retain
+ Upsell
+ Refer
#4 Visit > Active user⊕ Quick to test⊕ High correlation to sales⊖ Action needs to happen within 1–2 days
![Page 44: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/44.jpg)
In SaaS conversion optimization,test through to active trials.
@conversion_com
![Page 45: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/45.jpg)
Testing
Strategy
Insight
Data
KPIs
Goals
![Page 46: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/46.jpg)
![Page 47: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/47.jpg)
The “a-ha” moment is the tipping point for retention.
@conversion_com
![Page 48: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/48.jpg)
Impact of churn on growth
![Page 49: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/49.jpg)
Impact of churn on growth
![Page 50: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/50.jpg)
Impact of churn on growth
![Page 51: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/51.jpg)
Fix churn before acquisition – it will flatline growth.
@conversion_com
![Page 52: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/52.jpg)
![Page 53: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/53.jpg)
“Knowing this allowed us to do a lot to get new users to their “a-ha” moment quickly.”
Chamath Palihapitiya
![Page 54: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/54.jpg)
![Page 55: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/55.jpg)
![Page 56: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/56.jpg)
![Page 57: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/57.jpg)
![Page 58: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/58.jpg)
![Page 59: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/59.jpg)
Deliver the “a-ha” moment ASAP – even before the user signs up.
@conversion_com
![Page 60: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/60.jpg)
![Page 61: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/61.jpg)
![Page 62: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/62.jpg)
![Page 63: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/63.jpg)
![Page 64: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/64.jpg)
![Page 65: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/65.jpg)
![Page 66: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/66.jpg)
![Page 67: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/67.jpg)
![Page 68: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/68.jpg)
Use simple Q&A to sell to and segment your audience.
@conversion_com
![Page 69: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/69.jpg)
![Page 70: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/70.jpg)
http://conversionxl.com/10-principles-of-effective-pricing-pages/
![Page 71: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/71.jpg)
![Page 72: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/72.jpg)
$6.99 $9.99
![Page 73: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/73.jpg)
$6.99 $9.99
Quantity sold:
![Page 74: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/74.jpg)
“How do we increase profit?”
![Page 75: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/75.jpg)
1. Increase the price of the $6.99 bottle.2. Decrease the price of the $9.99 bottle. 3. Change the prices to $6.97 and $9.97.4. Offer 10% off if you buy three. 5. Something else…
![Page 76: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/76.jpg)
$6.99 $9.99
Quantity sold:
![Page 77: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/77.jpg)
$6.99 $9.99
Quantity sold:
$19.99
![Page 78: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/78.jpg)
$6.99 $9.99
Quantity sold:
$19.99
![Page 79: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/79.jpg)
![Page 80: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/80.jpg)
![Page 81: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/81.jpg)
![Page 82: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/82.jpg)
Revenue
+40%
![Page 83: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/83.jpg)
Free$0/month
Basic$25/month
Pro$100/month
Enterprise$300/month
✔ Feature 1 ✔ Feature 1✔ Feature 2✔ Feature 3
✔ Feature 1✔ Feature 2✔ Feature 3✔ Feature 4✔ Feature 5
✔ Feature 1✔ Feature 2✔ Feature 3✔ Feature 4✔ Feature 5✔ Feature 6✔ Feature 7✔ Feature 8
Get started Get started Get started Get started
![Page 84: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/84.jpg)
![Page 85: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/85.jpg)
Sales
+100%
![Page 86: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/86.jpg)
Test “decoy” price plans + volume-based pricing.
@conversion_com
![Page 88: [CXL Live 16] SaaS Optimization - Effective Metrics, Process and Hacks by Stephen Pavlovich](https://reader034.vdocuments.site/reader034/viewer/2022050613/5899d4ab1a28ab4a0b8b5413/html5/thumbnails/88.jpg)
Testing
Strategy
Insight
Data
KPIs
Goals