As a B2B SaaS company, growth is essential to continue competing with other high-performing businesses in the market.

But that doesn’t mean it is easy.

In this webinar, Daniel shares how the fastest growing B2B SaaS companies build their growth plan, and how you can follow their lead, creating your own success.

Top Three Takeaways

  • By offering a cheaper gateway price and turning features into add-ons, Upsales were able to attract more clients and make their system more personalised to each client’s needs.
  • The bottom 5% of your customer base creates 95% of your headaches.
  • Upsales saw that one demographic of prospects brought in much more revenue than any other, so they switched their efforts to only focus on that group.

Move From Packaged Pricing to “Land and Expand”

A few years ago, despite being a profitable business, Upsales knew that they could expand quicker than they were, and decided to evaluate their process, in an attempt to accelerate growth.

In doing so, Upsales decided to take a little more risk, identifying areas of improvement. They moved away from traditional SaaS pricing such as bundles, lowering the threshold to become more accessible, and turned the traditional features into paid add-ons, referring to this process as “land and expand.”

“Usually, the use cases for a client are very specific,” explains Daniel. “And they don’t want to pay for features they will never use. So instead, with the new pricing structure, they can pick and choose their add-ons, making Upsales a more attractive proposition.”

Focusing on Best-Fit Customers

For anyone who works in sales, it might seem counterproductive to say no to customers, but in the long term, it will be much more effective.

“The bottom 5% of your customer base creates 95% of your headaches,” explains Daniel. “So when you look at the data, it’s usually a no-brainer.”

There are tons of ways to identify your best customer profiles. Upsales did this by looking at 400 new customers to identify any patterns or correlations. 

They identified three important factors, which included first-year churn, first-year growth, and how scalable the customer is. 

This then split their clients into Micro Clients, Tiny Clients, and Growth Prospect. They saw that the Growth Prospects brought in much more revenue and switched their efforts to only focus on that group.

Reduce Customisations by 90%

Daniel also explains that Upsales used to go out of its way to create customised dashboards and features for clients just to get them onboard and pay for the service. However, he admits in the webinar that this is something that they never should have done and often meant far more work than necessary.

It was also a difficult proposition for the sales team to sell to new leads, and a hard one for potential clients to invest in, as the platform was so varied and complex.

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