The Challenge

Last week we took on an ambitious challenge — build a complete SaaS product in a week. While we didn’t quite hit our 1 week deadline, we were able to launch a complete product to the public 2 weeks later, and by the time we had launched we had already verified our core ideas and UI with our target audience.

We learned a lot through the process, and by leveraging a number of existing services we were able to quickly build a completely new product called SegMetrics — which provides powerful analytics for Infusionsoft users — and begin marketing it almost immediately.

I consider this project to be a great success for us — and for our way of developing products — so I thought I would share how we did it. I’ll go through what worked, what didn’t, as well as list the tools and strategies that we used to build our new product.

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Three weeks ago I made a bold and incredibly counterintuitive claim.

Despite popular wisdom …

Presale marketing is NOT the key to growing your business, your brand, or your bottom line.


Because while the temptation to constantly “get more” — more traffic, more leads, more conversions, and more new sales — is common … it’s also costly.

In fact, study after study, statistic after statistic all point to the same conclusion.

The real key to growing your SaaS’ bottom line isn’t getting new customers … it’s maximizing the lifetime value of the ones you already have.

To take advantage of this — the most profitable (and easiest!) source of revenue possible — I’ve been working through 3 post-sale SaaS strategies. If you’ve missed either of the first two, check them out here:

Strategy 1: Conversion … Guiding Your Customers Onboard

Strategy 2: Retention … Engaging Your Customers Post-Sale

Today, I’m going to unveil the third and final post-sale Saas strategy: Obsession … Loving Your Customers Post-Sale.

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Maximizing Your Customers’ Lifetime Value to Grow Your Business, Your Brand, and Ultimately Your Bottom Line

I started this series with a bold claim: the most profitable and easiest source of recurring revenue for your SaaS is not new customers.

It’s the customers you already have.

Despite how counter-intuitive this claim feels, statistic after statistic, report after report all point to the same inevitable conclusion: The key to growing your business, your brand, and ultimately your bottom line is maximizing the lifetime value of your existing customer.

Last week I walked through the first of three post-sale strategies. You can read all about “Strategy 1: Conversion… Guiding Your Customers Onboard” right here.

Today I’m going one step further, from guiding your customers to retaining them.

I call this approach “The Shaving Cream Strategy.”

Let’s start with a question: How many times have you changed your shaving cream? Continue reading

Maximizing Your Customers’ Lifetime Value to Grow Your Business, Your Brand, and Ultimately Your Bottom Line

Over the next three weeks, I’ll be guiding you step-by-step through 3 post-sale SaaS strategies.

Why three weeks?

To be honest, because each strategy contains a lot of valuable information. Seriously, a lot. (This article alone is just under 2,500 words.) But don’t be intimidated by its size.

My goal is simple: to equip you with the most practical and hands-on guide maximizing your customer Lifetime Value as possible.

To do that, on top of all the templates, instructions, and real-life examples you’re gonna get, at the end of every article, I’ll give you a “Things To Do Today …” checklist chalk full of the very next steps you should take to put these principles into action. Continue reading

3 Post-Sale SaaS Strategies to Maximize Your Customer’s Lifetime Value

So you’ve got a SaaS product.


Even better … someone bought it.


This means two things …

First, you’ve got a “presale” funnel. In other words, you’re marketing. Whether it’s through AdWords, Facebook, banners, video sales letters, your blog, or good old fashion word of mouth, your product is out there, getting attention.

And second, it’s working.

Here’s the problem …

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