ConversionXL

NOVEMBER 3, 2016

It’s often a higher purchase price (or at least a more complex sale). So while many usability heuristics remain the same in B2B website design and functionality , much of what goes into lead gen, sales, and analysis is different. So the process in B2B looks a bit like this (simplified): Visitor → MQL → SQL → customer.

B2B 110

B2B Conversion B2C SQL 110

SaaStr

FEBRUARY 11, 2020

So, one of the interesting facts is, they did this analysis and they said, “Okay, when we make an investment, we can … without looking at M&A or process changes or pricing or sales growth, what they identified was 70% of the increase in valuation of their companies came from increasing organic sales growth. Just measure SQLs.

Growth 82

Growth Niche Hospitality X-functional 82

SaaStr

MAY 10, 2019

And when we would focus on the buying experience and making it very personal to the buyer we actually see a dramatic increase in revenue and so MQL and SQL are what I call maybe a momentum or a KPI metric, but they shouldn’t be how you’re driving or measuring your teams. ” What should they do?

X-functional 57

X-functional SQL Pipeline GTM 57

SaaStr

MARCH 1, 2019

So we ran a free trial survey because we found that in most of our startups, many of them at all different price points, even starting around 1K is obvious, but going up to 150K ACV, they were running free trials as part of their marketing campaign. What we found is that time is by far, even across all price points, is by far the most common.

Contract 48

Contract Price Commission Conversion 48

SaaStr

SEPTEMBER 27, 2019

What are the core differences when comparing marketing functions at the likes of Salesforce to smaller companies like G2? I do have to ask, you said there about your process in terms of the conversion from SQL to MQL and how you thought about that. Because marketing is the revenue function. How did it change his mindset?

Start-ups 57

Start-ups B2B A/B testing Pipeline 57

SaaStr

JANUARY 3, 2020

So we ran a free trial survey because we found that in most of our startups, many of them at all different price points, even starting around 1K is obvious, but going up to 150K ACV, they were running free trials as part of their marketing campaign. What we found is that time is by far, even across all price points, is by far the most common.

Contract 10

Contract Price Commission Conversion 10

ConversionXL

OCTOBER 4, 2018

The other half have a mix of data sources, which inevitably include an offshore SQL database (or ten) managed by an external vendor whom no one can track down. Pricing varies substantially based on the number of users and, in some cases, amount of data, but generally starts around $1,000 per year, though it can easily scale into six figures.

Sports 131

Sports Clients Engineering Niche 131

SaaStr

JULY 2, 2020

How does Kurt think about the right pricing mechanism for the customer today? You’re telling me mathematically the answer is going to be X, but I can’t understand why. So how do you think about the variable pricing mechanisms and the right one that aligns you to the customer? How does Kurt feel about discounting?

Customers 118

Customers Contract Price Education 118