12 Key Levers of SaaS Success


This presentation is from my talk at the 2017 SaaStr Annual conference in San Francisco. It offers an overview of a simple model to understand a SaaS business and the key levers a CEO can pull to get the most impact. The presentation covers:

Optimizing the SaaS Funnel:

  • Get inside your customer’s head
  • Break down the funnel into micro-steps
  • Identify bottlenecks
  • Use funnel math to make improvements

12 Key Levers Within the Funnel:

  1. Product/Market fit
  2. Top of the funnel flow
  3. Conversion rate
  4. CAC (customer acquisition cost)
  5. Number of sales people
  6. PPR (productivity per rep)
  7. Getting enough leads
  8. Pricing
  9. Customer retention rate
  10. Dollar retention rate
  11. Months to recover CAC
  12. Recruiting, onboarding & management

If you’re interested in learning more, you can find my 2016 SaaStr presentation here.