More PostsPosted by John McTigue
Inbound marketers are used to measuring traffic, leads, conversion rates and lifecycle status changes to monitor and optimize progress or "traction." In the SaaS world, things are a little different. While long-term growth is certainly an objective, in the early stages, there is more of an emphasis on rapid growth in free trial subscriptions and conversion to paying customers. As a company matures and scales, executives become more focused on customer lifetime value (LTV) and reducing customer acquisition costs (CAC). Later on, their attention turns to market share and sustainability.
Let's take a look at some of these different sales and marketing metrics and how they are being measured.