The Secret for SAAS Success

What is the Secret tool for SAAS success?

Simply creating is not enough – selling is required.

However, selling alone is also not enough – customer usage and engagement is needed.

Most multi-user B2B SAAS products are priced cheap, as opposed to their selling effort required. This is done with the fond hope that once a customer tries the product, some secret tool drives the customers to use your product, which opens up the revenue stream.
That secret tool? It isn’t the customer or the product – it is YOU!

How to do it? Here are the 3 principles:
First – get the product CX & UX right so that the user (which is often separate from the buyer) wants to keep coming back to use your product/app. If your product has ‘real’ gamification and leaderboard features to make it addictive for the user – there is nothing like it.

Second – have a ‘Customer Success’ team whose job is to monitor usage and work with the customer SPOC to drive usage.

Third – call in for reinforcements. Figure out why usage is not happening. Use extraordinary means – allocate resources to do real-world events to drive usage of your virtual-world product at your customer’s premises.

Spend money not to acquire customers – but to drive usage in customers!
The problems we think we need to solve are often not the biggest problem we REALLY need to solve.