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SaaS Growth Stacking - with Dan Martell

How do you end up in rehab for 11 months, discover computer programming, then build 5 tech startups, selling 3 and raising money for the last 2 in 15 years? Tune in each week and Dan Martell will teach you: How he got invited to spend a week with Richard Branson. How he ended up raising money from Mark Cuban. How to hack your productivity. How to focus your marketing efforts. How to get your big dreams funded. How to build, scale and sell your technology company without giving away the control to investors and financial stakeholders. The 3 disempowering “pick me, pick me” mentality that plagues startup founders.. and what you can do to avoid it and fund your startup. Tune in each week and get Dan’s deep-in-the-trenches experience as a father, serial entrepreneur, and investor. Do you want to fund, start, scale and sell your business? That’s the only question that matters here. If the answer is “yes”, then hit the SUBSCRIBE button and let’s make it happen.
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Now displaying: April, 2018
Apr 30, 2018

Exclusive Download: Top 5 Productivity Hacks

Today I’m gonna talk about this super advanced technology that any founder can use to boost their energy, be more productive, and crush their workday.

It’s not a state of the art nootropic.

It’s not bulletproof coffee with heaping scoops of grass fed ghee.

It’s your sleep.

I see you eye rolling through that sleep mask ;-)

But here’s why we’re gonna upgrade your sleep quality in this week’s video.

If it’s taking you until 2am to fall asleep, chances are…

… you’re sleeping through your morning routine  

… you’re cancelling plans with your team, your friends, and potential clients or partners

… you’re operating at a fraction of your fullest potential as a leader and creator.

Not exactly the hallmarks of a high-performing SaaS founder.

And definitely not a fast track to scaling your company.

That’s why I created this special episode to help you dial in your sleep quality so you can wake up refreshed, focused, and ready to crush your daily goals.

At a high level, these are the 5 steps I use  to go from a midnight bout with an ADHD mind… to a deep state of rest and recovery that sets me up for an action packed day of growth and impact:

  1. Prep it
  2. Dump it
  3. Breathe
  4. No phones or TV
  5. Read

Some of these may seem obvious… but pay special attention to how I re-contextualize them for SaaS founders (we’re a special breed) ;-)

If you want the “quick  fix”, check out the special breathing technique that “Guru Dan” prescribes in Step #3.

It knocks me out in 60 seconds flat… and is the sole reason those “sheep” I used to count are currently out of work.

Learn it and try it tonight and then let me know the results in the comments.

--

Dan Martell has advised more startups than his hometown has people and teaches startup founders like you how to scale. (Get the free 3 videos to grow your business here.) He previously created, raised venture funding for and successfully exited two tech startups: Flowtown and Clarity.fm. You should follow him on twitter@danmartell for tweets that are actually awesome.

Are you an entrepreneur? Get free weekly video training here:
http://www.danmartell.com/newsletter

+ Instagram (behind the scenes): http://instagram.com/danmartell
+ Facebook (live trainings + Q&A): http://FB.com/DanMartell
+ Twitter (what I'm reading): http://twitter.com/danmartell

Apr 23, 2018

Exclusive Download: Partner Pipeline Framework

Leadpages used *this* strategy to scale their growth at a ridiculous rate.

So did my company Flowtown.

As well as a recent SaaS Academy client who hired an army of over two thousand “salesmen” to promote his accounting software… for free.

If you haven’t caught on…

We’re talking about strategic partnerships.

Partnerships are one of the fastest and most efficient ways of scaling your software business.

It’s essentially outsourcing your customer acquisition… and only paying a pre-negotiated  commission if the user converts.

Predictable acquisition costs?

You’re not gonna get that from google or Zucks ;-)

Thing is… there is a darkside.

The wrong partner can flood your company with thousands of unqualified leads, inundating your entire team and straight jacketing your ability to grow.

Worse… if you’re not hedging your bets, you’re pretty much putting a silver bullet in the barrel of another company that can take your SaaS biz to the back of the barn at a moment’s notice.

In this week’s video I break down the 5 steps for recruiting an army of “salesman” to promote your product… without letting your company fall victim to “silver bullet syndrome”.

At a high level, here’s what it takes to create profitable strategic partnership that fuel your growth without burning out your customer success team with thousands of sh*tty customers:
  1. Find shared customers
  2. Profile partners for growth
  3. Create a hit list
  4. Connect to fit
  5. Invest in the channel

If you like the idea of ethically hitching a ride on someone else’s growth curve… the deep dive on step #2 will blow your mind.

But like any strategy, if you’re gonna commit to building partnerships… you gotta REALLY commit.

It takes a level of detail and foresight that most founders avoid.

Watch this video to implement this strategy like a pro.

--

Dan Martell has advised more startups than his hometown has people and teaches startup founders like you how to scale. (Get the free 3 videos to grow your business here.) He previously created, raised venture funding for and successfully exited two tech startups: Flowtown and Clarity.fm. You should follow him on twitter@danmartell for tweets that are actually awesome.

Are you an entrepreneur? Get free weekly video training here:
http://www.danmartell.com/newsletter

+ Instagram (behind the scenes): http://instagram.com/danmartell
+ Facebook (live trainings + Q&A): http://FB.com/DanMartell
+ Twitter (what I'm reading): http://twitter.com/danmartell

Apr 16, 2018

Exclusive Download: Churn Buster Checklist

I was recently working with a SaaS Academy client who had a serious churn problem.

So serious that he was letting 18% of his accounts disappear without a fight.

Couple that with skyhigh acquisition costs and flatlining expansion revenue… and let’s just say that this company was playing with some serious fire.

“Scale” wasn’t a word you could use with a straight face.

Make no mistake…

This was a survival game.

In this week’s video I breakdown the 5 key initiatives we took to get this company off of life support, shrink churn down to 4%, and achieve net negative churn – aka the holy grail of any SaaS company with serious plans to scale.

At a high level, here’s what it takes to activate your customers and keep’em around for the long haul:

  1. Build an onramp
  2. Create a support network
  3. Project a future
  4. Monitor for lows
  5. Flip the cancellation

That last step tends to get a lot of pushback from my coaching clients… until they implement it and see how powerful it is for keeping customers in the fold and turning potential ship jumpers into raving flag bearers.

Short story:

It involves NOT letting a customer cancel through a single click on your website…

But bringing the cancellation to a call where you can dive deeper into the reasons, see where your product failed to deliver, and in more cases than not, win back the account by vowing to fix things fast.

At the very least, you’ll get the rich feedback that in the long term is worth 100x more than the account you lost.

Watch the full episode to get the complete list of “activators”, and then drop a comment letting us know what you’ve implemented in your own biz to activate users and keep them around for the long haul.

--

Dan Martell has advised more startups than his hometown has people and teaches startup founders like you how to scale. (Get the free 3 videos to grow your business here.) He previously created, raised venture funding for and successfully exited two tech startups: Flowtown and Clarity.fm. You should follow him on twitter@danmartell for tweets that are actually awesome.

Are you an entrepreneur? Get free weekly video training here:
http://www.danmartell.com/newsletter

+ Instagram (behind the scenes): http://instagram.com/danmartell
+ Facebook (live trainings + Q&A): http://FB.com/DanMartell
+ Twitter (what I'm reading): http://twitter.com/danmartell

Apr 9, 2018

Download: Customer Case Study Creator Worksheet - https://bit.ly/2uXXpPR

Have you ever tried to collect a case study only to find yourself stumbling over the “ask” before mercifully aborting mission?

Yep.

Happens to just about every SaaS founder.

Even when we get epic results for our customers…

… asking for a case study turns otherwise confident SaaS founders into the chess club captain trying to ask the head cheerleader out to prom.

*awkwaaard*

But it doesn’t have to be.

In fact, it can’t be.

If you want to scale up and have case studies that attract and convert new users…

… then collecting case studies is something you NEED to master.

More specifically, it’s something you need to have a repeatable system for.

Not just to do when you’re feeling extra bold after downing an IPA during your lunch meeting.

In this week’s video I cover the 5 steps to capturing impactful case studies that inspire and convert new users.

If you nail down the perfect timing… and go in with a solid plan… the “ask” becomes easy, and you quickly build up a bank of case studies that you can draw on to close more sales.

Here are the 5 steps:

  1. The Moment
  2. The Problem
  3. The Search
  4. The Solution
  5. The Result

It’s important to remember that a compelling case study includes the ENTIRE customer journey… not just the end result.

A “result” without the full context does nothing to move your prospective customers into taking action.

But follow the entire 5 steps, and you’ll have a smooth process for gradually building up one of your business’ most important marketing assets.

--

Dan Martell has advised more startups than his hometown has people and teaches startup founders like you how to scale. (Get the free 3 videos to grow your business here.) He previously created, raised venture funding for and successfully exited two tech startups: Flowtown and Clarity.fm. You should follow him on twitter@danmartell for tweets that are actually awesome.

Are you an entrepreneur? Get free weekly video training here:
http://www.danmartell.com/newsletter

+ Instagram (behind the scenes): http://instagram.com/danmartell
+ Facebook (live trainings + Q&A): http://FB.com/DanMartell
+ Twitter (what I'm reading): http://twitter.com/danmartell

Apr 2, 2018

DOWNLOAD: Revenue Expansion Maximizer -http://bit.ly/2qjJfTM

A SaaS Academy client recently asked me what SINGLE metric I would look at if I had to bet on the future success of a software company.

It all comes down to this…

Net negative churn.

Simply put, if your expansion revenue is growing faster than your contraction revenue (from downgrades and cancellations)…

… your momentum pretty much becomes unstoppable.

This week’s video goes deep into the 5 key areas that put you on a collision course with this “holy grail” of SaaS growth.

(Hint: having a $7 unlimited pricing level isn’t how to get there.)

As you may have guessed… it all starts with reducing churn.

Can’t expand your relationship with customers who jump ship ;-)

But once you get your churn fixed… there’s a sweet science to increasing LTV’s while bringing MORE value to your customers.

Here’s a high level rundown:

  1. Fix your churn
  2. Redesign your price plans
  3. Price on value
  4. Create add-ons
  5. Offer partner solutions

Watch this video and then leave us a comment sharing any strategies and tactics you’ve personally used to expand LTV.

--

Dan Martell has advised more startups than his hometown has people and teaches startup founders like you how to scale. (Get the free 3 videos to grow your business here.) He previously created, raised venture funding for and successfully exited two tech startups: Flowtown and Clarity.fm. You should follow him on twitter@danmartell for tweets that are actually awesome.

Are you an entrepreneur? Get free weekly video training here:
http://www.danmartell.com/newsletter

+ Instagram (behind the scenes): http://instagram.com/danmartell
+ Facebook (live trainings + Q&A): http://FB.com/DanMartell
+ Twitter (what I'm reading): http://twitter.com/danmartell

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