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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: November, 2020
Nov 30, 2020

Exclusive Download: Precision Scorecard™ - Keep Your Leadership Team Focused & Accountable To Growth - https://bit.ly/3o2slW0 


--


In 2009, my mentor Dharmesh Shah (co-founder of Hubspot) sat in my office in San Francisco and casually dropped an acronym I hadn’t heard.


“We want to increase our ARPU, he said.


I smiled and nodded… but the blank stare on my face was a giveaway.


I was clueless.


When someone as abundantly successful as the co-founder of a company now valued at over $14B (Yes, B for BILLION) mentions what his company is trying to do…


You take notes.


Since that day, ARPU has become one of my key SaaS growth metrics that I insist on calculating with my clients.


Then, once you know it… you’ve got to grow it!


So in today’s video, I’m going to explain what ARPU is, how you track it and how to improve it.


Watch it below. Your profit margins will thank you.


In this video, once we cover the basics of what ARPU is, I’ll share with you:


- The difference between ARPU and ARPA

- The 2-minute formula for calculating it

- How to know good from bad ARPU numbers

- Projections depending on business size

- Why ARPU can help smash your SaaS growth ceiling

- Strategies to improve ARPU


You already know I’m pumped about SaaS metrics.


I don’t follow sports.


I follow numbers and work with SaaS founders like you to get true visibility about what is and is not working in a tech business… and then how to DO something about it.


You don’t have to love it as much as I do.


But you’ve got to know what these metrics mean.


Hit play on the video and let’s get us both on the same page, yeah?


--


Dan Martell has advised more startups than his hometown has people and teaches startup founders like you how to scale. 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.


+ 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 




Exclusive Download: Precision Scorecard™ - Keep Your Leadership Team Focused & Accountable To Growth - https://bit.ly/3o2slW0 

Nov 23, 2020

Exclusive Download: High Octane Team Technique™ – Break Down Your Organization Structure by Function & Create An Environment of Results, Not Excuses - https://bit.ly/3916Lgb 


--


Many founders throw money at new employees hoping their
business will grow… 


Only to find they don’t know where to ‘put’ their new employees, and they end up wasting cash on salaries for an under-utilized
team.


Ever experienced this before?


I definitely have.


See, I believe a successful founder doesn’t just build a business...


A successful founder builds a team of people and then the
people build the business.


That is my mantra. And as a founder your responsibility is to find, inspire and level up the right people. 


That’s where your time is best invested…


But what’s equally important is structuring your organization so you can fully utilize your team’s time and skills.


And that’s where having the proper organization chart comes into play.


This helps you grow from a startup of 2 or 3 co-founders… to a team of 12… then to 25… then 100… then 250…


It shows you where people fit in. Who reports to who. And what’s the chain of responsibility…


And in today’s video, I’m going to share with you an organization chart that’s SO simple, it’ll take you all the way from a fumbling startup to a scaling corporation ready to go public (if that’s what you want).


In this video, you’ll be able to identify where your SaaS is, and where you need to be next. You’re going to learn:


- The 6 core functions of a software business

- The 5 levels of leadership to aim for

- Who your key ‘C’ level team should be

- How to divide your functions into teams that make sense

- Expected revenue bands per team size

- What $0K – $120K – $500K MRR looks like

- How to cap your direct reports

- Ultimately keeping your business goals manageable



I like to think of SaaS revenue in terms of the talent it can afford.


$1M in ARR might sound nice, but after you factor in costs (let’s say 30%), the rest is just salaries for your team.


Suddenly all that $1M gets you is 7 employees on $100K salaries without a dollar left.


It becomes extremely important to hire the right people at the right time to make sure every dollar spent grows your business to the next revenue band.


Take 10 mins to prepare a simple org chart with this video.


See you in the comments.


--


Dan Martell has advised more startups than his hometown has people and teaches startup founders like you how to scale. 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.


+ 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 



Exclusive Download: High Octane Team Technique™ – Break Down Your Organization Structure by Function & Create An Environment of Results, Not Excuses - https://bit.ly/3916Lgb

Nov 16, 2020

Exclusive Download: Precision Scorecard™ - Keep Your Leadership Team Focused & Accountable To Growth - https://bit.ly/38HmL72 

--


I don’t think a SaaS founder should be their own accountant.


I’m not, and I wasn’t for all 5 of my companies.


Your job is to get
really good at running a business and making
money. 


That’s it.


But to do that, there is ONE type of accounting that I believe you NEED to understand:


Accrual Accounting.


Don’t panic, you won’t need to calculate it yourself. That’s your accountant’s job. 


But knowing the difference between Accrual Accounting and Cash Accounting is vital to making the
best business decisions
for your SaaS.


So let’s take a quick 10-minutes to go over what exactly it is and why it’s valuable to comprehend it.


Once you understand Accrual Accounting, you’ll be able to:


- Measure incremental growth


- Clean up your cash flow


- Keep your finger on the pulse of subtle revenue changes


- Respond quickly to downtrends in your bottom line


- Reduce distortion in your metrics


I’ve read 2000+ balance sheets, P&Ls, cash flow statements, and I’ve taught dozens of SaaS founders how to interpret their figures.


Maybe I’m a freak because I love numbers so much.


But I’ve said it before and I’ll say it again: 


Numbers don’t lie.
Expectations do.


Fire up the video here and let’s get you up to scratch on Accrual Accounting. It’ll clean up your cash flow, help you track metrics
accurately and see important business trends.


--


Dan Martell has advised more startups than his hometown has people and teaches startup founders like you how to scale. 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.


+ 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 

 

Exclusive Download: Precision Scorecard™ - Keep Your Leadership Team Focused & Accountable To Growth - https://bit.ly/38HmL72 

Nov 9, 2020

Exclusive Download: Precision Scorecard™ - Keep Your Leadership Team Focused & Accountable To Growth - https://bit.ly/32l5jkC 


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I believe that great SaaS founders stay ahead of the curve.


They’re the trendsetters, not the trend-followers, willing to try something new that makes waves in the market.


The problem is that I’ve encountered many cutting edge SaaS businesses whose marketing efforts are too far behind the times.


They innovate in software, but hedge their bets in marketing.


Then when a new marketing strategy gains momentum, these businesses are left scrambling to catch up to their competitors that have since overtaken them.


Innovators get the lion’s share of the growth.


That’s why I believe that you need to siphon off a portion of your marketing budget for more cutting edge strategies that have the potential for HUGE returns on investment.


But what strategies?


I got you covered :)


I coach hundreds of SaaS founders to help them grow and scale their businesses with innovative new strategies. 


I get to see behind-the-scenes which marketing strategies are working and which aren’t.


Based on what I’ve observed first-hand, here are 3 powerful marketing strategies that are rarely used in SaaS but have created high ROI in 2020 and will continue to in 2021.


If you were to apply all 3 marketing strategies, then you would have:

- Higher customer retention rates

- A system that funds your marketing costs

- A way to leverage volunteer communities

- Direct access to your perfect fit customers

- Authority in your niche

- A platform to showcase your best customers

- A system for 1-on-1s with potential B2B clients



I’ll keep an ear out in my networks for any other scalable,
high ROI marketing strategies that are working.


If I find more, I’ll send them to your inbox. 


But for now, I know these 3 marketing strategies work because I’ve seen it first-hand with my clients.


Have you tried any? Are you concerned it won’t work for you?


Let me know in the comments, I’ll do my best to help.


--


Dan Martell has advised more startups than his hometown has people and teaches startup founders like you how to scale. 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.


+ 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 


Exclusive Download: Precision Scorecard™ - Keep Your Leadership Team Focused & Accountable To Growth - https://bit.ly/32l5jkC 

Nov 2, 2020

Exclusive Resource: Cancellation Capture System™ - The Flow, Design and Copy You Need To Save Cancellations & Learn as Much as You Can Before a Customer Leaves - https://bit.ly/3jIn03s 


--


It’s the thorn in every SaaS founder’s side…


The number that keeps you
awake at night:


Your churn rate.


Churn equates to invisible dollars that slip through your fingers. The lower that number, the more successful and
exponential your capacity to grow.


But how
exactly do you measure churn?


There isn’t just one number.


There are multiple
different measures of churn you should know.


Today I’m going in-depth into the different types of churn, and strategies to monitor, control and minimize that deadly number.


In this video, I’m going to simplify and explain churn in a way that you can apply. You’re going to learn:


- How to measure churn

- Logo churn vs revenue churn

- What is net negative churn

- SaaS industry churn % standards

- How to know if your churn is good or bad

- Churn prediction methods

- The 20-60-20 rule for developing anti-churn software


If you’re a seasoned SaaS pro, churn might look like a beginner’s topic. 


It’s not.


Sure, it’s one of the first numbers a SaaS founder should measure, but it pays to remain obsessed about that number.


If you can make
any changes to your churn rate, your company will grow. 


It’s that simple.


Looking forward to hearing from you in the
comments on the video.


--


Dan Martell has advised more startups than his hometown has people and teaches startup founders like you how to scale. 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.


+ 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 



Exclusive Resource: Cancellation Capture System™ - The Flow, Design and Copy You Need To Save Cancellations & Learn as Much as You Can Before a Customer Leaves - https://bit.ly/3jIn03s 

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