Leveraging Product Usage Data to Drive SaaS Growth
“SaaS is a recurring revenue business. You need that business to recur, and in order to do that you need to deliver a great customer experience. Most of us measure metrics like NPS, customer satisfaction etc. Looking at product usage data as an early indicator of churn risk, upsell and net dollar retention will set you up for success.”
About The Guest
Cliff is responsible for sales and GTM strategy at the Carabiner Group, where he advises several high-growth start-ups at an executive level on all things go-to-market and RevOp. He is an active leader in multiple communities focused on revenue growth and operations, such as Pavillion and RevGenius.
With over 13 years of broad technology experience, he has anchored GTM teams in SaaS and Service industries including consulting, network & communications, software and e-commerce, and supply chain. Having worked in both Fortune 20 and High growth startups, Cliff prefers the fast pace and high impact environment that comes with working at a startup.
Cliff is married and lives with his wife and two children. He keeps active playing soccer and hockey, and volunteering at their local church.
What We Cover
In this episode, Cliff Simon takes us on a journey on how revenue operations has evolved as a role, and the increasingly strategic part it plays in driving revenue for product led growth (PLG) businesses. With his years of experience building RevOps as a service for high growth startups, Cliff shares actionable insight on how to build and scale this function for B2B SaaS companies.
Cliff walks through the key elements of a successful GTM strategy – driving revenue, acquiring clients, and designing a seamless conversion and onboarding process. We take a fresh look at product usage data, how that can be leveraged to drive actionable insights and optimize revenue.
How do you set up a revenue operations function? What metrics should your RevOps team use to measure sales impact at a SaaS company? What role does product usage data plan in a successful PLG business? Cliff addresses these and several other related questions in this episode of Founders Friday.
What You Will Learn
What makes for a successful CRM strategy at B2B SaaS companies?
How to set up a successful revenue operations function for your SaaS business?
How do you maximize the value of product usage data to drive a PLG business?
How to drive actionability for product usage data?