An overview of the process

For SaaS businesses that refuse to fail.

Do these ring a bell?

  • Free trials not converting to paying users?
  • New users in need of too much hand-holding?
  • Not being sure if you under- or over-price your product?
  • Having a team in confusion where opinions come and go?

If so, you’ve come to the right place.

These struggles are not unique, on the contrary, they are very common. Most founders manage to validate a solution but then fail to grow this into a scalable product that converts online, repetitively and consistently.

Most of them know they need something to change but they are also afraid of change itself – as if they are holding the helm of a boat in a storm– but as most can guess, that won’t work for long.

Keep reading

I have some bad news for you. You decided to start a SaaS business right in the middle of global transition where things that used to work, don’t work anymore. Ta-da!

This transition has a name but before I share it with you, let’s check some fast facts:

  1. Paid ads are getting crazy expensive. According to Adstage, Facebook CPMs were 171% more expensive just in 2017.
  2. MQLs are not performing any more. The times that you would convert leads generated by a white paper are over.
  3. Over-salesy messages are not working. Indirect promotion pisses people off.
  4. Companies like Trello and Slack experienced explosive growth by leveraging their products.

The world is now Product-led

Photo by Intrinsic

My name is Aggelos M. and I am the CEO and Product-led Growth Lead of the team. Originally a Marketer that quickly realised Product should be the heart of a tech business’ marketing.

Over the last 2 years, we had the chance to work with numerous businesses that all faced similar challenges. That helped us develop a knowledge level and expertise in SaaS businesses facing Product/Market fit and User onboarding challenges.

We are not pioneers. The genius frameworks we are using are not our intellectual property. For these frameworks we have to thank people like Sean Ellis, Andrew Chen, Wes Bush, Steve Blank, Openview Partners and many more for sharing them.

These frameworks, combined with our experience can help us, help you in the following ways:

  1. How to quantify Product/Market fit and run experiments that will bring you closer to it
  2. How to develop a killer Onboarding Process
  3. How to price your SaaS product effectively
  4. How to deal with User, Revenue and Activity Churn
  5. How to generate Product-led referrals
  6. How to quickly - within weeks - shift a confused team into a Product-led feast

Our 11 points of optimisation

During our 31-day engagement, we are focusing on the following:

  1. Set up the right Product metrics.
  2. Document your User Onboarding and optimise it
  3. Evaluate your homepage's copies (we actually bring testers in)
  4. Run user interviews to users that churned to figure out the why's
  5. Crash-test your North Star metric, your OKRs and your main (and alternative) paths towards your product's Aha! moment.
  6. Align your Sales strategy with your Go2market strategy
  7. Identify where the funnel leaks and why
  8. Segment the users and identify patterns between the champions VS the deinterested ones
  9. Optimise your pricing model
  10. Evaluate your product's email and conversational bumpers and propose changes.
  11. Evaluate your acquisition efforts and their alighment with your sales and go2market strategy

What are you getting

At the end of our engagement, you will receive a folder with:

  1. All the analysis we have run, presented in an understandable way.
  2. The changes you need to do to increase your paid users at least 30% sorted by Confidence, Impact and Complexity.
  3. Video explanations and user testings
  4. 4-6 hours to follow up on the Audit, answer questions, debate and set an action plan.

Who's this for (or not)

Our service is ideal for SaaS businesses that:

  1. Are beyond the Idea or MVP stage.
  2. Have spent some time trying to market their product
  3. Are B2B but not B2Enterprise
  4. Have a solid stream of users and revenue which can be improved

The future of Growth belongs to Product-Led companies. At Hubspot, we realized this a few years ago, which is why we disrupted our own business model before anyone else could.

-Kieran Flanagan, VP of Marketing, Hubspot

Our method

  • Free taster
  • Internal Environment
  • External Environment
  • Customer Feedback

Before we engage into any working relationship, we need to know your version of your business' story so far: 1) What seems to be the problem, 2) what have you done so far, 3) which are the short-term and long-term goals and more. We will also offer you a quick evaluation of your Pricing strategy, your User Onboarding and we will measure your maturity to adopt a Product-led Growth approach.

Cost: Free

  • Audit
  • Actionable changes for quick wins
  • Scientific approach
  • Team training

During our 31-day engagement, we will dive into your product data and crash test your User Onboarding process. With the use of our frameworks and experience, we will identify what blocks your growth and create a full analysis of the changes you need to do ASAP. This analysis will consist of the mistakes you are doing, the optimisations needed, experiments worthy of being tested, in written form and custom-made videos. Finally, we will explain our findings and all the data that led us to them.

Cost: 5000 Gbp

  • Implementation
  • Outcome-based engagement
  • Subject to availability
  • For post-Product/Market fit companies

Subject to availability, we will continue our engagement to help your team implement the changes proposed during the Audit. We will act as your Interim VP of Product-led Growth to do the necessary changes in the way you work, the metrics you optimise for and your Go2market with the aim to transform your team into a Product-led feast.

Cost: TBD

Our method

Free taster

Internal Environment External Environment Customer Feedback

Before we engage into any working relationship, we need to know your version of your business' story so far: 1) What seems to be the problem, 2) what have you done so far, 3) which are the short-term and long-term goals and more. We will also offer you a quick evaluation of your Pricing strategy, your User Onboarding and we will measure your maturity to adopt a Product-led Growth approach

Cost: Free

Audit

Actionable changes for quick wins Scientific approach Team training

During our 31-day engagement, we will dive into your product data and crash test your User Onboarding process. With the use of our frameworks and experience, we will identify what blocks your growth and create a full analysis of the changes you need to do ASAP. This analysis will consist of the mistakes you are doing, the optimisations needed, experiments worthy of being tested, in written form and custom-made videos. Finally, we will explain our findings and all the data that led us to them.

Cost: 5000 Gbp

Implementation

Outcome-based engagement Subject to availability For post-Product/Market fit companies

Subject to availability, we will continue our engagement to help your team implement the changes proposed during the Audit. We will act as your Interim VP of Product-led Growth to do the necessary changes in the way you work, the metrics you optimise for and your Go2market with the aim to transform your team into a Product-led feast.

Cost: TBD