Freemium Upsell Tactics: How to Hook Your Users & Drive More Business

Enticing hooks and ease of use — discover some of the key freemium upsell tactics Kareo founder and CEO Dan Rodrigues recommends for SaaS companies.

It’s going to be hard for your customers to turn down a free product. If you’re a SaaS vendor operating on a freemium model, the trick is to make it even harder for them to turn down your upsells once they’ve gotten a taste of your service. In other words, it’s up to you to make sure they’re hooked. Dan Rodrigues, founder and CEO of Kareo, shares a few freemium upsell tactics and discusses the strategy behind converting your users to paying customers.


Lead Generation: Who Should Be Coaching Your Team?

Consistent coaching is incredibly important if you want your lead generation team to succeed (learn why in this post). But who in your organization is best suited to the task?

Just as in sports, lead generation team coaching can come in many different forms. There’s no set blueprint for selecting the perfect lead generation coach to guide your reps. Instead, you need to take a look around and assess who in your company is both best equipped and most willing to commit their time to helping the team grow, says Steve Richard, co-founder of Vorsight.


Setting SaaS Priorities: Establishing a Clear Line-of-Sight to Revenue

Unlike product-based businesses, it can be difficult to track the impact that every activity or investment has on a SaaS company’s bottom line. So, how can you do it?

In SaaS companies, many of the things that a business invests in are features and functions that are designed to improve the experience of an existing user base and reduce customer churn. Deciding which of those investments will produce the most optimal results and then prioritizing those investments, however, can be a significant challenge.


Henry Ford’s Big Mistake: An Entrepreneur Cautionary Tale

Learn how the celebrated innovator became a prisoner of his own vision, which ultimately resulted in an enormous downturn for his company.

Henry Ford is unquestionably one of the greatest entrepreneurs to ever live. Anyone looking to follow in his footsteps would be wise to emulate him in countless ways. But it’s also important to learn from his missteps, say Brant Cooper and Peter Vlaskovits, authors of The Lean Entrepreneur. Looking at what was eventually his undoing, they see an entrepreneur cautionary tale that mirrors many contemporary situations facing SaaS companies.


Tech Trends Shaping the Future of Social Media

Put yourself in a prime position to make a big impact in 2014 by staying ahead of upcoming trends and anticipating what the future of social media holds.

You don’t need a time machine or a top-notch psychic to predict the future of social media. After all, we’re not talking about flying cars here. No, to set your business up for success, you just need to anticipate trends on the horizon in the next 12-18 months. Daniel Cristo, co-founder of Triberr, explains where you should be looking to get ahead.


Build or Buy? How to Decide if You Should Outsource Development

Before you add new features to your product, you should ask yourself these four questions to determine whether it makes sense to outsource development.

Let’s say you’re a B2B software company that sells marketing automation tools, but you want to incorporate revenue optimization or predictive analytics into your product. Should you invest the resources into building those features yourself, or would you be better off outsourcing development?


Lead Generation: How to Help Reps Who Are Struggling

If you’ve got team members who are falling behind the pack, try some of these proven tips for lead generation reps.

You’re always (well, hopefully) going to have a few superstars who outpace the team and need almost no coaching. But on the flip side of that coin, you’ll likely have some members of your team who have some trouble hitting their quotas. Of course there are a variety of reasons they could be struggling, and after seven years of leading the team at ExactTarget, Christy Weymouth has a few tips for lead generation reps.


How Freemium Impacts Your Economic Model

It may lower your customers’ barrier for entry, but it can also raise the stakes for you financially in the long run. For SaaS companies, it is incredibly important to understand the freedom and limitations of the freemium model. 

Free might be music to your customers’ ears, but it probably makes your CFO cringe. After all, if offering your product for free isn’t positively impacting your bottom line, then it’s not going to be worth it. But instead of thinking of it as free, explains Kareo founder and CEO Dan Rodrigues, the freemium economic model really just allows you to shift funds around.