The Ultimate SaaS Funnel Guide

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Your funnel conversion is your insight into your prospect’s journey with your company. It should highlight the key stages they move through and uncover any friction points in the process. A well-tracked funnel will enable you to optimize your marketing strategy and sales process to efficiently scale your SaaS business. Without it, you hope leads will turn from a website visitor into a paying customer, despite the many steps in between.

To help you go from hope to mastery, we’ve compiled this guide to provide you a one-stop resource for best practices on how to setup your funnel, the marketing methodologies to optimize it as well as the hiring fundamentals to build a team that will continue to take your funnel and your business to new heights.

Table of Contents

SaaS Funnel Basics: Stages, Definitions, Metrics

Master The SaaS Customer Lifecycle Funnel: Acquire, Engage, Retain
This article is must read for anyone looking for a high-level overview of the SaaS funnel. It demonstrates the importance of looking at the customer lifecycle as one big funnel in order to understand the SaaS customer lifecycle.

SAL is the Glue that Binds Sales and Marketing in Lead Generation
Need a refresher on your SaaS funnel acronyms? Industrial Marketing provides clear definitions on key funnel stages, specifically highlighting the importance of SAL – the binding force between marketing and sales.

Why Product Qualified Leads are the Answer to a Failing Freemium Model
Are product qualified leads (PQLs) relevant for your SaaS funnel? Learn about the spectrum of PQLs and how your business can get started with incorporating these leads into your funnel.

Optimizing the SaaS Funnel from Top to Bottom
This article contains a list of resources that will help you dig deeper into each of the key levers within the SaaS funnel. Additionally, the video offers a simple model of a SaaS business and highlights key areas for optimization within the SaaS funnel.

SaaS Metrics – A Guide to Measuring and Improving What Matters
This blog post takes a look from the high level goals of a SaaS business and drills down layer by layer to expose the key metrics that will help drive success.

18 Metrics Every SaaS Company Should Track
Databox has compiled a comprehensive list of key metrics every SaaS company should track in addition to providing definitions for some of the more common funnel terms to help first-timers started.

Marketing Methodologies that Drive Funnel Conversion

7 Laws of Sales Funnel Physics Every SaaS Business Needs to Know
There are success patterns that can be recognized across the fastest growing SaaS businesses. Read this article to uncover the 7 laws of sales funnel physics to understand how you influence the leads in your funnel.

Why You Should Sell To Users, Not Buyers: A Product-led Approach To Marketing
Product-led growth is a capital efficient model through which companies can scale quickly. This article is an excerpt from OpenView’s product-led growth ebook that will help you understand how to take a product-led approach to marketing in order to efficiently unlock scale.

3 Lessons Smart Marketers Can Learn From Growth Hacking
So how do you get started with growth hacking? Read this article to learn three basic steps on how to get started with continuous, rapid testing to iterate and improve your funnel conversion.

17 Best Sales Funnel Examples to Help Your Website Convert More Customers
Want to see how some of the highest converting businesses today convert leads on their site? Check out this article to see 17 example of the highest-converting funnel on the web today from large companies like NetFlix and Groupon to small companies like Crazy Egg and Mixergy.

Building an All-Star Team Around your SaaS Funnel

Building a Funnel Centric Company
The funnel is the backbone of marketing initiatives. While the funnel and various conversion steps are tracked in your reporting. many fail to align their teams to this. In this article, you’ll learn how to structure your marketing department, goals and strategies-around a funnel that has been very carefully thought out and is ever evolving.

How to Structure a Marketing Team of Any Size
2018 planning is upon us and with that comes headcount planning. This article gives a snapshot of how your marketing team should evolve as your company scales.

3 Models Of Effective Sales Team Organization
Product led SaaS companies achieve early scale with a self service model. As they gain traction and look for outlets of future growth, building out your sales team is likely the next step.This article contains the three basic sales team structures that you can use to ramp up your sales game and start off on the right foot.

Bonus: SaaS Podcasts

5 Of The Best SaaS Podcasts
Want ongoing tips on how to unlock scale at your SaaS business and optimize your funnel? Check out these top five SaaS podcasts to stay up to date and learn from the best in the business.

What other resources do you refer to when it comes to optimizing your funnel? We’d love to hear from you and get your input to update this guide!