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Trials and tribulations: 4 best practices for increasing trial conversions

A recent study shows 67% of SaaS companies receive some percentage of their new customers through free trials. If your company offers free trials or a freemium model, it’s important for you to find ways to increase trial conversion rates
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seomoz and average saas conversion

SEOmoz conversion isn’t as great as it seems

At first glance the SEOmoz conversion numbers look amazing. Mammoth traffic and 63% trial to paid conversion. The numbers are not as great as they seem. Here is what I would do differently and what we can all learn from
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nCircle - a Totango success story!

How nCircle is Driving Signup Conversion with Totango

“We more than tripled the number of successful trials of nCircle PureCloud, our cloud based vulnerability scanner in just a matter of weeks with the help of Totango insights.” – David Meltzer, VP Engineering nCircle nCircle provides information risk and
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Building Smart Conversion Metrics For Freemium Business Model

How do you grow from trial to paying users? The freemium business model is popular with many cloud-based companies but depending on company size, the user experience for trial users is different each time. We sat down to discuss smart
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Adon Rigg

Improve Trial Conversion – Focus, Filter and Analyze your Data

Do you know how it is that your company gets more and more leads then your sales people can handle but it’s still won’t justify hiring another sales person for your team? Well, in many cases it’s just the case
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Lean Startup Meetup

Trial Conversion “The Early Days” – Lean Startup Presentation

We’ve held yet another very interesting lean-startup meetup on Thursday to discuss free to paid conversion best practices for cloud applications. First, please find within the presentation I’ve used. It’s a collection of many ideas we’ve been working on at
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BadgeVille Interview

Converting from Visitors to Signups and from Freemium to Paid in a Fun Way

In the next couple of weeks I would like to share some short video interviews on relevant subjects taken at several events I’ve been to. At the Enterprise 2.0 Conference, I’ve met Eric Montoya from BadgeVille and interviewed him about
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Target the right prospects

When Not to Waste Your Time on a SaaS Sales Prospect

Anthony Iannarino’s sales blog on “All Opportunities Aren’t Created Equal” got me thinking about prioritizing your time, given limited sales and marketing resources. This is especially important for lean startups and high velocity sales businesses, where there are a relatively high number of
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Sales2.0

Top 5 Trends in Sales 2.0

It was a jam packed day at Sales 2.0 in Santa Monica today. It was a great opportunity to meet with and learn from some of the brightest in the Sales 2.0 community.  I have summarized my key takeaways for
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Why and How to Measure Customer Engagemetn in SaaS?

Joel York: Why to Measure Customer Engagement in SaaS?

Joel York has written extensively about the new breed of B2B buyer and the changes to the B2B sales process, especially for SaaS products. A quick recap … The good old sales process according to Joel “The process went something
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Ways to do Cohort Analysis on SaaS Churn

3 Ways to calculate SaaS Churn (and churn cohorts)

Last week, Jason Cohen wrote a very comprehensive blog on software-as-a-service churn: Deep Dive – Cancellation Rate in SaaS Business Models. I required everybody at Totango to read this blog and recommend that you do the same. Jason looks at
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Making the Most of Your Metrics – Part 2

Making the Most of Your Metrics – Part 2

Understanding data to increase conversion rates and key business processes   Last week, we established the need to measure the “right things” constantly in order to improve trial conversion. This week, we’ll discuss how those metrics can be used to
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SaaS Best Practices: Measuring Trial Conversion Rates – Part 1

SaaS Best Practices: Measuring Trial Conversion Rates – Part 1

Defining an active user and setting a baseline   Over the next few weeks, Totango will be posting a blog series on best practices for measuring conversion rates of trial usage for Software-as-a-Service (SaaS). Trial conversion is arguably the single
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