From ZERO to ONE million $$ ARR in SaaS sales: QuickBlox experience
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QuickBlox started to focus more on marketing->sales conversions and metrics so this presentation from earlier speaking at Conformato 15 conference today provides some insights into what we learned and what we do including things like the power of content and SEO, green vs red buttons and analytics instruments such as pivot table and reports and users conversion funnel as well as SaaS sales talk code such as INQ -> MQL -> SAL -> SQL -> CLO. Enjoy and good luck with building great SaaS businesses!
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From ZERO to ONE million $$ ARR in SaaS sales: QuickBlox experience
- 1. Taras Filatov, founder/CEO, 22 April 2015 http://quickblox.com/ taras@quickblox.com Growing SaaS sales from ZERO to $1,000,000 ARR. QuickBlox experience.http://www.conformato.org
- 2. Q U I C K B L O X C A N A D D C O M M U N I C A T I O N T O E V E R Y A P P O N T H E P L A N E T
- 3. Quickblox in Ecommerce Better online transactions through real time communication and information exchange between buyers and sellers HOW CUSTOMERS USE QUICKBLOX TODAY Kijiji uses Quickblox to connect classified customers in their app
- 4. Quickblox in sports, entertainment and social networking Enabling Consumer-centric sites, apps, and services to engage their community through OTT Playdemic uses Quickblox chat in their Apple featured app
- 5. Quickblox in medical, financial and government Providing OTT communication which is safe, private and regulatory compliant Garda (The Irish Police Force) uses Quickblox to power their missing persons app.
- 6. Quickblox in corporate Allowing organisations to connect their employees & members with private, secure OTT communications compatible with existing systems The Major League Baseball Player Association uses Quickblox to power private chat amongst their members
- 7. OUR PRODUCTS Q-municate is our native app for iOS, Android and the Web. Q-municate is our native app for iOS, Android and for the Web. It integrates tightly with our API.
- 8. WORLDWIDE MARKET If business use of OTT in applications is 2.5% of the Total Addressable market, then we are operating in a $1.4 billion market just for business OTT services. Visitors to quickblox.com Countries in which we have paying clients There are approximately 3,000,000 apps available in stores worldwide a lot of them want OTT communications.
- 9. earch engine, , 3322 Search engine, , 8561 Search engine, , 17158 Search engine, , 24061 Search engine, , 34886 Direct, , 3021 Direct, , 6704 Direct, , 9232 Direct, , 12664 Direct, , 16231 ink, , 2402 Link, , 1868 Link, , 4891 Link, , 4981 Link, , 4297 PEOPLE FIND US We spend no money on marketing. Almost all of our customers have found us organically through search engines, social media and links. Search queries leading to Quickblox include “chat sdk” and “video calling sdk" Search engine traffic Direct traffic Link traffic Visitors to our website 2012 - 2014
- 10. C L I E N T S O F Q U I C K B L O X S A A S 50-80 developers register per day
- 11. C L I E N T S O F Q U I C K B L O X S A A S 47 enterprise prospects per month contact us proactively
- 12. Q : H O W T O C R E A T E A P O W E R F U L INBOUND ?
- 13. A : CONTENT + SEO
- 14. Most of traffic organic from Google Long-term content building and SEM strategy since 2011
- 15. 1839 pages indexed Well structured semantically 1st Page in Google in relevant requests
- 17. RED BUTTONS http://blog.hubspot.com/blog/tabid/6307/bid/20566/The-Button-Color-A-B-Test-Red-Beats-Green.aspx Alas, it’s true, red buttons are more efficient!
- 18. RED BUTTONS
- 19. RED BUTTONS
- 21. "If you can not measure it, you can not improve it."
- 22. Do you understand this? http://www.quora.com/What-are-the-typical-conversion-rates-in-the-waterfall-funnel-model-between-INQ-Mql-SAL-SQL-Opp-Closed
- 23. Do you understand this? At QuickBlox we didn’t until Q1 2015 http://www.quora.com/What-are-the-typical-conversion-rates-in-the-waterfall-funnel-model-between-INQ-Mql-SAL-SQL-Opp-Closed
- 24. MQL -> CLO: main metric for SaaS CEO to focus on http://www.quora.com/SaaS-marketing-metrics-What-are-the-average-conversion-rates-from-MQL-to-SQL-SQL-to-Opportunity-Opportunity-to-Close http://www.saastr.com
- 28. How QuickBlox tracks Marketing -> Sales metrics
- 29. Free users funnel (started tracking in 2014)
- 30. Enterprise clients funnel (started tracking in 2015)
- 31. How to make: Step 1, Raw data
- 32. Step 2, Pivot report
- 33. Step 3, Intermediary reports (if needed)
- 34. Step 4, Funnel
- 35. What next? Change Measure Grow! $3-6m ARR
- 36. Thank you for your attention! http://quickblox.com/ taras@quickblox.com
Notes de l'éditeur
- Most of these brands came via inbound
- We only had a funnel for Free tier tracked in 2014.
- Started to track enterprise funnel in 2015.
- First you need to make a raw data sheet.
- Then create a pivot report table.
- Create intermediary in-depth reports and charts into misc aspects if needed.
- Finally, create the proper SaaS enterprise funnel.