Video Link: http://revenuewire.wistia.com/medias/yloi8flr0k SaaS companies face the unique challenge of needing to consistently keep existing customers engaged to motivate long-term subscriptions while also working to attract new customers like any other business. This presentation covers four customer acquisition and engagement strategies to address this two-fold challenge and increase recurring revenue. You'll learn how to: - Build demand through a robust lead generation campaign - Create a quick and simple onboarding process - Analyze your customers' usage patterns - Ensure customers have a successful experience with your brand

1. 4 Strategies to Increase Your
Recurring Revenue

2. The Unique Challenge of SaaS
SaaS firms are tasked with the unique challenge of needing to not only
attract new customers but continue to engage them for as long as
possible after they’ve signed up.

3. What You’ll Learn
In this webinar, you’ll learn:
Four resource-effective strategies to improve your customer
acquisition and engagement that will increase your recurring revenue
and customer lifetime value.

4. 1. Robust Lead Generation
A robust lead generation program will create demand for your service
among prospective subscribers and doesn’t have to involve extensive
spending on traditional marketing.
Affordable alternatives include:
Content Marketing
Social Media
Customer Referrals

5. Use Content to Showcase Your Knowledge
Educate and build relationships with leads by creating compelling
content like white papers, videos and case studies on a regular basis.
Robust Lead
Generation
1.

6. Create Connections with Social Media
Position yourself as a knowledge expert in your niche and use channels
like Facebook, Twitter and LinkedIn to provide leads with an opportunity
to discover your brand.
Robust Lead
Generation
1.

7. Make Referrals Easy
Make it simple for your subscribers to provide referrals by offering
prepared messages or offering incentives that provide motivation.
Robust Lead
Generation
1.

8. 2. Onboard Customers Quickly
There is only a short window of time to convert leads to paying
subscribers after your lead generation program has caught their
attention.
The onboarding process must be:
Straightforward
Quick
Provide reinforcement

9. Offer Risk-Free Trials
Offer a limited-time trial or a “light” version of your solution for free so
leads can familiarize themselves with your product and prepare to
purchase an upgrade.
Onboard Customers
Quickly
2.

10. Design a Simple Signup Process
Understand where the friction in your existing signup process is and
make adjustments once you have a strong understanding of what
alterations will deliver the largest increase in conversions.
Onboard Customers
Quickly
2.

11. Give Instant Access
Use confirmation emails as a way to prompt new subscribers to visit
your website and begin using your service right away.
Onboard Customers
Quickly
2.

12. Provide Support
Prominently display your customer service number and live chat links to
make it easy for users to resolve any problems they encounter.
Onboard Customers
Quickly
2.

13. 3. Know Your Customer Usage Patterns
Analyzing customer usage patterns will provide valuable information
about which aspects of your service are working effectively and where
added functionality is needed.
Get to know your customers by:
Monitoring customer engagement
Serving customer needs
Responding promptly to issues

14. Monitor Customer Engagement
Track user consumption patterns and compare this data with
conversions, upgrades and unsubscribes to identify any patterns that
may exist.
Know Your Customer
Usage Patterns
3.

15. Serve Your Customers
Conduct periodic satisfaction surveys to allow customers to explain how
they’d like your service to be improved so that it better serves their
needs.
Know Your Customer
Usage Patterns
3.

16. Respond Promptly to Issues
Addressing support issues, whether they can be resolved or not, is
essential to maintaining a positive relationship with subscribers.
Know Your Customer
Usage Patterns
3.

17. 4. Focus on Ongoing Customer Success
Ensuring users are able to successfully use your service and engage
with your brand on a consistent basis is a great way to motivate
subscribers to stay long-term.
Create customer success in three ways:
Proactively engage users
Teach users about the value of your product
Provide incentives to stay engaged

18. Proactively Engage Users
Establish communication post-signup by engaging subscribers
through social media, email, forums and your company blog.
Focus On Ongoing
Customer Success
4.

19. Teach Users About the Value of Your Product
Periodically offer tips, videos, webinars or demos which teach users
about features that they may not yet know about.
Focus On Ongoing
Customer Success
4.

20. Provide Incentives to Stay Engaged
Provide incentives like service upgrades or badges that reward
subscribers for engaging with your brand.
Focus On Ongoing
Customer Success
4.

21. Thank You
To learn more, visit our blog at
www.revenuewire.com/blog
If you’d like more information on the strategies
discussed, contact us at merchants@revenuewire.com