SaaS Masterclass: Sales, Marketing and

Growth Metrics

1. Basics of SaaS

Navdeep Yadav
Product Manager(GUMLET)
MBA IBS Hyderabad

@navdeep_redefine
 Building SAAS Start-Up from Scratch

SAAS Basics SAAS Business Model SAAS Marketing Metrics

• What is SAAS? • Freemium business model • Customer Acquisition

• History of SaaS?
• Advantages of SAAS
• Difference between IAAS,
PAAS and SAAS
• Types of SAAS
• Building Headless e-
commerce
• Why SaaS is so Exciting for
Investors
• Subscription Business Model
• Free trial vs Freemium
• Pay as You go, business model
• Types of SaaS Pricing
• Pay Per User Pricing
• Featured based pricing
framework
• CAC payback period
• SaaS bookings?
• ACV, TCV and Contract Length
• Customer Lifetime Value
• CAC to LTV Ratio
• MRR and ARR
• Retention Rate in SaaS

SAAS Finance

• Unit Economics in SaaS

• Rule of 40 in SaaS
• Calculate Valuation for SaaS
• SaaS Financial Statement
• SAAS Metrics Dashboard
• Product Analytics with Mix
panel
 Module 1 SAAS Basics

• What is SAAS ?
• Advantages of SAAS
• Difference between IAAS,PAAS and SAAS
• Types of SAAS
• Packaged SaaS
• Collaborative SaaS
• Technical SaaS
• Horizontal vs vertical SAAS ?
• What makes SAAS exciting ?
What is SAAS ?
 What is SAAS ?

On-premise ERP SaaS ERP

 What is SAAS ?

Software as a service (SaaS) allows users to connect to and use cloud-based apps over the Internet
without the physical distribution of the software.

Google Apps (G suite)

Everything from Gmail to scheduling events on your
calendar is hosted on a cloud service.

Slack or Microsoft teams

A great tool for team communication offered as a cloud-
based app

Zoom
A cloud-based video communications app that allows you
to set up virtual meeting

HubSpot
HubSpot offers a full platform of marketing, sales,
customer service, and CRM software
 SAAS around the world

Benefits of using these SaaS over on-premise software

• No Manual Configuration
• No Installation on local machine
• No security & Data issues
• Reoccurring payment
 SAAS around the world

CRM Database Marketing

Automation

Survey
Customer
Inbound communication
SAAS around the world
 SAAS Landscape 5000 Startup

Source :- https://cdn.chiefmartec.com/wp-content/uploads/2018/04/marketing_technology_landscape_2018_slide.jpg
History of SAAS
 History of SAAS

Using a on-premise CRM software vs Cloud based CRM software

On-premise Software Cloud Computing

Software License 9% 68% Subscription

 Future of SAAS

Global Software as a Service (SaaS) Market is expected Companies will be running purely on SaaS soon
to grow at USD 117 billion by 2022 with CAGR of 21% (73% or organisation say nearly all their app will be SaaS)
SAAS IPO in Last few years
 Benefits of SaaS

Benefits of SaaS

Cost-effective:- You don’t have to bear

maintenance and set up costs will upgrade
automatically

Secure:- Ensures to keep your data private and safe

i.e. (HIPAA compliant in Healthcare)

Scalable:- Highly scalable as they are usually cloud-

based. 1 person or 1 million employee

Fast and better upgrades - Deploying new

features, fixing bugs, etc

Easy and quick back-ups:- To Avoid losing data in

the server crash it take backups

Real-time updates - Allow people to Collaborate

and share updates.
 Advantages of SAAS with examples

1
Payment flexibility

2
Scalability

3
Simpler upgrades

4
Cross platform
 1. Payment flexibility

SaaS provides you the payment flexibility by offering you

'pay as you go' payment plan, or scale your use

• Free trial if you aren’t sure

• Allows you to pay monthly or yearly
• Payment flexibility

Each step requires a different system:

1. Payment gateway
2. Merchant account
3. Subscription management
 Subscription Management with charge bee

Subscription Management
• Activate trails
• Override pricing
• Pause subscription
• Upgrade/downgrade subscription
• Reactivate subscription
• Cancel subscription
 2. Scalability

SaaS are highly scalable as they are usually cloud-based so whether 1 employee or 1
million employee they can easily handle the workload
 Cross platform

We will talk about native and hybrid tech tack in the coming video
 Easy customization

Software as a service (SaaS) allows users to connect to and use cloud-based

apps over the Internet.
 Headless e-commerce using SAAS

Build

Deploy

Maintain
Payment flexibility
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