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From sign up to subscription


#1

Just sharing numbers:

  1. Sign up. Automatic 14-days trial starts.
  2. First 3 days are critical. We monitor every step and we proactively send “how to” emails.
  3. If user has not logged in for more than 2 consecutive days (weekends excluded) during the trial - we have lost the lead.
  4. If user is actively engaged, we are offering customized demo (we ask for use cases). In 90% of cases it happens in the second week of the free trial.
  5. For actively engaged users we typically extend trial 2 times.
  6. Typically, it takes 40 days to convert the lead to customer.
  7. An average number of hours per week spent on supporting actively engaged user (before converting lead to subscription): 8

If somehow I could reduce it to 1-2 weeks I would be driving Ferrari.


#2

What does your top of funnel & bottom look like?

How many are making it through to become customers?

I actually just started a question in a different thread moments before reading your post haha. It seems timely.


#3

If you are asking about site visitors vs signups it’s less than 1%.

The conversion rate is ~ 10%.

Our SaaS is relatively complicated (easier than most of the competitors) and expensive (cheaper than most of the competitors).


#4

How are you filling the top of your funnel? Ads? Content Marketing?

Cheers,
Bob


#5

No ads. Email marketing (we bought a few lists), social (mostly Twitter), SEO. No content marketing per se but we do a have fairly regularly updated documentation, which is very much indexed by Google and regularly appears in searches.