Many B2B SaaS startups I’ve met managed to find early product-market fit, but struggle to evolve their product to help them scale; they’ve achieved some good traction and need to expand their beachhead, cross the chasm and replicate their success into a much larger market.
To manage that transition, your product and offering will need to evolve in several significant aspects:
I’ve been talking to many early stage Enterprise SaaS companies recently and talked to them about their sales and marketing funnel. For many B2B SaaS companies it takes 3-12 months, depending on their ACV and other factors, to convert a lead to a paying customer.
For many SaaS companies, conversion rates change depending on the age of the prospect at every stage in the funnel. For example, they may close only 5% of their opportunities the same month they were created, but close an additional 10% the following month and 5% additional conversions 2 months after the opportunity is created.