3 ways to transform your product to help you cross the chasm


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:

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A simple funnel planning model

funnelI’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.

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