Net Promoter Score (NPS) has gained traction as the de facto standard for companies to track and improve its customers’ loyalty and advocacy. Higher the NPS score, higher the prospect for the company to grow through upsell to existing customers as well as through new

Lead Score framework is the cornerstone of a business-to-business marketing and sales process. Lead score indicates the potential of a lead to convert to sale, and therefore, it dictates how a lead is handled on its way to sale. Lead score is a component of

In our last blog, we covered the key metrics to be included in the first two sections of the dashboard – Attract and Capture.  In this blog, we will cover the remaining three sections – Nurture, Convert, and Expand. 3. Nurture Main Nurture metrics include:

Objective of a lifecycle marketing dashboard is to provide a quick understanding of various stages of the lead lifecycle. The metrics in the dashboard should be selected carefully so that fewest metrics can give the broadest understanding of the business. The dashboard should be populated

Customer Acquisition Cost (CAC) is an important metric in the SaaS industry.  CAC is tied at the hip with Lifetime Value (LTV) that we discussed in a previous post.  The simplistic formula for estimating CAC is: {Fully loaded (including Headcount) Sales and Marketing Expenses for

Flexibility wasn’t something hiring managers dwelled on a decade ago, but a new economic landscape has brought the strategy to the forefront of the recruitment world. Companies today offering flexible working arrangements for their employees—such as telecommuting options and scheduling flexibility—are finding numerous rewards from

Calculating Lifetime Value (LTV) of customers is essential for smart marketing in any B2B SAAS company. LTV dictates how much money to spent in acquisition as well as the nature of retention and upsell efforts. To make things interesting, LTV typically differs by customer tier,

Having a worker pipeline in place—essentially a resource of qualified professionals you can reach out to for filling vacant positions—is a prudent move for any company. Especially given that research shows American companies lose billions of dollars annually from the fallout of unfilled openings. One

With so much emphasis understandably placed on forging an impressive team of upper- and middle-management executives, it can be easy for organizations to overlook the significance of their entry-level employees. One word of advice on this: Don’t! These workers, in their own way, are the

There are two factors that make up the revenue potential of a lead: Size of the potential deal Likelihood of conversion from lead to customer How to handle the lead is dependent on the combination of these factors. Size of the potential deal This is

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