All posts in SaaS


13 Top B2B Review Sites to Uncover What Customers Really Think

review sitesOne of the most important things when running your business is understanding how your customers feel about your service.

We all know that it’s tough to gather all the feedback you would like. You’re more likely to talk to customers in your support channels when they experience an issue, but that doesn’t always give you a holistic understanding of their experience with your product.

Equally, social proof is a very important area to leverage when trying to bring new customers on board. This means that public praise of your product can increase your acquisition rates and lower acquisition costs.

Positive or negative, reviews – particularly public ones – provide huge value to businesses in how we shape immediate and long term decisions.

This is why we at Process Street are writing up a list of the top places you should make sure you have listings for, should make sure you monitor for feedback, and make sure you engage on to improve your customer’s experiences.

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10 Ways to Use Personalized Marketing to Boost Your SaaS Sales

content personalization

This is a guest post from Emil Kristensen, CMO and co-founder of Sleeknote: a company that helps e-commerce brands engage their site visitors—without hurting the user experience.

If you have a SaaS company but you’re not using personalized marketing, you’re missing out on one of the biggest opportunities to grow.

The reason?

SaaS companies are different than many traditional models. Instead of building up to a one-off purchase, SaaS benefits from a long relationship with a customer.

That means you can increase brand loyalty in ways most consumer products cannot, and you have a host of personalized marketing data at your disposal.

Today we’ll look at the three most effective ways to use personalized marketing in SaaS to increase your sales: through your emails, website, and app.

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What is Churn Rate? How to Calculate Customer Churn (Definition + Meaning)

churn rateWhen it comes to running a business, particularly a SaaS company, understanding churn is vital.

There’s a lot to cover, so let’s cut straight to the chase.

In this Process Street article, we’ll look at:

  • What is churn?
  • How to calculate churn rate
  • Churn examples: From Facebook to Twitter to HubSpot
  • Why do customers churn?
  • McKinsey’s 4 best practices to increase retention rates 15%
  • 3 practical steps to reduce churn in your business
  • The Harvard churn management algorithm
  • Churn management resources to help you reduce churn
  • Use Process Street to help you tackle churn in your business

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The E Myth Summary: How to Create a Business That Won’t Fail Immediately

E Myth Summary

When Michael E. Gerber gives you advice for starting a business you listen to it.

With a career spanning over 40 years and working with hundreds of thousands of companies worldwide, Gerber’s expertise is invaluable to anyone looking to start their own venture. Lucky for us, he’s written several books on the topic, the most famous of which I’ll be summarizing in this post.

This E Myth summary will take the core business tips from Gerber’s work and condense them into a single post. It’s all of the value, proven with examples from companies like Facebook and Zenefits, and doesn’t need you to spend 40 years to learn it.

In particular, I’ll be covering:

  • Balancing your business personalities
  • Creating a business, not a job
  • Working on your business, not in it
  • Why your business needs systems
  • The idea of your business being your product
  • Motivating employees with the idea behind their work
  • Make topics human to make them interesting

Let’s get started.

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The 5 Project Management Steps To Run Every Project Perfectly

project management steps

Project management is the key to sticking to your budget and deadline, whilst keeping the most important tasks at the forefront of your company. Without it, you leave the future of your business at the mercy of your teams and employees (which, in case you weren’t aware, is not a good business model).

For such an important process, the project management steps are a little muddy, with sources citing differing numbers of steps, timelines, etc. Then again, it’s a massive topic with a huge margin for error; how the hell do you convey these steps when the project could be anything from “get winter clothes in stock” to “grow to $220,000 monthly recurring revenue”?

project management steps - dilbert

Well, we here at Process Street hate making things complicated, so we’ve simplified the project management steps of any and every undertaking to five easy stages.
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15 Landing Page Best Practices to Boost Conversion Rates

landing page best practices

We all want our audience to do something, be it to sign up for a new product or download an ebook.

This is why landing page best practices exist – to boost conversions.

That’s why this post brings you 15 of these tips in detail, covering everything from how the ideal headline formulas to how to design and position your call to action (CTA).

But first, the basics.

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4 Things SaaS Companies Need to Know About Regulatory Compliance

The following is a guest post submission from Nathan Sykes. Nathan is the founder of Finding an Outlet, a site dedicated to the latest in B2B IT news and trends. Follow him on Twitter @nathansykestech to read his latest articles.

regulatory compliance

As cloud-based solutions, like SaaS and remote technologies, become more prevalent than ever we’re starting to see regulators and auditors get more serious about IT governance standards. As standards become more stringent, companies become more aware of the requirements set upon them and, in turn, ask providers to help with IT audits.

As you might expect, this means the pressure gets offloaded onto SaaS providers, who don’t generally perform audits or mind regulatory requirements outside of their own responsibilities. But the landscape is changing rapidly, not just in regards to audits but additional regulatory and legal constraints too, right along with financial limitations and tax requirements.

What exactly is changing in the SaaS legal landscape, and what do you need to know about it?

Sales tax and nexus

In October 2017, the U.S. Supreme Court ruled in South Dakota v. Wayfair that internet-based and e-commerce retailers can be required, by law, to pay and collect sales tax in states even where they lack a physical presence. This completely uproots decades of legal precedence, not the least of which relates to the concept of nexus.

How nexus applies

Source

Nexus is essentially your physical influence or presence within a state. If you have “nexus” within a region, then you can be required by law to collect and pay sales taxes lest you incur fines and compounding interest. The idea is used to declare and determine where a business may have a physical presence even outside their home state.

Determining nexus has always been particularly tricky because each state varies regarding qualifications. What gives you nexus in one state may be completely different in another. And this supreme court ruling just made it even more difficult, especially for SaaS providers who operate and serve on a broad level outside of their home location(s).

As a result, South Dakota now has an economic nexus law — among 25 other states and counting — that increases the tax burdens of online businesses, SaaS and cloud service providers included. What this means is that general tax burdens will grow, and companies will need to expansively research tax burdens on a state-by-state basis with more scrutiny than ever before. This has happened before, further muddling the definition of nexus and sales tax when it comes to online services, so it’s not unreasonable to think it will be expanded even more in the future.

A major issue with these tighter laws is that they tend to have low limits: 200 total transactions — as opposed to customers outright — in a state will commonly develop nexus. But since SaaS providers deliver subscription-based pricing models and deal with multiple invoices per client, you can end up with nexus in a state faster.

This further facilitates the need to have an accountant or experienced professional deal with taxing and monetary collection policies. Don’t overlook this, especially if your business is spread across varying locations and your service coverage is far-reaching. You will need to identify and understand where sales tax is necessary, and failure to do so will lead to severe consequences not the least of which is heavy legal fines and court costs.

Provider-focused auditing

Security and data governance audits are less an optional state of checks and balances and more a legal and regulatory requirement these days. Therefore the onus has shifted to providers to help deal with and prepare for some of these experiences.

SaaS regulation barriers to cloud adoption
Source

Increasingly, SaaS clients require records on IT security audits, clear-cut data storage, handling and protection policies, performance standards, end even risk management or disaster recovery plans. In other words, you may be initially audited by clients — in a way — before any legal audits take place.

Common auditing concerns

More than proper planning and documentation, it helps to have these elements established long before your clients even ask, so that when the time comes, you can provide the necessary assurances.

Here are some things to consider for future and present audits:

  • Do you have a corporate security policy?
  • Is there a dedicated security team in place to handle events and failures?
  • Do you have a formal procedure for reporting a security violation or data breach?
  • Do you regularly conduct penetration testing or have a third-party handle the process? When was the last relevant test performed, and what were the results? What are you doing to remedy any flaws or vulnerabilities discovered?
  • Whether through external means or internal discovery, what are you doing to both identify and remediate vulnerabilities in your system and network?
  • How often are applications or software tools updated? What is the process for doing so and how does this affect security? What about customer or client downtime? How long will the update process take?
  • Do you have a process for announcing and sharing scheduled maintenance sessions?
  • Is there API access or external integration support? How does this relate to data security and protections?
  • Are all API units authenticated, data encrypted, and monitored?
  • How do you physically secure access to your data facilities or operations sites?
  • How do you comply with HIPAA/Sarbanes-Oxley/PCI DSS 3.0/ and other similar-level regulations? Do you have documentation to support this?
  • Are all your processes — including data backups — documented in full with details on how you handle operations?
  • How far does your disaster recovery plan extend? What will you do if your customers are affected by a breach? How will you continue to ensure their privacy and security?

Legally mandated data protections

GDPR or the General Data Protection Regulation in the European Union is designed to protect businesses from overreaching and provide more assurance for citizens in regards to personal data and privacy. For example, one new requirement from the law forces companies to offer a “forget me” option that allows European citizens to not only download and see any personal associated data collected about them but also delete it in full.

Since SaaS in the enterprise is not inherently a consumer-level business it’s easy to fall into the trap of thinking GDPR doesn’t apply. But it does, in some cases even on multiple levels. With some providers, for example, the protections may extend to customers, a customer’s customers and sometimes beyond. This means that even if your company or business doesn’t serve affected customers, but one of your clients or service users does, then you’re obligated to comply where applicable.

Under GDPR, the purpose, nature and storage duration of data must all be supplied and honored. That is, if you say you’re going to keep data for two years, then you should immediately purge it after said period. You must also define and adhere to the type of data being processed, while also considering the responsibilities, rights and requirements of customers — who generally serve as the source or inherent “owner” of specific data sets.

This extends to security protections, as well. Customers must be informed of a breach or security issues as soon as it a company is aware of it. Providers must ensure that protections are in place to prevent data breaches and fully secure customer information. Failure to do so will result in hefty fines.

Here’s a GDPR and protections checklist you can review to ensure ultimate compliance:

It’s important to understand, however, that no matter how comprehensive this checklist may seem, there’s much more that goes into ensuring compliance. Therefore, it’s crucial you do your due diligence to research and understand the new regulations and how they apply to your business and operations.

General data practices

Outside of the legal and regulatory space, there’s also the matter of protecting your data and digital assets internally.

Throughout most of your auditing and data protection strategies, you’re focused on external data channels that often stem from your customers and umbrella users. It’s easy to forget that you — as a business — have your own proprietary data and trade secrets that you need to handle properly.

Here are some questions you should be asking:

  • How often do you back up your sensitive data and where is it stored?
  • How often are backups completed? If there is a data breach, failure or complication what could be lost?
  • What security measures do you have in place to retain control of your systems and network?
  • How will service interruptions affect your customers, their data and their users?

Protecting data that belongs to your customers and clients is vital, but you need to protect the content that relates to your business or organization and its primary operations as well. If you offer a cloud-service application, for example, where is the source code housed and is it handled or edited in a way that won’t compromise the entire business?

The landscape is tumultuous; be ready to evolve

As is evident through many of the discussions in this guide, the world of cloud computing and SaaS is changing considerably, along with the rest of the enterprise market. There’s a general focus on network and user security, data protection, customer rights and moral responsibility in some cases in regards to products and service offerings. Sometimes, as is the case with GDPR, regulations extend beyond your direct clientele and stretch further down the chain to include anyone affected by internal data usage and collection.

That’s why compliance internally is crucial to the success and continued operations of your business. The last thing you need to deal with are repercussions handed down by government bodies, your customers or the community at large.

Ahrefs vs Moz: The Ultimate SEO Tool Showdown

Moz vs Ahrefs

Looking at the pricing pages and marketing material for complex SaaS products can be confusing enough, but comparing two similar products is a real pain on paper.

Which do you choose?

Ahrefs and Moz pricing pages

From just this information, the list of features, and outdated reviews, it’s impossible to make a decision, especially with a very specific set of requirements.

After checking out the features of the major SEO tools, we decided to try Moz and Ahrefs in parallel, getting trials of both on the comparable Medium and Standard plans.

What are our SEO requirements?

Process Street is a young, content-focused startup. Thanks to our content marketing, we’ve been able to grow the company through PR efforts, blog content and guest posts — all without breaking the bank. Finding a powerful tool to analyze just how successful these efforts have been is top priority, to make it less hit-and-miss and shape our SEO strategy in the future.

Here’s what we need from a tool:

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The 45 Best Sales Books to Learn How to Dominate Your Industry

best sales booksSales is one of the core aspects of how a business functions.

Without sales, your brilliant product will just sit there, neglected and unused.

But no one is born as a brilliant salesperson, just as no one is born with an innate knowledge of how to run an effective outbound strategy.

We learn these things on the way. A lot of the time, we learn from the sales jobs we’ve had. But we shouldn’t limit ourselves to that. Why not learn from the best salespeople, the highest performing companies, and the extreme examples?

In this Process Street article, we’re bringing expertise galore to your bookshelf or Kindle. We’ll go through our 7 key recommended reads, and follow that with 38 more sales books to satisfy your niche, industry, or needs.

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App Virality Hacks: How Trello and Asana Grew to Millions of Users

Trello vs Asana

If you’re looking to rapidly grow your user-base by optimizing your product, simply signing up to Trello and Asana will give you a masterclass.

These two apps are optimized for virality because they work best when teams collaborate around them. Here’s how it’s done.

The whole point of project management apps is to give teams a central place to collaborate, update project status and store information. Trello and Asana aren’t particularly useful for individuals, so their product teams put extra effort into getting users to propagate the apps within their own organizations. No marketing required.

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