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Let’s talk on how to start the Saas ROI conversation. If you are here; you understand the importance of ROI (return on investment for a customer) in sales as well as retention journey. We can start with what is important to your ideal customer profile (ICP), both in small, mid-market and enterprises. These things may change a bit based on the industry the customer is in, however mostly the framework remains the same. I have used these ROI techniques and acquired enterprise cu

Top five Saas ROI mistakes Either you have a small, mid-market or enterprise Saas showing ROI in the sales process and proving that ROI throughout the customer’s contract length is of utmost importance.  Higher the ROI, better customer satisfaction/ NPS, more product/ licenses upsell, higher the chances of customer renewal and higher revenue for you and your Saas company. More customers stay with us and buy more products, better for the saas product as ARR keeps increasing wi

Here is what I learned from my clients in 2025. I will keep sharing additional snippets as I collate them.  Please note that I changed the product, names, locations, b2b/ b2c and other aspects just to maintain the privacy of those who reached me.  Treat this post as a learning experience. See if these learnings are applicable to your software/ non-software businesses and apply those.  Hope my questions and answer format connects with you. I will only share key questions which

Assume your product is b2b Saas with ideal users as account executives, sales managers and sales leaders. Please understand that the feedback from users is important, however sometimes it may get challenging. My approach would be to handle the end to end Saas user testing from planning, recruiting, execution, feedback collection, insights gathering and suggesting changes to the Development team in the upcoming releases, tracking metrics and iterating.  Here are some of the be

Onboarding is one of the most important parts of product adoption, growth and scale in both b2b and b2c. Here are some of the do’s and don't's of Saas user onboarding. For user onboarding consider the goal, create an hypothesis, implement onboarding, track metrics and iterate. I have seen this simple process to work really well. I assume that you understand how user onboarding is connected to revenue, upsells, NRR and more.   Let's start with metrics. Here are some of the met

There are walls built around ancient forts, some of the forts are built on mountains, there are walls plus water bodies built around the forts for protection from the enemy. These are historical examples. They are moats. Their objective is to create a strong entry barrier so the enemy can not come in easily. Moats protect and allow to buy more time to counter-attack/ escape and appropriate steps can be taken in an event of war or attacks.   Building and protecting Saas busine