"1. Building blocks of a high growth inbound marketing driven business model. 2. Acquiring users and keeping them paying. 3. Most important KPIs and tools."

1. How to reach $150k MRR
without salespeople
Case Leadfeeder
Pekka Koskinen
Founder of Leadfeeder

2. Marketing tools Sales tools

3. MY BACKGROUND
2001
Web development
4,3M rev
60 employees
Partial exit to OP
2012
Web development
2,3M rev
30 employees
2004
Web analytics
3,5M rev
50 employees
Exit to Fonecta
2013
Sales intelligence
1,4M rev
25 employees
Sales by salespersons
Automated,
no-touch sales

4. HIGH GROWTH BUSINESS MODEL
Source: www.forentrepreneurs.com/startup-killer/

5. 1.ACQUIRING USERS
• Content marketing + SEO (own blog, guest blogs)
• PR with inboundjunction.com (articles inTechCrunch, Forbes, Entrepreneur.com)
• Adwords, Facebook,Twitter, LinkedIn
• Google, Pipedrive, partners, comparison websites and affiliate program
• Viral loops (share to extend your free trial)

6. 2. CONVERTINGVISITORS
• Instantly see what this is about
• CTA with email field
• Easy signup process, no credit card
needed
• Landing pages for top keywords
• Welcome back page to market webinars

7. SETUP AND USE
GOOGLE ANALYTICS
Setup utm-tags and
goals with funnels
Use GoogleTag Manager
What to use for:
• Traffic sources that convert
• Campaign optimisation
• Conversion rates and funnels
• Dashboard

8. 3. COVERTING USERSTO PAID CUSTOMERS
• Onboarding program with Intercom
• Responsive chat support
• 30min free online ”training”
• Easy credit card payment (or invoicing)
• Pay or share (or work)

9. INTERCOM FOR MARKETING AUTOMATION

10. 4. RETAINING CUSTOMERS
• Aim for net churn less than 2% per month
• Create a Customer Success position / team
• 30min free online trainings
• Webinars, support materials, case studies
• Monitor user activeness with scoring model
• Intercom campaigns to paid customers
• Upsell and support with consultancy and
education
• Longer subscription periods

11. GOOGLE SHEETS + SUPERMETRICS
• Automatically refresh and
email data with SQL from our
business database
• Match data with Google
Analytics information
• Use pivot for analysis

12. TIPS FOR GROWTH
• Use the high growth business model
• Avoid sales costs, prefer inbound marketing,
automated sales and partnerships
• CAC < 12 month LTV
• If you have high churn, keep working on your product-
market fit
• Monitor user behavior from landing page to sales
• Use marketing and sales tools for automation and
analytics

13. THANKYOU!
pekka.koskinen@leadfeeder.com