The Three SaaS Levers that Drive Growth and Keep You From Plateauing
To build a high-growth SaaS business, you need three growth levers working perfectly. If any of them aren’t working, your SaaS growth plateaus. You also need to build them in the right order. We’ll make sure your growth levers are healthy so you can keep adding momentum to your growth.
What is negative churn?
Revenue from each cohort
expands faster than the
revenue lost from that
• We’ve focused heavily on P/M ﬁt to get super
• We’ve found the pricing metric that easily
convinces customers to pay more.
• Low churn + expansion revenue means we’re
stable or growing without any acquisition.
• Now our acquisition is 100% upside.
If the majority of your
acquisition goes to
replacing lost MRR every
month, you will plateau.
Funnel also suffers: the alligator sales funnel
Leads growing at 10% MOM, new customers constant at 100
Jan Mar May Jul Sept Nov Jan Mar May July Sept Nov
Qualiﬁed leads New logos
Marketing can dodge a bad product, sales can’t
The alligator funnel is nasty.
Marketing and sales will
blame each other.
Usually a product problem.
This is why we focus on
1.Make sure you have P/M ﬁt and
2.Get cohort expansion in place
with a great pricing metric
3.Build your lead gen machine at
the right time
Your growth levers, step-by-step