Each stage of growth for a SaaS company requires a different focus. New metrics, new goals, new critical questions. Learn how to pay attention to what matters at each phase of a SaaS company's growth.

1. the art of paying attention
to what matters
(to grow your SaaS company)

2. So many potential metrics

3. so many urgent activities
lots you could do
but
what should you do

4. distractions
can lead to
disaster

5. • Paying Attention: paying particular notice of some features of the
environment to the relative exclusion of others
• Matters: to be of importance
• Focus: a condition in which something can be clearly apprehended or
perceived.
• How do we achieve focus at a SaaS company?

7. “Always focus on the front windshield and not the rear view mirror.”
-Colin Powell
“Where is the knowledge we have lost in information?”
-T.S. Eliot

8. • MVP Stage • Churn
• Feature use
• Survival Financing
• Are customers willing to pay for your
product? Is it valuable to them?
• Do you have financing/cash to
survive?
phases from http://startupcommons.org
MRR

9. • Product/Market
Fit Stage
• Churn
• Funnel/Conversion
• Customer
Acquisition Cost
• Growth Financing
• Can you cost effectively capture
customers?
• Do you have the financing to “put
pedal to the metal” after fit is
verified?
phases from http://startupcommons.org

10. • Scale I Stage • Customer
Acquisition Cost
• CLTV
• Upsell paths
• Organization
Scaling
• How quickly do you start making net
profits from your customers?
• Do you make return on acquisition
investments long term?
• Do you have a path to increase
revenues from existing customers?
• Can your organization handle the
growth?
phases from http://startupcommons.org

11. • Scale II Stage • Customer
Acquisition Cost
• CLTV
• Customer
Segmentation
• Geographic
Expansion
• Can you expand your value
proposition from your initial
customer segment?
• Is the company able to increase
geographic scope?
• Do you have the organizational
processes to increase scope and scale
of your business?
phases from http://startupcommons.org

12. easy to say
hard to do
be vigilant in maintaining focus
learn to say “NO”

13. Limit your focus to 3 or 4 critical issues at
each phase of growth
• Focus creates organizational clarity
• Focus simplifies metrics
Focus accelerates growth

15. • Pointed Insight advises subscription product businesses and SaaS
companies on metrics driven growth and financial strategies, business
modeling, and revenue recognition.
• http://pointedinsight.com
• peter.watridge@pointedinsight.com | 415.272.5346