SaaS Foundational Training

ICP - Ideal Customer profile

- Ship Code & Close Deals to impact one of these metrics!

1) Acquisition

They become a user!
How many you acquire - What % sign up

2) Activation

They take a meaning set of steps
a)
b)
c)

How many you activate - What % complete activation once acquired

3) Revenue

a) Freemium

What percent of of Activations generate Revenue (become customers)

4) Retention

What percent stay for how long?

5) Referral

What percent refer?

THESE 5 METRICS BECOME YOUR FLYWHEEL

1. Business Parameters

   • Self-service offering for at least $30/mo (anything less is not important enough)
   • Product should be close to end user revenue or fame (get them paid or get them made/fame)
   • Serving awesome people (enjoy working with these people)

2. Who is the Ideal Customer

   • Important and urgent problem
   • early adopters
   • have money

3. Build an audience first

   • start the conversations first
   • get your product market fit faster as you have conversations
   • build the sales funnel - 1-1 conversations