Category Archives for "Lean-Case"

Jun 14

Sales Ramp Up – When Will Salespeople Start Making Quota?

By Eckhard Ortwein | Lean-Case

Sales Ramp Up – When Will Salespeople Start Making Quota?

Sales Ramp Up – When Will Salespeople Start Making Quota?

The more your SaaS or software company offers a more sophisticated, higher priced solution, the more likely it is you will use a salesforce – yes, one with real people! Their role is to help convince customers of your merits and bring in orders. Whether your salespeople are inside or field representatives will depend on your offering and your target customers. In either case, Sales Ramp Up is relevant – how soon will they generate the right levels of revenue?

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Jun 14

Finding the Sales Commission Sweet Spot for SaaS

By Eckhard Ortwein | Lean-Case

Finding the Sales Commission Sweet Spot for SaaS

Finding the Sales Commission Sweet Spot for SaaS

Which levels of Sales Commission will keep your SaaS salespeople motivated to sell more, without unduly eating into your profits? “Trial and error” is one way of answering this question. Hopefully, you won’t end up pushing too much sales talent into the arms of your competitors in the process. Alternatively, you can simply see what the going rate is, then match it. You’ll still need to figure out things like your value proposition and the best way to manage sales rep egos, but at least you won’t have to worry about insulting them about their compensation.

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Jun 13

How To Grow Your Startup To The Scaleup Phase In 2 Years

By Kayleigh Alexandra | Lean-Case

How To Grow Your Startup To The Scaleup Phase In 2 Years

Anyone can start a business — that part isn’t particularly complicated, and there are enough guides out there that you can follow a set procedure by rote and call yourself an entrepreneur. It’s everything after that point that’s complicated. Consider this: it’s been reckoned that the probability of a new business making it to a fifth year is only slightly higher than fifty percent.

Let’s say that you’re particularly ambitious: you not only plan for your new business to survive indefinitely, but also intend to hit the scaleup phase in just a couple of years. Plenty of startups that prove sustainable never achieve the kind of success needed to scale up significantly, so you’re clearly facing a major challenge.

Nothing is ever guaranteed, naturally, but how can you optimize your chances of reaching your goal? Here are some suggestions to help you navigate the choppy waters of startup growth:

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Dec 10

The SaaS Business Model – double revenues with incremental improvements

By Eckhard Ortwein | Business Model , Lean-Case , SaaS

LeanCase WinningbyDesign

The SaaS Business Model and the power of incremental improvements 

This post illustrates how incremental improvements along the Customer Lifecycle of a SaaS Business Model can result in massive changes of outcome for revenues as well as profitability.  In Customer Lifecycle models  revenues are not the sum of deals, but the product of conversion and expansion rates, creating "multiplicative" instead of "additive" impact. We describe which time, conversion, volume and financial metrics are required to capture all assumption for the business model. Learn how you can more than double your revenues by improving key metrics only between 10% and 15%.

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Sep 29

Unit Economics – Do you have a viable business model ?

By Eckhard Ortwein | Investor , Lean-Case

Unit Economics: Is Customer Lifetime Value > Cost of Customer Acquisition?

This post provides Entrepreneurs, Business Managers and Investors provides a simplified model and an introduction to Unit Economics enabling you to validate if the business model for any SaaS or subscription/recurring revenue business is viable.Unit Economics answer a key business question:  Is the Lifetime Value of a customer significantly higher than the cost to acquire a customer? We also have a look at various factors, how they can impact unit economics and how you can check your unit economics in 7 steps. Why is this so relevant? Only if you get your unit economics right, you can invest funds into scaling your business. 

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Sep 16

What is a Business Model ?

By Eckhard Ortwein | Business Model , Investor , Lean-Case

What is a business model

What is a Business Model and what turns a Business Model into a Business Case?

A great business model describes your business logic and supports it with meaningful numbers and metrics. However, most business model approaches are very thin (not even lean) when it comes to numbers and metrics. They don't lay out activities to quantify assumptions or even suggest meaningful benchmarks. So, what is a business model? This post proposes a business model framework taking the best elements of a few approaches and allowing you to capture your assumptions in a structured manner. We describe what turns a Business Model into a Business Case and how you can easily quantify your assumptions. Discover a completely new way of how to create a business case.

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Oct 16

Creating a SaaS B2B Business Case in 30min

By Eckhard Ortwein | Lean-Case , SaaS

B2B_Tutorial_0_SaaS_B2B Business Modell

Understand if your case is viable

We are going to show you how you can understand Customer Lifetime Value and your Unit Economics by creating a Software-as-a-Service (SaaS) Business Case in Lean-Case. It takes 3 steps and 30 mins to set up your customer pricing, set up the profile of a Sales Team with a Quota and the time plan when you add teams to your plan. 

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