TIC 2015 - Adam sans video
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Transcript of TIC 2015 - Adam sans video
![Page 1: TIC 2015 - Adam sans video](https://reader031.fdocuments.us/reader031/viewer/2022030300/5881b8291a28abdd348b6c6d/html5/thumbnails/1.jpg)
The Most Lucrative Business Model on the Planet
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The Colossal Shift in Risk
Customer Risk
Large install, training, utilization
Provider Risk
Outcome and Engagement
![Page 3: TIC 2015 - Adam sans video](https://reader031.fdocuments.us/reader031/viewer/2022030300/5881b8291a28abdd348b6c6d/html5/thumbnails/3.jpg)
The Colossal Shift in Risk
Customer Risk
Large install, training, utilization
Provider Risk
Outcome and Engagement
![Page 4: TIC 2015 - Adam sans video](https://reader031.fdocuments.us/reader031/viewer/2022030300/5881b8291a28abdd348b6c6d/html5/thumbnails/4.jpg)
The Colossal Shift in Risk
![Page 5: TIC 2015 - Adam sans video](https://reader031.fdocuments.us/reader031/viewer/2022030300/5881b8291a28abdd348b6c6d/html5/thumbnails/5.jpg)
….Leads to a Colossal Shift Toward You
Product Outcome
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Partners Create Outcome and Engagement
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Mastering the Cash Flow Challenge
David Skok SaaS Metrics 2.0
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Mastering the Cash Flow Challenge
David Skok SaaS Metrics 2.0
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Customer Acquisition
Customer Acquisition Cost (CAC)
• Salary and Bonus• Time• Support• Marketing and Lead Generation• Admin
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Optimal Payback
CAC Payback < 12 Months
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Optimal Business
Lifetime Value (LTV)> 3x CAC
1x – Cover Acquisition Costs2x – Cover admin, support 3x – Allow for reinvestment and profit4x – Under investing
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Decrease Cost of Acquisition
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Optimal Business
LTV > 3x CAC
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Lifetime Value
• Lengthen Time• Increase Spend
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Customer Life After Contract Term
0 months 30 months 60 months
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Lengthen Time
• Great Installs– Great Design – Project Management
• Retention plan
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Lengthen Time
• Engagement– Relationship – Time Invested– Predictive Advisement – know there’s a
problem before your customer
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Increase Spend
• Trusted Advisor
• Upselling and cross selling
• Billing
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Recap
LTV > 3x CACLower Cost of Acquisition• Engineering• Project Management• SME Program
Increase Customer Life• Time Expended• Relationship• Retention Plan
Increase Customer Spend• Monitoring• Upsell/Cross Sell• Billing