Break Through ANY SaaS Revenue Plateau In 4 Simple Steps

in this video I talked through the four in this video I talked through the four ways to break through any SAS Revenue ways to break through any SAS Revenue ways to break through any SAS Revenue plateau and if you stick around till the plateau and if you stick around till the plateau and if you stick around till the end I'll give you a special bonus tip end I'll give you a special bonus tip end I'll give you a special bonus tip that most Founders aren't aware of I'm that most Founders aren't aware of I'm that most Founders aren't aware of I'm Rob Walling a startup founder with Rob Walling a startup founder with Rob Walling a startup founder with multiple exits author of three books on multiple exits author of three books on multiple exits author of three books on building startups and an investor and building startups and an investor and building startups and an investor and more than a hundred companies so more than a hundred companies so more than a hundred companies so plateauing in SAS meaning your growth plateauing in SAS meaning your growth plateauing in SAS meaning your growth stalling stalling stalling it's the worst this whole video is going it's the worst this whole video is going it's the worst this whole video is going to be examining really the four ways to be examining really the four ways to be examining really the four ways that you can troubleshoot it before we that you can troubleshoot it before we that you can troubleshoot it before we dive in to how to troubleshoot it I want dive in to how to troubleshoot it I want dive in to how to troubleshoot it I want to show you how to calculate where your to show you how to calculate where your to show you how to calculate where your next Plateau will be and it's to take next Plateau will be and it's to take next Plateau will be and it's to take the new monthly recurring Revenue that the new monthly recurring Revenue that the new monthly recurring Revenue that you're adding each month so new mrr per you're adding each month so new mrr per you're adding each month so new mrr per month and divide that by your churn for month and divide that by your churn for month and divide that by your churn for example if you're adding 500 of mrr per example if you're adding 500 of mrr per example if you're adding 500 of mrr per month to your SAS product and you have month to your SAS product and you have month to your SAS product and you have five percent churn that's 500 divided by five percent churn that's 500 divided by five percent churn that's 500 divided by 0.05 and that means you are going to 0.05 and that means you are going to 0.05 and that means you are going to Plateau at ten thousand dollars of mrr Plateau at ten thousand dollars of mrr Plateau at ten thousand dollars of mrr unless you lower your churn or increase unless you lower your churn or increase unless you lower your churn or increase the amount of new mrr you're adding each the amount of new mrr you're adding each the amount of new mrr you're adding each month you will Plateau at 10 000 mrr if month you will Plateau at 10 000 mrr if month you will Plateau at 10 000 mrr if we use similar numbers and we say you're we use similar numbers and we say you're we use similar numbers and we say you're adding 500 mrr but you drop your churn adding 500 mrr but you drop your churn adding 500 mrr but you drop your churn to two percent overall then you're going to two percent overall then you're going to two percent overall then you're going to Plateau at 25k MRI it's further along to Plateau at 25k MRI it's further along to Plateau at 25k MRI it's further along it still may not be where you want to go it still may not be where you want to go it still may not be where you want to go but this is how to think about plateaus but this is how to think about plateaus but this is how to think about plateaus there's also an alternative formula to there's also an alternative formula to there's also an alternative formula to this where you look at number of new this where you look at number of new this where you look at number of new customers you're adding per month and customers you're adding per month and customers you're adding per month and you use the average revenue per account you use the average revenue per account you use the average revenue per account to calculate calculate it but to calculate calculate it but to calculate calculate it but realistically this simplified new mrr realistically this simplified new mrr realistically this simplified new mrr formula I think is a nice way to get formula I think is a nice way to get formula I think is a nice way to get some idea of when your next Plateau will some idea of when your next Plateau will some idea of when your next Plateau will come so with that in mind let's look at come so with that in mind let's look at come so with that in mind let's look at the four ways that you can break through

the four ways that you can break through the four ways that you can break through any SAS Plateau the first one is any SAS Plateau the first one is any SAS Plateau the first one is probably what everyone thinks about when probably what everyone thinks about when probably what everyone thinks about when I say breaking through a plateau and I say breaking through a plateau and I say breaking through a plateau and it's to drive more traffic you widen the it's to drive more traffic you widen the it's to drive more traffic you widen the top of your funnel top of your funnel top of your funnel sometimes these are just new traffic sometimes these are just new traffic sometimes these are just new traffic channels that you're adding so right now channels that you're adding so right now channels that you're adding so right now if you have X thousand new visitors if you have X thousand new visitors if you have X thousand new visitors coming to you each month from Google and coming to you each month from Google and coming to you each month from Google and those are converting at a certain rate those are converting at a certain rate those are converting at a certain rate maybe you add a second traffic channel maybe you add a second traffic channel maybe you add a second traffic channel you start Google AdWords you start you start Google AdWords you start you start Google AdWords you start pay-per-click ads through Facebook you pay-per-click ads through Facebook you pay-per-click ads through Facebook you start answering questions on quora or start answering questions on quora or start answering questions on quora or stack exchange you start doing cold stack exchange you start doing cold stack exchange you start doing cold Outreach on LinkedIn or via email Outreach on LinkedIn or via email Outreach on LinkedIn or via email there's all the marketing approaches there's all the marketing approaches there's all the marketing approaches it's the 21 B2B SAS marketing approaches it's the 21 B2B SAS marketing approaches it's the 21 B2B SAS marketing approaches that I talk about on this channel and that I talk about on this channel and that I talk about on this channel and that are going to be in my next book that are going to be in my next book that are going to be in my next book these are just channels that you can add these are just channels that you can add these are just channels that you can add other times it's optimizing a channel other times it's optimizing a channel other times it's optimizing a channel it's taking a channel here you take that it's taking a channel here you take that it's taking a channel here you take that same X thousand Google visitors per same X thousand Google visitors per same X thousand Google visitors per month are there another five ten a month are there another five ten a month are there another five ten a hundred thousand people searching for hundred thousand people searching for hundred thousand people searching for things related to your product can you things related to your product can you things related to your product can you just double down on SEO and increase it just double down on SEO and increase it just double down on SEO and increase it there still other times you may have there still other times you may have there still other times you may have tapped out your Market where you almost tapped out your Market where you almost tapped out your Market where you almost need to Pivot the product and add need to Pivot the product and add need to Pivot the product and add additional verticals so if today you're additional verticals so if today you're additional verticals so if today you're focused on a certain type of focused on a certain type of focused on a certain type of construction company say Electric construction company say Electric construction company say Electric Christians maybe do you need to start Christians maybe do you need to start Christians maybe do you need to start marketing to HVAC contractors and marketing to HVAC contractors and marketing to HVAC contractors and general contractors and plumbers and you general contractors and plumbers and you general contractors and plumbers and you know these other things because know these other things because know these other things because sometimes and this isn't super common sometimes and this isn't super common sometimes and this isn't super common but I do know some software Founders who but I do know some software Founders who but I do know some software Founders who have a product where they own 80 of have a product where they own 80 of have a product where they own 80 of their market and so how do they break their market and so how do they break their market and so how do they break past the plateau because adding another past the plateau because adding another past the plateau because adding another few percent of that market it just few percent of that market it just few percent of that market it just doesn't move their needle and so they

doesn't move their needle and so they doesn't move their needle and so they have either had to sell additional have either had to sell additional have either had to sell additional products to their existing customers products to their existing customers products to their existing customers which is a really clever way to do it or which is a really clever way to do it or which is a really clever way to do it or you add another Niche and another way to you add another Niche and another way to you add another Niche and another way to think about that is what we saw Reuben think about that is what we saw Reuben think about that is what we saw Reuben Gomez do with his first SAS app bid Gomez do with his first SAS app bid Gomez do with his first SAS app bid sketch which originally was proposal sketch which originally was proposal sketch which originally was proposal software made for designers and he software made for designers and he software made for designers and he quickly plateaued in the design space quickly plateaued in the design space quickly plateaued in the design space there just weren't that many designers there just weren't that many designers there just weren't that many designers sending proposals and he owned a huge sending proposals and he owned a huge sending proposals and he owned a huge chunk of that market and so he didn't chunk of that market and so he didn't chunk of that market and so he didn't even add a new vertical he just expanded even add a new vertical he just expanded even add a new vertical he just expanded it to say it's amazing proposal software it to say it's amazing proposal software it to say it's amazing proposal software for everyone it's a horizontal play and for everyone it's a horizontal play and for everyone it's a horizontal play and he did what's called a land and expand he did what's called a land and expand he did what's called a land and expand he landed in the design space he got he landed in the design space he got he landed in the design space he got credibility in Cloud out there he built credibility in Cloud out there he built credibility in Cloud out there he built his brand name he maybe you know his brand name he maybe you know his brand name he maybe you know stairsteps his way up if you think about stairsteps his way up if you think about stairsteps his way up if you think about it because he built himself some it because he built himself some it because he built himself some confidence he got the revenue he got the confidence he got the revenue he got the confidence he got the revenue he got the skill set and then he expanded to the skill set and then he expanded to the skill set and then he expanded to the more broad playing field of anyone who more broad playing field of anyone who more broad playing field of anyone who is sending a sales proposal could now is sending a sales proposal could now is sending a sales proposal could now use bit sketch the second way to break use bit sketch the second way to break use bit sketch the second way to break through a SAS Plateau is to improve your through a SAS Plateau is to improve your through a SAS Plateau is to improve your funnel it's to make your metrics of your funnel it's to make your metrics of your funnel it's to make your metrics of your sales or your marketing funnel better sales or your marketing funnel better sales or your marketing funnel better and there are rules of thumb for funnels and there are rules of thumb for funnels and there are rules of thumb for funnels you've heard me talk a little bit about you've heard me talk a little bit about you've heard me talk a little bit about him in this Channel and on my podcast him in this Channel and on my podcast him in this Channel and on my podcast startups for the rest of us but there startups for the rest of us but there startups for the rest of us but there are rules of thumb both for sales and are rules of thumb both for sales and are rules of thumb both for sales and marketing of if I send this many cold marketing of if I send this many cold marketing of if I send this many cold emails I expect this many replies and I emails I expect this many replies and I emails I expect this many replies and I hope to get this many demos which lead hope to get this many demos which lead hope to get this many demos which lead to this many sales similarly if I'm to this many sales similarly if I'm to this many sales similarly if I'm running a low touch funnel and I'm running a low touch funnel and I'm running a low touch funnel and I'm asking for credit card up front and my asking for credit card up front and my asking for credit card up front and my pricing is say fifty dollars a month I pricing is say fifty dollars a month I pricing is say fifty dollars a month I would expect my website visitor to trial would expect my website visitor to trial would expect my website visitor to trial percent to be in the let's say 0.5 to

percent to be in the let's say 0.5 to percent to be in the let's say 0.5 to one and a half percent and if my pricing one and a half percent and if my pricing one and a half percent and if my pricing was even lower entry level was 10 to 30 was even lower entry level was 10 to 30 was even lower entry level was 10 to 30 dollars I'd want to be pushing for one dollars I'd want to be pushing for one dollars I'd want to be pushing for one to two percent of my biz visitors to to two percent of my biz visitors to to two percent of my biz visitors to enter a credit card and try the software enter a credit card and try the software enter a credit card and try the software and then with a credit card up front and and then with a credit card up front and and then with a credit card up front and on file I'd be looking to have a trial on file I'd be looking to have a trial on file I'd be looking to have a trial to paid conversion rate of 40 to 60 to paid conversion rate of 40 to 60 to paid conversion rate of 40 to 60 percent so these are loose rules of percent so these are loose rules of percent so these are loose rules of thumb that I've used over the years and thumb that I've used over the years and thumb that I've used over the years and this is how you can tell if your funnel this is how you can tell if your funnel this is how you can tell if your funnel needs Improvement is are you inside or needs Improvement is are you inside or needs Improvement is are you inside or outside of these rules of thumb have I outside of these rules of thumb have I outside of these rules of thumb have I seen SAS apps with a 70 or 80 percent seen SAS apps with a 70 or 80 percent seen SAS apps with a 70 or 80 percent trial to paid conversion rate I have trial to paid conversion rate I have trial to paid conversion rate I have that's outside my rule of thumb because that's outside my rule of thumb because that's outside my rule of thumb because that is an exception but it's kind of that is an exception but it's kind of that is an exception but it's kind of the general cluster the bell curve if the general cluster the bell curve if the general cluster the bell curve if you will usually Falls from what I've you will usually Falls from what I've you will usually Falls from what I've seen between 40 and 60 percent in a low seen between 40 and 60 percent in a low seen between 40 and 60 percent in a low touch funnel with an entry level price touch funnel with an entry level price touch funnel with an entry level price point below that hundred dollar Mark and point below that hundred dollar Mark and point below that hundred dollar Mark and we've talked about how to improve we've talked about how to improve we've talked about how to improve funnels on this channel before and I'm funnels on this channel before and I'm funnels on this channel before and I'm sure we will again the third way to sure we will again the third way to sure we will again the third way to break through a SAS funnel and probably break through a SAS funnel and probably break through a SAS funnel and probably the most common it's the most common the most common it's the most common the most common it's the most common that people should do but I'd say a lot that people should do but I'd say a lot that people should do but I'd say a lot of people avoid this and this is to of people avoid this and this is to of people avoid this and this is to lower your churn because churn is the lower your churn because churn is the lower your churn because churn is the death of SAS churn is the percentage of death of SAS churn is the percentage of death of SAS churn is the percentage of people or the percentage of mrr that people or the percentage of mrr that people or the percentage of mrr that cancels each month the hard part about cancels each month the hard part about cancels each month the hard part about reducing churn is there are so many ways reducing churn is there are so many ways reducing churn is there are so many ways that you can attack it when I talk about that you can attack it when I talk about that you can attack it when I talk about reducing churn I don't mean having a reducing churn I don't mean having a reducing churn I don't mean having a tactic of making them call you on the tactic of making them call you on the tactic of making them call you on the phone to cancel or let's go to annual phone to cancel or let's go to annual phone to cancel or let's go to annual only because that of course will reduce only because that of course will reduce only because that of course will reduce turn because they can't cancel every turn because they can't cancel every turn because they can't cancel every month the problem there is you're month the problem there is you're month the problem there is you're masking a deeper problem with your masking a deeper problem with your masking a deeper problem with your product at a certain point you can do product at a certain point you can do product at a certain point you can do these tactics to optimize churn but these tactics to optimize churn but these tactics to optimize churn but really up front I would want that not to

really up front I would want that not to really up front I would want that not to be masked and I would want to be be masked and I would want to be be masked and I would want to be figuring out what is the deep root cause figuring out what is the deep root cause figuring out what is the deep root cause of why people are churning to talk more of why people are churning to talk more of why people are churning to talk more about churn we have to break it into two about churn we have to break it into two about churn we have to break it into two phases there's the early phase where you phases there's the early phase where you phases there's the early phase where you have weaker product Market fit meaning have weaker product Market fit meaning have weaker product Market fit meaning you've built something that people maybe you've built something that people maybe you've built something that people maybe kind of want and are kind of willing to kind of want and are kind of willing to kind of want and are kind of willing to pay for but you don't have that stronger pay for but you don't have that stronger pay for but you don't have that stronger product Market fit and once you get to product Market fit and once you get to product Market fit and once you get to the later stage it's just a different the later stage it's just a different the later stage it's just a different approach to think about how to reduce approach to think about how to reduce approach to think about how to reduce churn so in the early stages oftentimes churn so in the early stages oftentimes churn so in the early stages oftentimes you just haven't built something people you just haven't built something people you just haven't built something people want and you have to iterate you have to want and you have to iterate you have to want and you have to iterate you have to listen to feedback you have to talk to listen to feedback you have to talk to listen to feedback you have to talk to your customers you have to figure out if your customers you have to figure out if your customers you have to figure out if you're in the wrong Niche if you have to you're in the wrong Niche if you have to you're in the wrong Niche if you have to expand that Niche is it a product issue expand that Niche is it a product issue expand that Niche is it a product issue is it a marketing issue there's so much is it a marketing issue there's so much is it a marketing issue there's so much that's difficult and complex about this that's difficult and complex about this that's difficult and complex about this time way more than I can fit in this time way more than I can fit in this time way more than I can fit in this video but early stage usually when I see video but early stage usually when I see video but early stage usually when I see high churn it's that you haven't yet high churn it's that you haven't yet high churn it's that you haven't yet built something people want other times built something people want other times built something people want other times it's because you've built a one-time use it's because you've built a one-time use it's because you've built a one-time use product so you might build a research product so you might build a research product so you might build a research tool say for Etsy sellers to find a tool say for Etsy sellers to find a tool say for Etsy sellers to find a product that might be popular on Etsy if product that might be popular on Etsy if product that might be popular on Etsy if they make it and oftentimes people are they make it and oftentimes people are they make it and oftentimes people are selling really one two or three products selling really one two or three products selling really one two or three products but they're not selling hundreds and so but they're not selling hundreds and so but they're not selling hundreds and so they're gonna sign up for your tool they're gonna sign up for your tool they're gonna sign up for your tool they're gonna use it and they're gonna they're gonna use it and they're gonna they're gonna use it and they're gonna churn after they find a product that churn after they find a product that churn after they find a product that then start going making and marketing then start going making and marketing then start going making and marketing right it's just one example but there's right it's just one example but there's right it's just one example but there's also like a PDF conversion you know also like a PDF conversion you know also like a PDF conversion you know maybe one time I need to convert some maybe one time I need to convert some maybe one time I need to convert some weird file format to a PDF and so I go weird file format to a PDF and so I go weird file format to a PDF and so I go searching for this tool and sure if you searching for this tool and sure if you searching for this tool and sure if you make me pay nine bucks a month I'm gonna make me pay nine bucks a month I'm gonna make me pay nine bucks a month I'm gonna do it but I'm gonna sign up I'm gonna do it but I'm gonna sign up I'm gonna do it but I'm gonna sign up I'm gonna convert it and then I'm going to cancel convert it and then I'm going to cancel convert it and then I'm going to cancel and these are just a couple quick and these are just a couple quick and these are just a couple quick examples of one-time use products but examples of one-time use products but examples of one-time use products but that's certainly a lesser case than than that's certainly a lesser case than than that's certainly a lesser case than than what I talked about before which is not

what I talked about before which is not what I talked about before which is not building something people want but it's building something people want but it's building something people want but it's definitely something to think about if definitely something to think about if definitely something to think about if people are buying and then churning people are buying and then churning people are buying and then churning within the first one two or three months within the first one two or three months within the first one two or three months is this really a product that people are is this really a product that people are is this really a product that people are going to use on an ongoing is this going to use on an ongoing is this going to use on an ongoing is this really a product that Peter let's say really a product that Peter let's say really a product that Peter let's say you're doing 10K a month 50k a month you're doing 10K a month 50k a month you're doing 10K a month 50k a month 100K a month or more you have some 100K a month or more you have some 100K a month or more you have some semblets of product Market fit you're semblets of product Market fit you're semblets of product Market fit you're starting to get stronger product Market starting to get stronger product Market starting to get stronger product Market fit with a group you've built something fit with a group you've built something fit with a group you've built something people want and are willing to pay for people want and are willing to pay for people want and are willing to pay for the questions you have to ask here are the questions you have to ask here are the questions you have to ask here are have you tapped out your Market like the have you tapped out your Market like the have you tapped out your Market like the example I gave earlier do you own 80 of example I gave earlier do you own 80 of example I gave earlier do you own 80 of the market and do you need to either go the market and do you need to either go the market and do you need to either go more horizontal add in other niches more horizontal add in other niches more horizontal add in other niches other verticals or do you need to add other verticals or do you need to add other verticals or do you need to add more product lines to your base product more product lines to your base product more product lines to your base product second question to ask is you've been second question to ask is you've been second question to ask is you've been doing well you've been growing are there doing well you've been growing are there doing well you've been growing are there new competitors in the space that are new competitors in the space that are new competitors in the space that are starting to eat your lunch our starting to eat your lunch our starting to eat your lunch our competitors coming in and either under competitors coming in and either under competitors coming in and either under pricing you or you know maybe getting in pricing you or you know maybe getting in pricing you or you know maybe getting in the way of your traffic channels the way of your traffic channels the way of your traffic channels siphoning off your organic traffic look siphoning off your organic traffic look siphoning off your organic traffic look around to see if competitors aren't around to see if competitors aren't around to see if competitors aren't starting to poach your customers because starting to poach your customers because starting to poach your customers because that of course can lead to churn if they that of course can lead to churn if they that of course can lead to churn if they can go to built with or data knives and can go to built with or data knives and can go to built with or data knives and get a list of customers who use your get a list of customers who use your get a list of customers who use your tool and they can email them and they tool and they can email them and they tool and they can email them and they have an offer that people can't refuse have an offer that people can't refuse have an offer that people can't refuse you have to be aware of this and it can you have to be aware of this and it can you have to be aware of this and it can absolutely lead to in Greece churn and absolutely lead to in Greece churn and absolutely lead to in Greece churn and this is where it requires product work this is where it requires product work this is where it requires product work and Innovation you have to figure out and Innovation you have to figure out and Innovation you have to figure out what the problem is to figure out how to what the problem is to figure out how to what the problem is to figure out how to counteract it another thing that could counteract it another thing that could counteract it another thing that could be an issue is if you're serving low be an issue is if you're serving low be an issue is if you're serving low price customers you're serving consumers price customers you're serving consumers price customers you're serving consumers you're serving uh people who want to be you're serving uh people who want to be you're serving uh people who want to be entrepreneurs like aspiring Founders entrepreneurs like aspiring Founders entrepreneurs like aspiring Founders you're serving prosumers like

you're serving prosumers like you're serving prosumers like photographers they tend to churn in photographers they tend to churn in photographers they tend to churn in higher volume and so with a low price higher volume and so with a low price higher volume and so with a low price point sometimes you just can't get below point sometimes you just can't get below point sometimes you just can't get below a certain level of churn that is pretty a certain level of churn that is pretty a certain level of churn that is pretty high and so you have to think about can high and so you have to think about can high and so you have to think about can we widen the funnel like I talked about we widen the funnel like I talked about we widen the funnel like I talked about earlier or do we need to start adding on earlier or do we need to start adding on earlier or do we need to start adding on higher priced tiers whether you go up higher priced tiers whether you go up higher priced tiers whether you go up Market altogether or just have these Pro Market altogether or just have these Pro Market altogether or just have these Pro tiers that bring in bigger customers you tiers that bring in bigger customers you tiers that bring in bigger customers you often hear me talk about a dual funnel often hear me talk about a dual funnel often hear me talk about a dual funnel and there's a reason that a dual funnel and there's a reason that a dual funnel and there's a reason that a dual funnel is so helpful is because you have these is so helpful is because you have these is so helpful is because you have these low price customers on one end and maybe low price customers on one end and maybe low price customers on one end and maybe they're churns you know higher with them they're churns you know higher with them they're churns you know higher with them it will be inevitably and then you can it will be inevitably and then you can it will be inevitably and then you can bring in larger Enterprises that are bring in larger Enterprises that are bring in larger Enterprises that are doing 500 to 5 000 a month and that doing 500 to 5 000 a month and that doing 500 to 5 000 a month and that allows you to keep expanding even once allows you to keep expanding even once allows you to keep expanding even once you top out on your low price customers you top out on your low price customers you top out on your low price customers the last thing to think about with churn the last thing to think about with churn the last thing to think about with churn is maybe you've built a vitamin instead is maybe you've built a vitamin instead is maybe you've built a vitamin instead of an aspirin and this this is tough of an aspirin and this this is tough of an aspirin and this this is tough because you can get a vitamin product because you can get a vitamin product because you can get a vitamin product which is something that's a nice to have which is something that's a nice to have which is something that's a nice to have but it's not a desperate pain point but it's not a desperate pain point but it's not a desperate pain point right it doesn't solve a pain Point like right it doesn't solve a pain Point like right it doesn't solve a pain Point like aspirin does when you have a head and aspirin does when you have a head and aspirin does when you have a head and the challenge is you can get a vitamin the challenge is you can get a vitamin the challenge is you can get a vitamin up to certainly to 10 to 50 to 100 000 a up to certainly to 10 to 50 to 100 000 a up to certainly to 10 to 50 to 100 000 a month and then you might just not find month and then you might just not find month and then you might just not find any more people who really need this and any more people who really need this and any more people who really need this and so similar to the above you have to so similar to the above you have to so similar to the above you have to start thinking through do we change the start thinking through do we change the start thinking through do we change the product do we change our marketing how product do we change our marketing how product do we change our marketing how do we get around this there's a do we get around this there's a do we get around this there's a companion video to this one all about companion video to this one all about companion video to this one all about churn and reducing it it's called what churn and reducing it it's called what churn and reducing it it's called what is churn and how to reduce it in your is churn and how to reduce it in your is churn and how to reduce it in your startup you can check it out in this startup you can check it out in this startup you can check it out in this channel fourth and final way to break channel fourth and final way to break channel fourth and final way to break through plateaus is to raise your prices through plateaus is to raise your prices through plateaus is to raise your prices I've said it before I will continue to I've said it before I will continue to I've said it before I will continue to say it in SAS pricing is your biggest say it in SAS pricing is your biggest say it in SAS pricing is your biggest lever and most Founders underprice the lever and most Founders underprice the lever and most Founders underprice the products at least when they start out I

products at least when they start out I products at least when they start out I did a 45 minute talk on this topic with did a 45 minute talk on this topic with did a 45 minute talk on this topic with almost everything I know about how to almost everything I know about how to almost everything I know about how to price SAS products how to think about price SAS products how to think about price SAS products how to think about your value metric and your feature your value metric and your feature your value metric and your feature gating how to raise prices when to raise gating how to raise prices when to raise gating how to raise prices when to raise prices it's called the fundamentals of prices it's called the fundamentals of prices it's called the fundamentals of SAS pricing and you can see it linked in SAS pricing and you can see it linked in SAS pricing and you can see it linked in the upper left or you can head to it the upper left or you can head to it the upper left or you can head to it after this video is done next I'm going after this video is done next I'm going after this video is done next I'm going to give you a special bonus tip that to give you a special bonus tip that to give you a special bonus tip that most Founders aren't aware of but first most Founders aren't aware of but first most Founders aren't aware of but first if you've enjoyed this content you've if you've enjoyed this content you've if you've enjoyed this content you've found it valuable I'd really appreciate found it valuable I'd really appreciate found it valuable I'd really appreciate a like and a subscribe and please a like and a subscribe and please a like and a subscribe and please comment below if you have questions comment below if you have questions comment below if you have questions comments or additional thoughts the comments or additional thoughts the comments or additional thoughts the bonus tip that most Founders don't think bonus tip that most Founders don't think bonus tip that most Founders don't think of or don't encounter is sometimes you of or don't encounter is sometimes you of or don't encounter is sometimes you just accidentally break something and just accidentally break something and just accidentally break something and sometimes the action you need to take is sometimes the action you need to take is sometimes the action you need to take is to fix that thing that broke so for to fix that thing that broke so for to fix that thing that broke so for example you might have a major marketing example you might have a major marketing example you might have a major marketing setback like you're all in on Google setback like you're all in on Google setback like you're all in on Google organic search and Google gives you a organic search and Google gives you a organic search and Google gives you a penalty so suddenly you lose half your penalty so suddenly you lose half your penalty so suddenly you lose half your traffic or three quarters of your traffic or three quarters of your traffic or three quarters of your traffic and fixing your churn or traffic and fixing your churn or traffic and fixing your churn or widening your funnel is unlikely to help widening your funnel is unlikely to help widening your funnel is unlikely to help you at that point really you need to get you at that point really you need to get you at that point really you need to get to work on fixing what you broke to work on fixing what you broke to work on fixing what you broke speaking of braking I've seen Founders speaking of braking I've seen Founders speaking of braking I've seen Founders I've done this myself actually I've done this myself actually I've done this myself actually accidentally make a marketing change and accidentally make a marketing change and accidentally make a marketing change and just break your funnel you mess up your just break your funnel you mess up your just break your funnel you mess up your pricing page so no one can sign up you pricing page so no one can sign up you pricing page so no one can sign up you forget to ask for credit card you forget forget to ask for credit card you forget forget to ask for credit card you forget to Bill at the end of a trial you change to Bill at the end of a trial you change to Bill at the end of a trial you change your home page headline thinking it your home page headline thinking it your home page headline thinking it can't do any wrong and suddenly you're can't do any wrong and suddenly you're can't do any wrong and suddenly you're getting half the conversions keeping a getting half the conversions keeping a getting half the conversions keeping a marketing change log is my advice here marketing change log is my advice here marketing change log is my advice here so you know what you changed on what so you know what you changed on what so you know what you changed on what date and you can track it back but date and you can track it back but date and you can track it back but sometimes you do just need to go back sometimes you do just need to go back sometimes you do just need to go back and fix that thing that you broke I hope and fix that thing that you broke I hope and fix that thing that you broke I hope you enjoyed these four ways to break you enjoyed these four ways to break you enjoyed these four ways to break through any SAS Revenue Plateau I'll see through any SAS Revenue Plateau I'll see through any SAS Revenue Plateau I'll see you in the next video you in the next video you in the next video [Music]