July 08, 2019

You Can’t Skip 2nd Base Growing Your SaaS Business

by Stijn Hendrikse

While the pace can differ, the sequence of major milestones in the SaaS Growth Journey is always going to be same. Shortcuts usually will cost you.

I've seen companies try to skip a real "Product Market Fit" (PMF) focus. You need customers who don't just pay, but also stay. Jumping from MVP to Revenue, or worse, Profit, usually does not end well and just drive team and shareholder frustration.

1st Base - Customer Satisfaction (MVP or MMP, take your pick, customers voting with their time)

2nd Base - Market Share (PMF, customers voting with their wallets)

3rd Base - Revenue (Sustainable ARR Growth by lowering churn and growing ARPU)

Home Plate -  Profit (LTV>CAC+Cost to Service)

Stijn Hendrikse

After 15 years of experience in the Software Marketing Industry, Stijn adopted the SaaS model to launch Kalungi, a SaaS Chief Marketing Officer blog where he shares best practices. This supports his work as a CMO Consultant with Chief Outsiders.

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