SaaS Marketing Bites

The Lead Waterfall: How to measure your pace to goals (and what to do when it’s going wrong)

Summary

How to properly plan and forecast as a Saas business. By the end of this episode, you’ll learn how to manage “uneven” months and have a reliable plan for monitoring and proactively adjusting your approach to avoid being caught short.


Show Notes

Accompanying blog post: The Lead Waterfall: How to measure your pace to goals (and what to do when it’s going wrong)

Planning and forecasting are a big part of SaaS marketing, and it’s vital to look ahead and build a strategy that gives you the best chance of achieving your growth goals.

If you have a good enough understanding of your analytics, and have a clear idea of where you want to be next year, you can even plan and predict how many leads you will need to acquire each day to reach your targets.

But things aren’t as simple as they might appear, and it’s important to remember that no day, or month, is alike.

Some months have more days than others, some contain public holidays, and some are more popular for taking vacations. These things make it difficult to accurately forecast your growth, and if you’re not prepared for them, they can cause you many problems.

And if you react the wrong way, you can burn a lot of money.

In this episode, we’ll look at:

How companies often react to these ‘uneven’ months
Why their approach isn’t effective
Why we take a different approach
How you can use the lead waterfall to adapt effectively
By the end of this episode, you’ll have a reliable plan for monitoring and proactively adjusting your approach to avoid being caught short.

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SaaS Marketing Bites is produced by B2B SaaS marketing agency Powered by Search. It’s hosted by Head of Growth Marc Thomas. You can follow @iammarcthomas or Powered By Search CEO Dev Basu @devbasu on Twitter for more updates and marketing insights.