Please enable JavaScript.
Coggle requires JavaScript to display documents.
SaaS (Resources (Human Resources (Sales, Marketing, Technical, C-level,…
SaaS
Resources
Human Resources
Sales
Marketing
Technical
C-level
etc
Capital Resources
Brand
Website
PR
etc
Hard Assets
Knowledge Capital
IP
Tacit Knowledge
Personas
Use Cases
Customer Journeys
Partnerships / Relationships
Suppliers
Channel Partners
Affiliates
Customers
'Complimentary Asset' Partners
Processes
Software Development
Solution Deployment
Customer Acquisition and Retention (Funnel)
TOFU
Resource Dependencies
Online Channels
Website
Social Media
Knowledge Capital
Customer Segments
Personas
Customer Journeys
Relationships
Affiliates
Advocates
Influencers
Goal
Raise Awareness
Maximise Conversion
Generate Raw Leads
Activities
Produce Content
Blog
Video
Infographics
Presentations
Webinars
Promote
Organic
PR
SEO
WoM
Referrals
Influencers
News Aggregators
Resource Lists
Directories
3rd party Reviews
Paid
Google Digital Networks
Adwords
Social Media
Ads
Affiliates
Reach Out
Conferences
Trade Shows
Speaking Events
Calls
Blast / Drip Email
Measure & Learn
Traffic & Analytics
Click Rates
Bounce Rates
A/B Tests
Design
Copy
Conversion (CR1)
MOFU
Dependencies
Owned Media
Podcasts
Whitepapers
E-Books
Website
Pricing Page
CTAs
FAQs
Demos
Free-Trials
Goal
Convert to Qualified Leads (CR2)
Communicate Value
Build Trust
Activities
Decrease Resistance
Social Proof
Testimonials
Case Studies
Get Small Committment
Educate on usage
Provide Support
Target Right People
Trigger / Nurture Email
Measure & Learn
Traffic / Segment / Channel
Conversations
Free-Trials
Demos
Clicks/Price Tier
A/B Testing
Design
Copy
BOFU
Goal
Convert MQL into Deals
Dependencies
Knowledge Capital
Lead database
Cohort analysis
Sales Force
Activities
Conduct Sales
Email Campaigns
Measure & Learn
Discount Effectiveness
Conversions
From Free Trials
From Free
From Demos
A/B Test
Price
Page
Structure
Copy
Design
Model
Level
Retention
Goal
Increase Revenue
Increase Satisfaction
Personalisation as retention strategy
Reduce customer effort
Decrease churn
Build relationships
Dependencies
Knowledge Capital
User engagement
Usage slumps
Usage spikes
Real-time behaviours
Activities
Email campaigns
Surveys
Reviews / Feedback
Repricing
Loyalty programms
Measure & Learn
Customer Health
NPS
Add-ons / Expansion sales (Upsells)
Churn
ARPU
LTV
Retention cost
Recruitment
General Admin
Profit Formula
Revenues
Price Model
Strategy
Skimming
Real L-T Prices
Penetration
Freemium
Free Trial
Restricted Volume
Restricted Features
Unrestricted Free
Dynamic
Base
Value
Cost
Competition
Scope
Granular
Bundle
Influence
Pricelist
Negotiation
Pay-what-you-want
Formula
Fixed Price
Fixed Tiers
Per User Tiers
Per-Unit Price (Pay as you go)
Temporal Rights
Perpetual
Subscription
Pay-Per-Use
Discounts
WTP
Usage Level
Customer Segmentation
Users
Paying
Non-Paying
Churned
Costs
COGS
S&M
R&D
G&A
Measure & Learn
Metrics
CAC
CF
Logos
MRR
ARR
ARPU
increase in Existing Revenue
increase in New Revenue
Churn
Rate
Today
Trends
LTV
Formulas
LTV > 3xCAC
ARR (exist) + ARR (new) - Churn = ARR+1
MQL x CR1 = Stage 2 Oppt x CR2 = Deals x ASP = New ARR
Customer Value Proposition
Product
Design Parameters
Scope of problem addressed
Specific
General
Degree of customization
by Features
by API integrations
Features
Extensive
Focused
Update velocity
Access & Usage Parameters
Distribution
Direct
Partner Channels
Marketplace
Usage
Location
Frequency
Time
Time to Value Realization
Immediate (e.g. freelancers)
Delayed (e.g. SMBs)
Extended (e.g. Enterprises)
Purchase Support
Self-service (none)
Transactional
Enterprise
Availability
Guaranteed Uptime
After-Sales Service
None
Initial
Ad-Hoc (Transactional)
Full-Time
Market
Segments (homogeneous customer groups)
Socio Demographics-based
Needs & Requirements
Financially-based
Cohort-based
Geography-based
Customer Size / Income-based
Behaviour-based
Psychographics-based
Personas (enriched customer groups)
Motivations / Aspirations
Goals
Purchasing Preferences
Buyers vs. Users
Willingness to Pay (WTP)
Engagement
Identity (incl. in relation to brand)
Environment
Pain Points
Value
Cost
Structure
Operating cost (vs. Capex)
Savings
Infrastructure
Maintenance
Training
Staff
Time to value realization
Performance
Convenience
Extraction from
Product
Network effects
Service
Support
Deployment
Training
Size