Third Rail Group
We help founders bring their software ideas to market

Blog

Our thoughts on B2B SaaS startup strategy and tactics 

Own the question, not the solution

Shipping great products and leading amazing teams is hard as hell. Rather than trying to figure out what the perfect product looks like, leaders should spend most of their time deeply understanding the problem they are trying to solve.

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Brian Kelly
Gross churn is the most important SaaS growth metric

Ajay Agarwal of Bain Capital Ventures and Ben Vonwiller of McKinsey wrote an analysis on which customer success metrics most impact growth of SaaS companies across SMB, Mid-Market, and Enterprise customer segments. Their conclusion? Gross churn, by far, is the most impactful metric.

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Brian Kelly
Talking churn and PMF at #BrightConf 2016

Customers stop using products for all kinds of reasons. Some reasons, like a customer going out of business, are harder to control. But, regardless of what you can control, you need to be informed. Brian Kelly will give a talk about B2B SaaS churn on Friday, October 14 at #BrightConf in Chicago.

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Brian Kelly