Assertion certainty 4/5 debate potential 1/5

Delivet: 80% of SaaS companies haven't reviewed onboarding in a year

Alex Delivet · Tips for Creating a $1m Customer Onboarding Experience · Jun 26, 2023 · at 5:44

This episode carries Alex Delivet's own address, with nobody on the show putting questions to them. It still counts as said, and it is kept out of every score on their page.

Collect founder Alex Delivet shares survey data from over 100 SaaS founders and CSM teams at SaaSOpen.

0:00 / 0:07exact quote · 7.6s
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“Out of this, all this interview, 80% of SaaS have not reviewed their process in the last 12 months.”

quote is from the automated transcript, cleaned for reading: filler sounds and stutters are removed, nothing is rephrased. names can be misheard (the analysis reads context, assessments check outside sources). how →

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Insight
Delivet: SaaS onboarding time correlates directly with sales cycle duration
“What we've seen is most of the time it's directly correlated. The time of the onboarding will be directly correlated to the time of sell. So if your sell cycle is like three months, there's high chance that your onboarding process will spend three months to.”
Alex Delivet Jun 26, 2023 ▶ 3:38 Tips for Creating a $1m Customer Onboarding Experience
Assertion Not checkable as stated
Delivet: 35% of SaaS churn is caused by poor onboarding
“We have interviewed more than 100 SaaS founders and CSM teams about customer onboarding. And, 35% of churn is attributable to poor onboarding.”
Alex Delivet Jun 26, 2023 ▶ 5:24 Tips for Creating a $1m Customer Onboarding Experience
Insight
Delivet: Good onboarding reduces annual churn by 5 to 10 points
“And if you do a good customer onboarding process, you can, it can help you reduce your annual churn rate by five to 10 points.”
Alex Delivet Jun 26, 2023 ▶ 6:26 Tips for Creating a $1m Customer Onboarding Experience
Insight
Delivet: API connectors and field mapping beat rigid CSV templates
“I've seen many, many software that are specifying a template to use when you want to import file. So basically, please, download the CSV file. Now, prepare the file that you want to upload, and upload it again. Well, I think we're in 2023, so creating this kin…”
Alex Delivet Jun 26, 2023 ▶ 13:55 Tips for Creating a $1m Customer Onboarding Experience
Insight
Delivet: SaaS onboarding should delay friction steps until go-live
“When you are opening an account on Stripe, you need to go through what we call a QIC, know your customer. So basically, you need to upload all your paperwork about the company. But at this point, you didn't start to do the integration. So what you can do in th…”
Alex Delivet Jun 26, 2023 ▶ 18:22 Tips for Creating a $1m Customer Onboarding Experience
Insight
Delivet: Lack of meaning is the hardest onboarding friction to fix
“And the last one, and I would say it's probably the most difficult one, is lack of meaning. You are asking your customer to do something, but they don't understand why they need to do that. So you need to explain why it's important for you to make them, ah, do…”
Alex Delivet Jun 26, 2023 ▶ 9:54 Tips for Creating a $1m Customer Onboarding Experience
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