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Cash flow management is key to the success of any B2B SaaS business. Other factors like minimizing your expenditure and allocating funds efficiently will help you keep your business afloat. But none is as important as generating sustainable revenue for your business.
To grow your B2B SaaS business, you must work hard to improve your cash flow to ensure you have enough funds for your operations. Below are four ways to increase your payment flows and make your B2B SaaS business profitable.
1. Optimize Your Payment Processes
As a subscription-based company, you can improve your cash flow by automating your payment processes. According to the Younium subscription management guide, you can use an automatic subscription management tool that helps manage different pricing-based subscriptions.
Remember, the easier it is for clients to pay for your product, the higher your chances of retaining them as customers. In this age of efficiency, a seamless payment process increases customer satisfaction, thereby helping you reduce customer churn.
After setting up your payments with a subscription management tool, ensure to get authorization from customers to charge their credit cards automatically. The downside of this arrangement is the possibility of exceeding your client’s credit card limits. To prevent this from happening, collect direct debit payments instead.
2. Incentivize Annual Payments
To optimize cash flow for your B2B SaaS, you want to encourage customers to subscribe to your annual plan. This gives you all the revenue upfront, thereby greatly enhancing your cash flow position. Attrock reviewed and curated the best subscription management software list. You can choose the best one from this list.
Annual payments also greatly reduce your churn rate. By subscribing to the annual plan, clients commit themselves to your business for the whole year. As such, you won’t have to worry about them leaving for the competition and you can now focus on providing the best services.
However, customers want an incentive to subscribe to your annual plan. Worthwhile incentives to promote your annual subscription include:
- A discount on the monthly rate
- Protection from regular price increases
- An increase in the number of users with login access
With such incentives, you give customers, especially your enterprise-level clients, every reason to subscribe to the annual plan. Slack gives a discount on the monthly rate to motivate customers to pay for the annual plan. Rather than paying $8.75 per month billed monthly for the Pro plan, customers only pay $7.25 per month when they sign up for the annual contract.
Image via Slack
3. Prioritize Upgrades and Upsells
When clients first register for your product, they’ll most likely go for the cheapest or the free plan to determine if your product is suitable for them. From a cash flow management perspective, you want customers to choose the most expensive plan that gives them access to the most valuable features.
But rather than sulking that most customers are on the free plan, take this as an opportunity to sell them the benefits of upgrading. Through your regular communication with the clients, remind them that they could get more value when they upgrade to a higher plan.
In this case, the benefits of upgrading could be:
- Access to advanced features
- Additional users
- Priority customer support
- Increased usage/storage limits
- Complementary products or services
Position the upgrades as the solution to their challenges to encourage customers to upgrade their subscriptions. However, it’s possible that clients only need a few advanced features and not everything that’s offered in a higher plan.
In this case, you want to make it possible for them to only pay for the features they need. Zoom allows customers to purchase individual features as add-ons. This allows customers to tailor their subscriptions to their specific needs and requirements.
Image via Zoom
4. Reduce Customer Churn
Why are clients canceling their subscriptions?
Customer churn is one of the worst experiences you’ll go through as a business owner but it’s an inevitable part of running a B2B SaaS company. However, understanding the reasons behind customer churn will help you know what to improve on to enhance customer retention and cash flow.
By conducting an exit survey to understand why people are leaving. This will inspire you to take proactive measures like:
- Improving product usability
- Addressing customer issues quickly
- Providing excellent customer support
- Customizing your offering to a customer’s needs
Such measures will help you increase customer loyalty and maintain a stable revenue stream.
Optimizing your cash flow is crucial to the success of your B2B SaaS company. You can try to cut your costs and manage your scarce resources efficiently, but without a steady revenue stream, you’ll struggle to keep your business afloat.
That’s why you want to focus on initiatives that improve your cash flow like streamlining your payment processes, encouraging annual payments, pushing for upgrades, and reducing churn.
As you implement these strategies, ensure you’re offering exceptional customer service to give more reasons to choose your product.
Reena Aggarwal is Director of Operations and Sales at Attrock, a result-driven digital marketing company. With 10+ years of sales and operations experience in the field of e-commerce and digital marketing, she is quite an industry expert. She is a people person and considers the human resources as the most valuable asset of a company. In her free time, you would find her spending quality time with her brilliant, almost teenage daughter and watching her grow in this digital, fast-paced era.
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