Do not touch the pricing page yet. Split the funnel into visit to signup, signup to activated, activated to paid, and look at which of the three is furthest below benchmark, because the fix for each is completely different. Nine times out of ten the leak is activation, not conversion: people signed up, never got to the thing that makes the product useful, and quietly left, so the 2 percent is a symptom rather than the disease. Get the activated to paid number in isolation, and if activated users convert respectably then every hour you spend on onboarding pays back more than any pricing change would. Only when activated users are converting well and the number is still low should you go looking at packaging.
4 hand-picked resources, 1 India-specific, 4 link-checked. Pick how you want to dig in.
Why we picked it Poyar replaces the sales funnel with a five stage new user journey (discover, start, activate, convert, scale) and attaches benchmark ranges to each. It is how you find out which stage is actually broken.
From Growth Unhinged by Kyle Poyar 10 min read
Open growthunhinged.com →Why we picked it A short, specific list of what to instrument on a self-serve funnel, including time to activation and time to convert, which are the two most people forget to track at all.
From Amplitude by Carmen DeCouto 12 min read
Open amplitude.com →Why we picked it Benchmarks from 500 plus products: 34 percent average, 36 percent for SaaS. If you have ever wondered whether your number is bad or normal, this is the answer, and it is free.
From Lenny's Newsletter by Lenny Rachitsky and Yuriy Timen 12 min read
Open lennysnewsletter.com →Why we picked it A full 0 to 100M ARR guide from an Indian company that lived it, covering acquisition, activation, retention, monetisation and the metrics for each. The best single India-built reference on self-serve.
From Chargebee 45 min read
Open chargebee.com →How product-led growth reads from a different seat.
The same ground, over in Grow & market, our Starting Up track.
