It might not look like it, but this is one of the most important things to hit HN this month (for those of you who have SaaS businesses). I sort of wish I had

It might not look like it, but this is one of the most important things to hit HN this month (for those of you who have SaaS businesses). I sort of wish I had written it. The math comports with the experience of myself and consulting clients (with the obligatory "It's handwavy, break out your own Excel spreadsheet to see if it makes sense" proviso), and "You can use hybrid high-touch/low-touch sales processes on accounts in the $80 to $250 a month range" is one of the best kept secret weapons in SaaS right now. In particular, note that bit about the "$99 a month" thing. I once had the educational opportunity to work in the same room as a sales guy who was working a very similar queue of inbound leads, and was mentally scoring his conversations while doing my gig. I'm pretty sure that he added north of $1,000 in monthly recurring revenue in a single day. At any non-broken SaaS company, all guesses for churn would mean "Holy cow he is generating a stupefyingly high ROI. He's going to be cash flow positive after doing this for like 6 weeks and then be a total gravy machine even if he's as good at the discussion about his commission check as he is on these phone calls."