Who you are selling to
Their needs and pain points
How you quantify their interests and needs
When you’re selling a SaaS system, the more quantifiable data you have on each group, the more you can optimize their value, and your profits.
Who are they?
How would you describe each group?
What features are most important to them?
Why are they buying from you instead of your competitors?
What is the price point where each group thinks the system is valuable and worth buying?
What is your cost to acquire each different group?
What is the lifetime value of a user in each group?
What is the monthly recurring revenue from a user each different group?