Уровень оттока в B2B SaaS: почему плохой таргетинг приводит к плохим клиентам

The primary cause of a high B2B SaaS churn rate is fundamentally a problem of acquisition, not retention. When a SaaS company experiences a spike in churn, the issue is almost always engineered months earlier by sales and marketing teams who, under pressure to hit quotas, target and close bad-fit customers using outdated outbound methods. These customers never had an urgent, critical need for the product, making them inevitable casualties of the next budget review cycle.

When the churn report l...