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This post is all about the best marketing & growth strategies for B2B SaaS, depending on the *stage* they are currently at, their strengths and weaknesses. Naturally, it all starts with an audit, competitive analysis and a SWOT. Please let me know your comments and anything you'd add/change. Thanks!

  • TJ

    Todd Jones

    over 3 years ago #

    Some great thoughts Alex! I like how you dealt with conext

  • RD

    Raghabendra Dhakal

    over 3 years ago #

    Shared it! :)

  • RS

    Robert Seawick

    over 3 years ago #

    Nice tips Alex! Thanks for sharing these tips. these are very useful according to business planning.

  • PG

    Pawel Grabowski

    over 3 years ago #

    Hey Alex,

    "if you are a bootstrapped SaaS, it shouldn’t be your number 1 strategy."

    I couldn't agree more.

    Now, I'll be the first to preach that content is a GREAT strategy. But that's only if your SaaS is ready for it. However, if you're still working on the product AND don't have a team or resources to launch a content strategy, it'll most likely flop.

    Same if you're still figuring out your ideal customer or need to pivot.

    Great post!

    • AC

      Alex Chaidaroglou

      over 3 years ago #

      Hi Pawel, thanks for the +1 and the kind words! I totally agree with your comment. There is a time and place for everything...

  • RK

    Richard Kuwahara

    over 3 years ago #

    I think you should add outbound sales to your list. Sales = growth for early B2B.

    SEO combined with targeted content also works for early B2B, especially for niche and less competitive keywords. Paid ads on niche websites works as well.

    We got a nice problem of almost too much leads for our sales team to handle, that was done by paying for an ad on a niche website that was far superior CPC/CPL than adwords or social media ads we tested.

    We got to page 1 of Google for a few keywords off of one anchor piece of content, which is the #1 driver of leads now.

    The paid niche ads combined with aggressive outbound (thought not efficient OB) got us through the first few months until we got on page 1, which took about 4 months to be in #5 position.

    This was done at the time with a team of 3.

    • AC

      Alex Chaidaroglou

      over 3 years ago #

      Great insights Richard. That's very true about outbound sales, but I am not sure if it meets the marketing & growth list.

      I think I will add it as a note though, because it's indeed very important.

      It's been quite some time since I saw a low competition keyword/industry worth going after. They certainly exist, but they I believe they are the exception than the rule, that's why I omitted them for early stage.

      Are you allowed to share a little bit more about your experience? Specifically:

      1) Can you share anything about the site you bought the ad on, placement, creative, price etc?

      2) How much cold outbound calls/emails where you doing/sending respectively?

      If you want to keep them private, that's totally ok!

      • RK

        Richard Kuwahara

        over 3 years ago #

        Hi Alex,

        I think we have to agree to disagree on the sales thing, lol.

        Only my opinion, but I see sales as a growth lever for B2B, it's not marketing, but along with retention, sales can be core to any growth strategy. It was (and is) the engine for Salesforce and other B2B startups.

        For the keyword thing, our niche is the healthcare industry, specifically small private practice and solving their need to secure their email encrypted due to HIPAA regulations. That really narrows it down and helps us focus.

        For example, "HIPAA compliant email" is a small volume and relatively low competition keyword. But the estimated CPC is $30. That means it's valuable and worth going after.

        If you stack enough of those type of keywords it becomes a significant amount of converting traffic.

        The website we chose was ranked #3 for one of our keywords and the only 3rd party review site, so we bought an ad on there for around $150/mo that was native content in format and pushed a lot of leads initially (still our #3 lead source).

        For outbound, we were contacting 100 new prospects a week. But really only had to do that for a little while before we got too busy with the incoming leads (but remember, team of 3 at the time so not that impressive).

        I'll be honest, we sucked at outbound too. If we had better structure it could've been more efficient. But it was a hacked together process.

      • AC

        Alex Chaidaroglou

        over 3 years ago #

        @rickkuwahara haha maybe, what matters though is that outbound sales are really important!

        Some B2B SaaS are self-served and for them sales is not possible (not enough margins). Otherwise, yeah sales is definitely a core part of growth.

        Nice! Pretty cool stuff buying sponsored content on the site that was ranking for your keyword! I am definitely going to use that.

        I think you did pretty well, but we all do things better as we practice, right? :)

  • ML

    Mark Lindquist

    over 3 years ago #

    What a great post! I've up voted the post!

  • AK

    Alex Kehr

    over 3 years ago #

    This is a pretty great and easy to digest article. :thumbsup:

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