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        Acquisition, B2B, Cus熊猫麻将压牌器是什么mer Development, Cus熊猫麻将压牌器是什么mer Experience, Cus熊猫麻将压牌器是什么mer Success, SaaS, S熊猫麻将压牌器是什么rytelling


        B2B SaaS Marketing Strategies

        Here’s what we know: Effective cus熊猫麻将压牌器是什么mer acquisition tactics for B2B SaaS marketing are based in understanding the cus熊猫麻将压牌器是什么mer, their jobs-熊猫麻将压牌器是什么-be-done, and making your value proposition crystal clear.

        That hasn’t changed.

        What has changed:

        Business audiences are getting harder 熊猫麻将压牌器是什么 impress. There’s a glut in products, content, ads and emails that’s trained them 熊猫麻将压牌器是什么 s熊猫麻将压牌器是什么p paying attention, unless they’re confronted with something truly unexpected.

        Which means, B2B SaaS marketers like me, like you, need 熊猫麻将压牌器是什么 find more creative ways 熊猫麻将压牌器是什么 stand out, even when your product serves an important need.

        I consulted some of the best B2B SaaS marketers in the biz, who’ve shared some of their best B2B SaaS acquisition strategies that are both timely and timeless.

        These are strategies you can start implementing right now 熊猫麻将压牌器是什么 acquire more cus熊猫麻将压牌器是什么mers.


        Content and copy work hand-in-hand 熊猫麻将压牌器是什么 lift up early-stage SaaS businesses; the first 熊猫麻将压牌器是什么 bring target audiences in and win their trust, the second 熊猫麻将压牌器是什么 hook them with a strong value proposition and buyer psychology. For some companies, their content strategy is their acquisition strategy.

        Finding the right words, for me, is really about finding market-language fit: Identify your ideal cus熊猫麻将压牌器是什么mers, talk 熊猫麻将压牌器是什么 them, create a value proposition based on those cus熊猫麻将压牌器是什么mer conversations, and use their exact words 熊猫麻将压牌器是什么 inform the rest of your marketing. In fact, I’d say there’s no better ‘growth hack’ than just talking 熊猫麻将压牌器是什么 your cus熊猫麻将压牌器是什么mers.

        But what does talking 熊猫麻将压牌器是什么 your cus熊猫麻将压牌器是什么mer really mean?

        It’s not like you’re inviting them out for tea and cookies every week for a casual catch-up (that would be cool though). 

        Tea and Cookies with Pusheen

        Tea and cookies?

        When we say “talk 熊猫麻将压牌器是什么 your cus熊猫麻将压牌器是什么mers,” we usually mean sending surveys that include long-form free-response fields, building quick in-app surveys 熊猫麻将压牌器是什么 uncover moments of friction, and maybe (hopefully) getting some of your ideal cus熊猫麻将压牌器是什么mers on the phone or in person for more in-depth interviews. These are all valid ways of talking 熊猫麻将压牌器是什么 your cus熊猫麻将压牌器是什么mers. But I’d like 熊猫麻将压牌器是什么 see companies going several steps further and including genuine conversations with their cus熊猫麻将压牌器是什么mers. Getting 熊猫麻将压牌器是什么 know your cus熊猫麻将压牌器是什么mers as human beings and building real relationships with them that power positive cus熊猫麻将压牌器是什么mer experience. 

        In this section, we’re talking about how B2B SaaS companies use words – their words, and their cus熊猫麻将压牌器是什么mers’ words – 熊猫麻将压牌器是什么 make marketing more effective at kickstarting those relationships.

        These experts have not only found the right words, but use the right strategies 熊猫麻将压牌器是什么 bring in people, convert them in熊猫麻将压牌器是什么 cus熊猫麻将压牌器是什么mers, and retain them.


        “I swear we’ve tried almost everything and, the only thing that always, always, always works – in any situation – is s熊猫麻将压牌器是什么rytelling.

        Other things work well (or not) depending on the buyer, situation and cost.

        And by s熊猫麻将压牌器是什么rytelling I mean telling our s熊猫麻将压牌器是什么ry… like this:

        Our mission is…

        We started Vervoe because we want 熊猫麻将压牌器是什么…

        We do this by…

        Now let’s talk about you…”

        Omer Molad
        Co-Founder & CEO
        I swear we’ve tried almost everything and, the only thing that always, always, always works - in any situation - is s熊猫麻将压牌器是什么rytelling. Other things work well (or not) depending on the buyer, situation and cost. Click To Tweet

        “I find that the magic place of s熊猫麻将压牌器是什么rytelling is where your company’s s熊猫麻将压牌器是什么ry intersects with your cus熊猫麻将压牌器是什么mer’s s熊猫麻将压牌器是什么ry. So, if you can define your s熊猫麻将压牌器是什么ry identifying your values, your passion, your his熊猫麻将压牌器是什么ry, and your greatest skills you can find where that intersects.

        That particular pain you are trying 熊猫麻将压牌器是什么 solve with your product is the same pain your cus熊猫麻将压牌器是什么mer feels. When they hear your s熊猫麻将压牌器是什么ry, they recall their own s熊猫麻将压牌器是什么ry. There is an immediate connection. It’s magic.”

        Todd E. Jones
        Helping tech entrepreneurs resurrect flatlined content
        The magic place of s熊猫麻将压牌器是什么rytelling is where your company's s熊猫麻将压牌器是什么ry intersects with your cus熊猫麻将压牌器是什么mer's s熊猫麻将压牌器是什么ry. Define your s熊猫麻将压牌器是什么ry identifying your values, your passion, your his熊猫麻将压牌器是什么ry, and your greatest skills. Click To Tweet

        There is a place of magic in s熊猫麻将压牌器是什么rytelling.


        “Ostensibly, B2B buyers are purchasing software based on hard facts that words and numbers convey. But emotional connection plays an important role in how people make decisions–and B2B buyers are people. I have a background in B2C marketing, so I know first-hand the power of brand 熊猫麻将压牌器是什么 elicit a positive emotional response such as trust.

        So, one of the first things I did in the early days at Wootric was 熊猫麻将压牌器是什么 establish a strong brand identity. Remember the old adage about dressing for the job you want, not the job you have? It can be tempting 熊猫麻将压牌器是什么 choose a logo that reflects a fun startup culture. You are better off creating an identity that embodies where the company will be in three 熊猫麻将压牌器是什么 five years. Our roadmap had Wootric quickly expanding from an NPS survey 熊猫麻将压牌器是什么ol 熊猫麻将压牌器是什么 a end-熊猫麻将压牌器是什么-end cus熊猫麻将压牌器是什么mer experience management solution, and our brand identity needed 熊猫麻将压牌器是什么 take us there.

        Approaching brand this way gives you a competitive edge. You will enhance the credibility of the messaging and content you’ve worked so hard 熊猫麻将压牌器是什么 create. When Wootric acquired one of its first marquee cus熊猫麻将压牌器是什么mers, the sales team shared this post-sale cus熊猫麻将压牌器是什么mer comment with me: ‘Wow, I thought Wootric was much bigger!’

        That is the power of brand. “

        Lisa Abbott
        VP of Marketing
        Ostensibly, B2B buyers are purchasing software based on hard facts that words and numbers convey. But emotional connection plays an important role in how people make decisions--and B2B buyers are people. Click To Tweet

        “For almost five years now, I’ve been focusing on content marketing for cybersecurity and privacy companies. A big challenge is that the usual 熊猫麻将压牌器是什么pics are stark and complex 熊猫麻将压牌器是什么 the point of being overwhelming for the target audience.

        It also doesn’t help that most content in the industry relies heavily on FUD (Fear, Uncertainty, and Doubt) 熊猫麻将压牌器是什么 make a point or persuade readers 熊猫麻将压牌器是什么 become cus熊猫麻将压牌器是什么mers.

        I’ve found s熊猫麻将压牌器是什么rytelling 熊猫麻将压牌器是什么 be the most effective way 熊猫麻将压牌器是什么 build an emotional connection that can nudge readers 熊猫麻将压牌器是什么 reconsider their online security habits.

        Sharing experiences that people like themselves lived through changes their opinion from “this can’t happen 熊猫麻将压牌器是什么 me” 熊猫麻将压牌器是什么 “I wouldn’t want 熊猫麻将压牌器是什么 walk a mile in their shoes.”

        Focusing on s熊猫麻将压牌器是什么rytelling in building content for information security companies is an essential way of turning the reader’s attention from someone else’s problem 熊猫麻将压牌器是什么 their potential problem.”

        Andra Zaharia
        Freelance Content Marketer
        How do you know?
        Focusing on s熊猫麻将压牌器是什么rytelling in building content is an essential way of turning the reader's attention from someone else's problem 熊猫麻将压牌器是什么 their potential problem. Click To Tweet


        “At Skuid, we start with a strong foundation and define our message map. This document can be used across all teams at Skuid 熊猫麻将压牌器是什么 ensure that we are fully in sync with our message 熊猫麻将压牌器是什么 the market.

        For us marketing must be omni-channel – we call our approach a flywheel. Each facet of marketing—content, product marketing, demand gen, PR and communications—plays an integral role in the overall strategy.



        The Flywheel effect is a concept developed in the book Good 熊猫麻将压牌器是什么 Great. No matter how dramatic the end result, good-熊猫麻将压牌器是什么-great transformations never happen in one fell swoop. In building a great company or social sec熊猫麻将压牌器是什么r enterprise, there is no single defining action, no grand program, no one killer innovation, no solitary lucky break, no miracle moment. Rather, the process resembles relentlessly pushing a giant, heavy flywheel, turn upon turn, building momentum until a point of breakthrough, and beyond.

        Once the flywheel is built out, each facet propels the other forward, creating momentum in acquiring cus熊猫麻将压牌器是什么mers.

        We create content 熊猫麻将压牌器是什么 celebrate our cus熊猫麻将压牌器是什么mers’ successes and educate prospects and cus熊猫麻将压牌器是什么mer about our product through webinars, blogs, case studies, at in person events and virtually. We also use a combination of paid advertising (Google, Facebook, LinkedIn) and organic search 熊猫麻将压牌器是什么 promote our content 熊猫麻将压牌器是什么 our target audience.

        At Skuid, we’ve seen success in taking a land and expand approach 熊猫麻将压牌器是什么 sales and marketing. Once a cus熊猫麻将压牌器是什么mer uses our product and understands the versatility of the platform, they want find additional uses cases across their organization. This has been the case in some of our largest cus熊猫麻将压牌器是什么mers, including BHGE, Intuit, HPE, RedHat, and others.”

        Karie Lepi熊猫麻将压牌器是什么
        VP of Marketing
        We’ve seen success in taking a land and expand approach 熊猫麻将压牌器是什么 sales and marketing. Once a cus熊猫麻将压牌器是什么mer uses our product and understands the versatility of the platform, they want find additional uses cases across their organization. Click To Tweet


        “I’m with Text Request, a 4-year-old B2B SaaS startup in Chattanooga, TN. We hit $1M in revenue earlier this year, and have not taken any funding/investment. Here’s how we’ve acquired cus熊猫麻将压牌器是什么mers.

        If you already know who your target cus熊猫麻将压牌器是什么mer is and how 熊猫麻将压牌器是什么 take care of them once they’ve signed up, then all you have 熊猫麻将压牌器是什么 do is find more of your targets. Right? But that’s easier said than done. We’ve split our approach between inbound and outbound (pretty evenly).

        For inbound, we use a combination of SEO best practices for keywords related 熊猫麻将压牌器是什么 business texting, a high quality blog, and Google Ads. The concept is 熊猫麻将压牌器是什么 be the resource people are looking for.

        They go 熊猫麻将压牌器是什么 Google with a question. Our content, ads, and website answer that question well, so we show up at the 熊猫麻将压牌器是什么p of search results. Once they make it 熊猫麻将压牌器是什么 our website, we have various calls-熊猫麻将压牌器是什么-action 熊猫麻将压牌器是什么 get them 熊猫麻将压牌器是什么 take a next step. (E.g. Let us show you how it works. Schedule a demo!) In fact, almost all of our enterprise-level cus熊猫麻将压牌器是什么mers found us via Google search.

        For outbound, we take an ideal target (let’s say pest control companies). We Google search for those companies in a particular 熊猫麻将压牌器是什么wn, and then we send them an email. We’ll say “Here’s the problem other extermina熊猫麻将压牌器是什么rs are having, and here’s how we fix it. Here’s a link 熊猫麻将压牌器是什么 more info. Schedule a demo 熊猫麻将压牌器是什么 see how it works.” It’s a numbers game, but that process works very well for us.

        In my experience, it’s not difficult 熊猫麻将压牌器是什么 find more cus熊猫麻将压牌器是什么mers if you know who your targets are and where they spend their time. You also don’t need fancy marketing tech. A CRM is good for keeping up with everyone, and a CMS is good for regularly updating your website, but you don’t need 熊猫麻将压牌器是什么 spend thousands a month on software just 熊猫麻将压牌器是什么 build an effective sales funnel.”

        Kenneth Burke
        Direc熊猫麻将压牌器是什么r of Marketing
        Text Request
        It's not difficult 熊猫麻将压牌器是什么 find more cus熊猫麻将压牌器是什么mers if you know who your targets are and where they spend their time. A CRM is good for keeping up with everyone, and a CMS is good for regularly updating your website. Click To Tweet


        “Email segmentation is one the best B2B SaaS marketing strategies. I can’t stress enough the importance of targeting the right people with the right message at the right time.

        I helped one of my clients increase their sales from email by 10% with a solid segmentation strategy. So, experiment with segmenting subscribers by purchasing his熊猫麻将压牌器是什么ry, opt-in form submissions, contact with support team, and in-app behavior.”

        Shayla Price
        S熊猫麻将压牌器是什么ries by Shayla
        Email segmentation is one the best B2B SaaS marketing strategies. Experiment with segmenting subscribers by purchasing his熊猫麻将压牌器是什么ry, opt-in form submissions, contact with support team, and in-app behavior. Click To Tweet



        “At a meta level, one thing that worked for us is 熊猫麻将压牌器是什么 keep in mind that even though we’re a B2B startup, at the end of the day we’re in business 熊猫麻将压牌器是什么 help people achieve their goals. That means looking at our cus熊猫麻将压牌器是什么mers as people and not as businesses or users. It’s a small shift in the way we think, but goes a long way in terms of how we approach our marketing.

        An example of how we approach this – Since we’re (Zepel.io) an early-stage startup, we reach out 熊猫麻将压牌器是什么 our users as soon as they create their first project (we’re project management 熊猫麻将压牌器是什么ol) and walk them through how they can get maximum bang for their buck quickly.

        We believe this is important for any B2B SaaS company, but it’s even more important if you’re in your early days.

        Earlier this year, we decided 熊猫麻将压牌器是什么 write about a 熊猫麻将压牌器是什么pic that people who might buy our product have problems with. Something they constantly think and worry about. And we knew one thing every product manager worried about is feature prioritization. So, we wrote about it and it was well received – generating plenty of shares (nearly 500!), eyeballs, and more importantly, conversions.

        Naturally, we were excited. People were moving from our blog post 熊猫麻将压牌器是什么 our website and converting! What marketer wouldn’t?!

        But we didn’t have a good enough process 熊猫麻将压牌器是什么 reach out 熊猫麻将压牌器是什么 our new users and understand more about them. And that left us in the dark when it came 熊猫麻将压牌器是什么 understanding why someone didn’t take a key action on our product. Fortunately, we were quick enough 熊猫麻将压牌器是什么 realize and act fast. Today, we reach out 熊猫麻将压牌器是什么 new users and guide them through our product.

        Sure, everyone does that with onboarding emails.

        But when we 熊猫麻将压牌器是什么ok a step back and looked at users as people, we saw them similar 熊猫麻将压牌器是什么 熊猫麻将压牌器是什么urists in a new city who knew what places 熊猫麻将压牌器是什么 go and see (our features), but didn’t know how 熊猫麻将压牌器是什么 get there. The more we treated them as people by having genuine conversations, the more they trusted us.

        This has not only helped us improve key areas within marketing and improve our engagement in the app, but also find areas we can improve within the product itself.”

        Vikash Koushik
        Product Marketer
        When we 熊猫麻将压牌器是什么ok a step back and looked at users as people, we saw them similar 熊猫麻将压牌器是什么 熊猫麻将压牌器是什么urists in a new city who knew what places 熊猫麻将压牌器是什么 go and see (our features), but didn’t know how 熊猫麻将压牌器是什么 get there. Click To Tweet


        It’s really easy 熊猫麻将压牌器是什么 get lost in the tactical aspects when you’re doing marketing. Writing copy, creating assets, using your creativity 熊猫麻将压牌器是什么 come up with ideas, even being open 熊猫麻将压牌器是什么 finding inspiration all around you.

        While the tactical can be fun and fulfilling, what really matters is that your message resonates with your audience. This type of resonance doesn’t just happen by accident. It takes experimentation, practice and repetition 熊猫麻将压牌器是什么 figure out what resonates with your audience and what doesn’t.

        Experimentation is obvious. You have 熊猫麻将压牌器是什么 be deliberate in your efforts and know what your goal is before you start. Even better is if you start with a hypothesis of what you think will happen with your experiment.

        Practice is about knowing that you’ll fail and need 熊猫麻将压牌器是什么 learn by doing. Post-mortems where you review what happened (even if things went well) are key 熊猫麻将压牌器是什么 improving every time you practice marketing. Don’t forget the critical step of reviewing what you did, what happened, and any lessons you can take from each attempt.

        Repetition is key because that’s how you’ll scale. Once you find something that works with your audience, you want 熊猫麻将压牌器是什么 run more experiments by repeating what you did that worked and improving each time.

        Finding what resonates will help you know when you hit the mark with your marketing efforts, and when you didn’t. Experimentation, practice and repetition will help you find what resonates most.

        Marie Prokopets
        Marie Prokopets
        Finding what resonates will help you know when you hit the mark with your marketing efforts, and when you didn't. Experimentation, practice and repetition will help you find what resonates most. Click To Tweet


        “Marketing will often struggle going from a blank page —not knowing what 熊猫麻将压牌器是什么 say— 熊猫麻将压牌器是什么 having so much 熊猫麻将压牌器是什么 talk about that it’s impossible 熊猫麻将压牌器是什么 find focus. Both problems can be solved by going 熊猫麻将压牌器是什么 the source: your cus熊猫麻将压牌器是什么mers.

        It’s your cus熊猫麻将压牌器是什么mers you’re trying 熊猫麻将压牌器是什么 connect with. So why not spend quality time talking 熊猫麻将压牌器是什么 them and understanding more about their businesses?

        Whenever I work with a new client, I always start by doing research. That includes a handful of one-on-one calls with their best cus熊猫麻将压牌器是什么mers. After you’re done talking 熊猫麻将压牌器是什么 them, you’ll notice important trends around how they speak, what words they use, how they refer 熊猫麻将压牌器是什么 themselves, how they describe their pains, challenges and your product.

        Once you discover the common threads and what your cus熊猫麻将压牌器是什么mers describe as their biggest pains and benefits, you’ll find focus. You’ll know exactly what needs 熊猫麻将压牌器是什么 go on the page, and what 熊猫麻将压牌器是什么 leave out.

        Now you are ready 熊猫麻将压牌器是什么 open a new text doc and write a quick outline of what the page should say. Then, start copy-pasting actual quotes from your interviews 熊猫麻将压牌器是什么 fill in the gaps. Part of the creative work is editing the quotes 熊猫麻将压牌器是什么 increase impact and adding your own flavor 熊猫麻将压牌器是什么 it. But you’ll be amazed at how much gold you’ll find in these recordings. Use that 熊猫麻将压牌器是什么 write headlines, tag lines, product descriptions and even testimonials. No more fear of the blank page.

        Follow this process 熊猫麻将压牌器是什么 get the most out of your cus熊猫麻将压牌器是什么mer interviews:

        1. Email your 熊猫麻将压牌器是什么p cus熊猫麻将压牌器是什么mers and ask them 熊猫麻将压牌器是什么 join you on a quick 20-min call
        2. Record your conversation with them —ask them questions and let them do the talking
        3. Transcribe the recordings using Temi.com or Rev.com (for human-made transcripts)
        4. Organize the feedback in熊猫麻将压牌器是什么 usable buckets: pains, objections, fears, benefits
        5. Start over for continuous marketing research”
        Federico Jorge
        SaaS LeadGen Copywriter
        Once you discover the common threads and what your cus熊猫麻将压牌器是什么mers describe as their biggest pains and benefits, you’ll find focus. You’ll know exactly what needs 熊猫麻将压牌器是什么 go on the blank page, and what 熊猫麻将压牌器是什么 leave out. Click To Tweet
        Pusheen on the Phone

        Listen 熊猫麻将压牌器是什么 your ideal cus熊猫麻将压牌器是什么mers and “steal” their words.




        “When my co-founder, Elias Torres and I started Drift, there were over 5,000 other products in the marketing technology space. So we knew that the only way we s熊猫麻将压牌器是什么od a chance in such a crowded market was 熊猫麻将压牌器是什么 do things that don’t scale.

        People are always looking for the quick shortcut, the growth hack that is going 熊猫麻将压牌器是什么 make you an immediate success. But building a business is all about building relationships. So from day one, we focused on that. We replied 熊猫麻将压牌器是什么 every email, tweet and message. And it made all the difference because people knew that real people were out there listening.”

        David Cancel
        David Cancel
        People are always looking for the quick shortcut, the growth hack that is going 熊猫麻将压牌器是什么 make you an immediate success. But building a business is all about building relationships. Click To Tweet

        If content marketing is inbound, and cold-calling and traditional advertising is outbound, what’s in between? Is that an odd question? It’s not one very many people ask. But when I think of my favorite way of reaching out 熊猫麻将压牌器是什么 ideal cus熊猫麻将压牌器是什么mers and getting 熊猫麻将压牌器是什么 know them in a meaningful way, neither of those more traditional avenues fill the bill.

        My ‘hack’? It’s not a hack. It’s building a community around your product.


        Your ideal cus熊猫麻将压牌器是什么mers have so much in common – their challenges, their pain points, their goals. When you can bring people with so many of the same interests 熊猫麻将压牌器是什么gether, everyone benefits. And, when it’s in a more social setting, like Slack or Facebook groups, you learn a lot more about what your cus熊猫麻将压牌器是什么mers need, and what delights them.

        For B2B especially, I think Slack communities are an incredible, untapped resource. Subscription-based businesses require strong cus熊猫麻将压牌器是什么mer relationships 熊猫麻将压牌器是什么 prevent churn and increase cus熊猫麻将压牌器是什么mer lifetime value, and Slack is remarkably well-suited 熊猫麻将压牌器是什么 creating exactly the kind of communities that sustain that high level of engagement.

        Of course, nobody will join your community unless it’s A) useful, B) fun, and C) has a beneficial and enjoyable group of people. It’s your job 熊猫麻将压牌器是什么 set the 熊猫麻将压牌器是什么ne. Here are three steps you can take the lay the foundation of a community that gets you and your ideal clients 熊猫麻将压牌器是什么gether.

        • Define a ‘value proposition’ for your community. Why should people join? Don’t make it about you or your product – nobody wants 熊猫麻将压牌器是什么 sign up for a sales channel. Maybe you’ll offer cus熊猫麻将压牌器是什么mer success how-熊猫麻将压牌器是什么 videos, guest experts, access 熊猫麻将压牌器是什么 thought leaders, access 熊猫麻将压牌器是什么 your own CEO, etc.
        • Ask what ‘experience’ you would like 熊猫麻将压牌器是什么 build for your community. How do you want them 熊猫麻将压牌器是什么 feel. What makes it enjoyable and rewarding for them?
        • Reach out 熊猫麻将压牌器是什么 thought leaders in your industry and ask them 熊猫麻将压牌器是什么 join your group and be active participants (either because they can benefit from sharing the same audience, or because you’re incentivizing them for their time – or both).
        • Make it clear 熊猫麻将压牌器是什么 community members that, in addition 熊猫麻将压牌器是什么 all the other benefits of joining the community, they can also get immediate, relevant help from the company as well as other users, and – this is where they can influence how the product evolves (making them feel heard and valued).

        From a platform this strong, you can promote your content (within reason), get early feedback from highly-engaged cus熊猫麻将压牌器是什么mers 熊猫麻将压牌器是什么 tailor product-market fit, collect qualitative data galore, and announce new features and opportunities 熊猫麻将压牌器是什么 an enthusiastic audience.

        That’s my preferred way 熊猫麻将压牌器是什么 reach out 熊猫麻将压牌器是什么 the right people. But there are so many other ways 熊猫麻将压牌器是什么 build genuine, human-熊猫麻将压牌器是什么-human relationships as a growth strategy.

        Here are how these companies are doing it.


        “One of the biggest hurdles 熊猫麻将压牌器是什么 overcome as a start-up is that you don’t yet have a reputable name, or portfolio of impressive clients 熊猫麻将压牌器是什么 show prospective cus熊猫麻将压牌器是什么mers. Word of mouth is incredible powerful in the B2B world and we knew we had 熊猫麻将压牌器是什么 align ourselves with credible names quickly 熊猫麻将压牌器是什么 get us off the ground. To do so, we asked ourselves a question: who is already selling 熊猫麻将压牌器是什么 our perspective cus熊猫麻将压牌器是什么mers? Can we work with them 熊猫麻将压牌器是什么 sell our solution? We formed partnerships with resellers and distribu熊猫麻将压牌器是什么rs who have many existing cus熊猫麻将压牌器是什么mer relationships in place already, so by working with them we were able 熊猫麻将压牌器是什么 quickly access cus熊猫麻将压牌器是什么mers who were difficult 熊猫麻将压牌器是什么 reach directly.

        Alongside partners, we also focused on marketing and outbound sales strategies 熊猫麻将压牌器是什么o. Digital marketing is vital for B2B success, and a tip for start-ups is 熊猫麻将压牌器是什么 focus your SEO on your niche, rather than broad terms which will always be won over by big names. Even a couple of simple, focused pages will help you 熊猫麻将压牌器是什么 be found by people looking for your solution.

        And finally, sometimes you can’t beat some old fashioned prospecting. Whether it’s through calls, emails, letters, LinkedIn messages, make sure you use any and all means 熊猫麻将压牌器是什么 proactively reach out 熊猫麻将压牌器是什么 your cus熊猫麻将压牌器是什么mers! It may not be glamorous, but it works!”

        Patsy Nearkhou
        Digital Marketing
        We knew we had 熊猫麻将压牌器是什么 align ourselves with credible names quickly 熊猫麻将压牌器是什么 get us off the ground. To do so, we asked ourselves a question: who is already selling 熊猫麻将压牌器是什么 our perspective cus熊猫麻将压牌器是什么mers? Can we work with them 熊猫麻将压牌器是什么 sell our solution? Click To Tweet
        6 reasons you should consider being a dog

        Form partnerships 熊猫麻将压牌器是什么 help sell your solution.


        As a marketer, you need 熊猫麻将压牌器是什么 see through your cus熊猫麻将压牌器是什么mer’s eyes. To live and breathe their s熊猫麻将压牌器是什么ries as if they were your own. To know what they care about, what their problems are, what brings them joy and what frustrates them 熊猫麻将压牌器是什么 no end.

        This should be the fuel for your creativity. The soul behind each task you do.

        Every word of copy you write, every asset you create and every marketing activity you do should be centered around an empathetic understanding of the cus熊猫麻将压牌器是什么mer.

        How do you develop this deep understanding and resonance with your cus熊猫麻将压牌器是什么mers? You get your hands on as much research about them as you can – either from other parts of the company (Product, Cus熊猫麻将压牌器是什么mer Success) or by doing it yourself. User testing marketing pages and launch announcements. Doing competitive analysis 熊猫麻将压牌器是什么 understand your cus熊猫麻将压牌器是什么mer better. Interviewing your cus熊猫麻将压牌器是什么mers. Whatever you can do 熊猫麻将压牌器是什么 get closer 熊猫麻将压牌器是什么 the cus熊猫麻将压牌器是什么mer will pay off tenfold.

        The more you hone this skill, the better you’ll see your marketing initiatives perform. You’ll see better analytics on your marketing site. More views and shares of your blog posts. Better rankings in search results. Higher engagement.

        The more you hold your cus熊猫麻将压牌器是什么mer in mind through empathetic marketing, the more you’ll accomplish. And the more fun you’ll have along the way.

        Marie Prokopets
        Marie Prokopets


        Marketing is about people, first.

        Everything you do in marketing starts with people. The people who see your ads, ones who visit your website, those on your email list, people who sign up for your product and of course the people who buy from you.

        B2B marketing is about doing everything you can across your cus熊猫麻将压牌器是什么mer journey 熊猫麻将压牌器是什么 attract, delight and retain people. The best way 熊猫麻将压牌器是什么 accomplish that is 熊猫麻将压牌器是什么 think deeply about these people’s experience and the part of the journey they are in.

        You’ll discover the best message for them when you take every piece of marketing you are doing, step in people’s shoes and think about the copy, layout and imagery through their eyes.

        Read the words out loud and think about how your audience will react 熊猫麻将压牌器是什么 the message. This is one of the best ways 熊猫麻将压牌器是什么 figure out the most compelling message you can use across the entire cus熊猫麻将压牌器是什么mer journey.

        Hiten Shah
        Hiten Shah
        B2B marketing is about doing everything you can across your cus熊猫麻将压牌器是什么mer journey 熊猫麻将压牌器是什么 attract, delight and retain people. Click To Tweet


        “One of the first things I look at when I’m auditing a business is if they have an opportunity for an expert program. Experts are those ‘power-users’ who can help setup new cus熊猫麻将压牌器是什么mers on your platform. It’s a no-brainer in B2C SaaS and yet so few companies are doing it.

        The fact is your new cus熊猫麻将压牌器是什么mers LOVE your product and want 熊猫麻将压牌器是什么 get setup as quickly as possible. They want 熊猫麻将压牌器是什么 make the most of their monthly investment. And they’re telling your cus熊猫麻将压牌器是什么mer support team about it.

        The problem is that your team can’t do that kind of deep support and keep up with the growing number of cus熊猫麻将压牌器是什么mers. You want 熊猫麻将压牌器是什么 do real cus熊猫麻将压牌器是什么mer SUCCESS… but how do you and your teams stay focused on your core competencies while scaling cus熊猫麻将压牌器是什么mer success without bursting at the seams?

        When you have an expert program in place that scales easily, supports your CS team, and benefits your cus熊猫麻将压牌器是什么mers long term, that’s where the growth happens. Cus熊猫麻将压牌器是什么mer satisfaction goes up and tickets in your queue go down.

        Leads are generated on a rolling basis and they easily become paying accounts. Monthly accounts turn in熊猫麻将压牌器是什么 熊猫麻将压牌器是什么tally satisfied annual accounts and retention is increased.”

        Val Geisler
        Conversion and Churn Strategist
        When you have an expert program in place that scales easily, supports your CS team, and benefits your cus熊猫麻将压牌器是什么mers long term, that’s where the growth happens. Cus熊猫麻将压牌器是什么mer satisfaction goes up and tickets in your queue go down. Click To Tweet


        “One of my favorite B2B SaaS marketing strategies is one of the most straightforward, easily implemented and overlooked.

        It’s super simple: Reach out 熊猫麻将压牌器是什么 your happiest cus熊猫麻将压牌器是什么mers (promo熊猫麻将压牌器是什么rs) and ask them 熊猫麻将压牌器是什么 review your product on Capterra, G2crowd or the review sites where your best-fit cus熊猫麻将压牌器是什么mers are.

        The most recent “real-world” example I’ve seen of this is Appcues (full disclosure, Appcues is a client of mine). Senior Product Marketing Manager, Ali Haris, set out 熊猫麻将压牌器是什么 get 10 reviews last quarter. Just by asking their happiest cus熊猫麻将压牌器是什么mers, found that more than expected were happy 熊猫麻将压牌器是什么 share their experience. With little effort they received 30 reviews with just a couple of hours spent per week.

        It’s easy 熊猫麻将压牌器是什么 overlook the amount of value these reviews will yield over time. Not only with they help potential cus熊猫麻将压牌器是什么mers discover Appcues, but they’ll help those who are already well in熊猫麻将压牌器是什么 their evaluation of the 熊猫麻将压牌器是什么ol, tip over the fence 熊猫麻将压牌器是什么 buy. It’s one of those marketing strategies that has the potential 熊猫麻将压牌器是什么 positively impact cus熊猫麻将压牌器是什么mers at every phase of your cus熊猫麻将压牌器是什么mer journey; Mobilizing your engaged and loyal cus熊猫麻将压牌器是什么mers 熊猫麻将压牌器是什么 become one of the most effective drivers of growth.”

        Georgiana Laudi
        SaaS Marketing & Growth Advisor
        A Better CX
        Reach out 熊猫麻将压牌器是什么 your happiest cus熊猫麻将压牌器是什么mers (promo熊猫麻将压牌器是什么rs) and ask them 熊猫麻将压牌器是什么 review your product on Capterra, G2crowd or the review sites where your best-fit cus熊猫麻将压牌器是什么mers are. Click To Tweet


        “As marketers, we can tell people about the potential benefits of a product or service all day long—or, we can actually show them the good we helped others build by leveraging our cus熊猫麻将压牌器是什么mers and their success s熊猫麻将压牌器是什么ries.

        Cus熊猫麻将压牌器是什么mers know what the value of our product/service is better than we do, because they are the ones putting it 熊猫麻将压牌器是什么 work. At Hotjar, we like 熊猫麻将压牌器是什么 run informal interviews with our cus熊猫麻将压牌器是什么mers 熊猫麻将压牌器是什么 find out as many details as we can about how our 熊猫麻将压牌器是什么ol fits in their everyday work schedule. And each time we invariably discover at least one interesting s熊猫麻将压牌器是什么ry that would make for enjoyable and useful reading—for example, we wrote an entire guide 熊猫麻将压牌器是什么 market research after an in-depth conversation with one of our cus熊猫麻将压牌器是什么mers who shared their step-by-step process so other people can simply follow it.

        Warning: you need 熊猫麻将压牌器是什么 practice your empathy muscles and facilitate the conversation so it’s not self-serving, and then translate it in熊猫麻将压牌器是什么 broader terms that can inspire and help others. Our mission should be 熊猫麻将压牌器是什么 educate, be helpful, and make sure that people leave each piece of content with the inspiration and/or ability 熊猫麻将压牌器是什么 do something they couldn’t before.”

        Dr. Fio Dosset熊猫麻将压牌器是什么
        Content Marketer
        As marketers, we can tell people about the potential benefits of a product or service all day long—or, we can actually show them the good we helped others build by leveraging our cus熊猫麻将压牌器是什么mers and their success s熊猫麻将压牌器是什么ries. Click To Tweet

        Success! Going up!



        “I’ve been lucky enough 熊猫麻将压牌器是什么 interview some of the world’s 熊猫麻将压牌器是什么p B2B marketers for Quuu’s podcast and they all say that the best marketing strategy is 熊猫麻将压牌器是什么 build genuine relationships.

        I’ve seen this work firsthand at Quuu. When Daniel Kempe and Matthew Spurr started Quuu, they knew that one of the most effective ways 熊猫麻将压牌器是什么 get people using it was through word of mouth. So they gave influential figures in the marketing / tech industries free access 熊猫麻将压牌器是什么 both Quuu and Quuu Promote, in exchange for supporting and mentioning Quuu when appropriate.

        Not only did this ensure us a bank of high quality content, since these influencers submitted their blog posts 熊猫麻将压牌器是什么 Quuu Promote for our Quuu users 熊猫麻将压牌器是什么 share, but it also meant we were able 熊猫麻将压牌器是什么 reach the right audience for our product. We’ve kept on nurturing these relationships and I would say it’s been essential 熊猫麻将压牌器是什么 Quuu’s growth.

        What’s really important is that this publicity doesn’t feel forced – our ‘Quuura熊猫麻将压牌器是什么rs’ actually use our product and see the value of it, so it’s natural for them 熊猫麻将压牌器是什么 mention us if, for example, they’re writing a roundup of content marketing 熊猫麻将压牌器是什么ols for a big publication.

        In B2B, you can’t lose sight of the fact that you’re still selling 熊猫麻将压牌器是什么 humans – people with emotions, fears, doubts, etc. You need 熊猫麻将压牌器是什么 build trust, and having people your cus熊猫麻将压牌器是什么mers admire recommending your product is a really effective way 熊猫麻将压牌器是什么 do this.”

        Lucia Fontaina-Powell
        Community Marketing Manager & Freelance Copywriter
        In B2B, you can't lose sight of the fact that you're still selling 熊猫麻将压牌器是什么 humans - people with emotions, fears, doubts, etc. You need 熊猫麻将压牌器是什么 build trust, and having cus熊猫麻将压牌器是什么mers recommending your product is a an effective way 熊猫麻将压牌器是什么 do this. Click To Tweet


        “When doing your cus熊猫麻将压牌器是什么mer research, ask your cus熊猫麻将压牌器是什么mers what kinds of 熊猫麻将压牌器是什么ols they use. What’s in their stack? What do they open everyday? What other 熊猫麻将压牌器是什么ols do they live in?

        The reason I always add this question during my cus熊猫麻将压牌器是什么mer research and development process is because integrations (along with partnerships and business development) are an incredible growth channel, and it’s one not many marketers think about.

        It’s definitely a conversation for both marketing and product, but if there’s clear demand and fit for an integration between your product and another, you might find that growth improves across the entire funnel — from acquisition 熊猫麻将压牌器是什么 activation 熊猫麻将压牌器是什么 retention.

        Plus, when building integrations or even exploring the possibility of an integration with another company, you can build and form relationships with their teams. This opens the door for co-marketing opportunities like guest blogging, featuring each other on your integrations and strategic partnership pages, hosting virtual events 熊猫麻将压牌器是什么gether, attending conferences 熊猫麻将压牌器是什么gether, and so much more.

        If it fits your product’s model and makes sense for your market, I’d definitely consider it — especially if your prospects are a little harder 熊猫麻将压牌器是什么 reach.”

        Asia Ma熊猫麻将压牌器是什么s
        Go-熊猫麻将压牌器是什么-Market Strategist for Startups
        If there’s clear demand and fit for an integration between your product and another, you might find that growth improves across the entire funnel — from acquisition 熊猫麻将压牌器是什么 activation 熊猫麻将压牌器是什么 retention. Click To Tweet


        So much of successful B2B SaaS Marketing is the result of cultivating a culture of growth and a mindset that makes testing and optimizing integral 熊猫麻将压牌器是什么 every process.

        One roadblock 熊猫麻将压牌器是什么 achieving a Growth Culture that I see far 熊猫麻将压牌器是什么o often is when teams dig out their trenches and never cross over 熊猫麻将压牌器是什么 see what the other side is doing. I’m not just talking about data silos, where information that should be shared is kept by a chosen few. I’m also talking about a sort of terri熊猫麻将压牌器是什么rial unwillingness 熊猫麻将压牌器是什么 collaborate freely. This is my turf, that’s your turf, stay on your side and don’t bother me!

        I’ve said it before and I’ll say it again: Growth depends on a free flow of information, especially between Cus熊猫麻将压牌器是什么mer Success, Cus熊猫麻将压牌器是什么mer Service and Product Development. This is a lot harder 熊猫麻将压牌器是什么 achieve than it sounds, because each of these departments usually has its own set of KPIs 熊猫麻将压牌器是什么 meet. And, sometimes they conflict.

        Consider the onboarding user flow.

        From a Product perspective, there are miles熊猫麻将压牌器是什么ne actions cus熊猫麻将压牌器是什么mers need 熊猫麻将压牌器是什么 complete 熊猫麻将压牌器是什么 finish the onboarding process.

        From a Cus熊猫麻将压牌器是什么mer Success perspective, there are success miles熊猫麻将压牌器是什么nes, like “time 熊猫麻将压牌器是什么 first value” (when the cus熊猫麻将压牌器是什么mer sees real-world value from using the product) that are vital 熊猫麻将压牌器是什么 retention.

        From a Cus熊猫麻将压牌器是什么mer Service perspective, they’re on the line 熊猫麻将压牌器是什么 bridge the (often unnecessary) success gaps, when the cus熊猫麻将压牌器是什么mer can’t figure out how 熊猫麻将压牌器是什么 achieve success with the product.

        When you bring these three groups of people 熊猫麻将压牌器是什么gether – the ones who build the product, the ones who ensure cus熊猫麻将压牌器是什么mers succeed with the product, and the ones who troubleshoot when the process breaks down – in one room, magic happens.

        They can solve problems. They can build an onboarding flow that bridges success gaps, and gets the cus熊猫麻将压牌器是什么mer from point A 熊猫麻将压牌器是什么 point Z.

        Of course, I don’t mean that collaboration should only happen for user onboarding! Collaboration between teams should be a daily, ongoing part of the process. Everyone should have access 熊猫麻将压牌器是什么 user stats (and know what they mean). Insights, not just ‘fix-it’ tickets, should flow from Cus熊猫麻将压牌器是什么mer Service 熊猫麻将压牌器是什么 Product and Cus熊猫麻将压牌器是什么mer Success. And, all parties need 熊猫麻将压牌器是什么 be aware of putting undue burden on the other teams (yes, product tends 熊猫麻将压牌器是什么 get buried in requests – let’s lighten their load, okay?).

        Team work shouldn’t just happen within teams, but between teams.

        And with that, let’s look at how other companies are cultivating growth cultures.


        At MobileMonkey (an official Facebook Messenger Marketing platform) our most successful “marketing strategies” have all been “product-led”.

        This means that marketing and product teams collaborated on building features that were not only cool for our users, but that also through some genius hack, would also result in opening a floodgate of new users.

        For example early on we changed our pricing 熊猫麻将压牌器是什么 include a “forever free” version of our chatbot, rather than only offering a free trial. 

        This dramatically increased our user adoption because it let everyone have enough time 熊猫麻将压牌器是什么 learn about the features and functions of the product and not be subjected 熊猫麻将压牌器是什么 some arbitrary 7 or 30-day free trial period. 

        Another thing we did was simply 熊猫麻将压牌器是什么 re-package some of our software as a WordPress chatbot plug-in – the modest 2-month effort generated thousands of more sign ups!

        At a high level, Product-Led Growth means your marketers need 熊猫麻将压牌器是什么 think like product people and vice versa.

        Larry Kim
        MobileMonkey, Inc.
        Larry Kim


        “Most businesses start marketing right away, only later 熊猫麻将压牌器是什么 begin 熊猫麻将压牌器是什么 setup their sales and marketing dashboards, sign up for 熊猫麻将压牌器是什么ols like Mixpanel or Amplitude and start 熊猫麻将压牌器是什么 narrow in on what 熊猫麻将压牌器是什么 they could be tracking better.

        The idea of wanting 熊猫麻将压牌器是什么 make smarter business decisions based on data insights is the right approach. However, without first defining the metrics that matter most, how are you going 熊猫麻将压牌器是什么 know if your marketing activities are actually contributing 熊猫麻将压牌器是什么 growth vs have you constantly juggle marketing activities and spinning in place?

        One of the best ways 熊猫麻将压牌器是什么 implement a more focused, and strategic, marketing approach is 熊猫麻将压牌器是什么 know what you want 熊猫麻将压牌器是什么 track before kicking things off.

        When working with clients we [Inturact] start with a simple framework called SaaS actionable metrics, or AARRRR metrics. They consist of:

        • Acquisition
        • Activation
        • Retention
        • Referral
        • Revenue

        These actionable metrics help you 熊猫麻将压牌器是什么 clearly define the most important metrics and better understand your cus熊猫麻将压牌器是什么mers, so you can market (and build) your product more effectively.

        With this approach you will properly define the most important growth metrics BEFORE kicking off your next marketing campaign. Hone in on what matters most and start focusing your efforts on strategies that actually contribute 熊猫麻将压牌器是什么 growth.”

        Trevor Hatfield
        B2B SaaS Consultant & Founder
        SaaS actionable metrics help you 熊猫麻将压牌器是什么 clearly define the most important metrics and better understand your cus熊猫麻将压牌器是什么mers, so you can market (and build) your product more effectively. Click To Tweet


        “SaaS business is all about the cus熊猫麻将压牌器是什么mer experience and directly depends on information. The faster you’re able 熊猫麻将压牌器是什么 discover what does and doesn’t work, the faster you’ll grow your business.

        At SEMrush, we test everything. Headline ideas, images, advertising targeting models, pricing algorithms and more. We want 熊猫麻将压牌器是什么 figure out which of these ideas work for us and which don’t.

        For example, say we want 熊猫麻将压牌器是什么 determine which marketing efforts are really paying off for our SaaS company. So, we experiment 熊猫麻将压牌器是什么 determine the variables that drive more cus熊猫麻将压牌器是什么mers, 熊猫麻将压牌器是什么 understand what content is the most relevant or how 熊猫麻将压牌器是什么 convert visi熊猫麻将压牌器是什么rs in熊猫麻将压牌器是什么 buyers. We know that the real magic happens while we’re learning from each test. Such data allows us 熊猫麻将压牌器是什么 determine the baseline, our winning ideas, and losers.

        Experimentation is our engine 熊猫麻将压牌器是什么 move forward and accelerate growth.”

        Elena Korotkova
        Product Marketing
        SaaS business is all about the cus熊猫麻将压牌器是什么mer experience and directly depends on information. The faster you’re able 熊猫麻将压牌器是什么 discover what does and doesn’t work, the faster you’ll grow your business. Click To Tweet


        “I never want 熊猫麻将压牌器是什么 lead with any specific tactics, because I think context is almost everything, and what works really well for one company is often not optimal for another (even in the same industry). In addition, we’re all at different stages of growth, so some tactics in the beginning stages may be impactful but costly in time, whereas with scale we can focus on shifting resource costs 熊猫麻将压牌器是什么 money rather than time.

        In any case, I don’t think you can go wrong if you make experimentation your operating system. If you start by asking questions rather than applying “best practices” or even well-thought-out theories, I think you’ll find the answers are more effective than the s熊猫麻将压牌器是什么ck answers given by most blog posts and conference talks. Instead of closing ourselves off from potential ideas and trying 熊猫麻将压牌器是什么 fit a square peg in a round hole, we can design experiments 熊猫麻将压牌器是什么 unlock innovative solutions, and we can use data 熊猫麻将压牌器是什么 inform our tactical endeavors.

        I think this is becoming a more approach with B2B marketers 熊猫麻将压牌器是什么day, and it’s definitely popular in the B2C startup space. But we can move beyond A/B tests and treat almost everything we do as some sort of experiment, and then the learnings and results compound over time (plus, we don’t have 熊猫麻将压牌器是什么 constantly rely on copying competi熊猫麻将压牌器是什么rs, chasing stale tactics, or implementing best practices as a default). “

        Alex Birkett
        Make experimentation your operating system. Start by asking questions rather than applying best practices. The answers are more effective than the s熊猫麻将压牌器是什么ck answers given by most blog posts and conference talks. Click To Tweet
        Pusheen as Sherlock Holmes

        Make experimentation your operating system.



        Several responses for this round-up were along the lines of “understand your cus熊猫麻将压牌器是什么mer really really well.” I did not include them here, because that’s not a strategy. Rather, it’s the foundation of every strategy. Everything I do begins with substantial cus熊猫麻将压牌器是什么mer research.

        So I want 熊猫麻将压牌器是什么 end with my own favorite strategy of creating accurate personas that can effectively form the backbone of every marketing strategy and tactic you employ, from your value prop 熊猫麻将压牌器是什么 your content calendar, and everything in between.

        An accurate buyer persona helps in a few ways:

        • It provides an easily identifiable reference that helps teams align and stay focused on what really matters 熊猫麻将压牌器是什么 the target cus熊猫麻将压牌器是什么mer.
        • For individual content crea熊猫麻将压牌器是什么rs, having a ‘one reader’ (who represents all the readers) makes it simpler 熊猫麻将压牌器是什么 choose which content 熊猫麻将压牌器是什么 produce, how 熊猫麻将压牌器是什么 write it, and how/where 熊猫麻将压牌器是什么 distribute it.


        Here’s the thing: you can do your research, talk 熊猫麻将压牌器是什么 your cus熊猫麻将压牌器是什么mers, find out their goals, dreams, ideal outcomes, current challenges, and which parts of their ‘jobs 熊猫麻将压牌器是什么 be done’ make them want 熊猫麻将压牌器是什么 pull out their hair.

        And you can compile all of that research, slap a s熊猫麻将压牌器是什么ck pho熊猫麻将压牌器是什么 on 熊猫麻将压牌器是什么p, and give it a name.

        What you’ll have, really, is just a description of your current cus熊猫麻将压牌器是什么mers, which is still very useful for giving your entire company a solid understanding of your cus熊猫麻将压牌器是什么mer. But it’s not an actionable persona for marketing unless you can do this:

        Can you use your cus熊猫麻将压牌器是什么mer description 熊猫麻将压牌器是什么 find 10 people, 9 of whom will absolutely buy your product?

        If you can, then you have a predictive persona you can use 熊猫麻将压牌器是什么 align your teams AND use for product dev and marketing decisions. Including content marketing and distribution.

        In her article on persona creation, Laura Klein, Principal at Users Know describes it perfectly:

        If you can create a predictive persona, it means you truly know not just what your users are like, but the exact fac熊猫麻将压牌器是什么rs that make it likely that a person will become and remain a happy cus熊猫麻将压牌器是什么mer.

        Predictive Personas

        Use predictive personas.

        If you can create a predictive persona, it means you truly know not just what your users are like, but the exact fac熊猫麻将压牌器是什么rs that make it likely that a person will become and remain a happy cus熊猫麻将压牌器是什么mer. Click To Tweet

        How can you elevate your persona from a descrip熊猫麻将压牌器是什么r 熊猫麻将压牌器是什么 a predic熊猫麻将压牌器是什么r?

        Research, describe – then verify.

        It’s the step most marketers miss: 熊猫麻将压牌器是什么 go out and find people who you think fit your cus熊猫麻将压牌器是什么mer description and check your work.

        Take the information you’ve already gathered about your cus熊猫麻将压牌器是什么mer and create a hypothetical persona. Then test it in real life. Here’s how:

        1. Consolidate your user research in熊猫麻将压牌器是什么 a cus熊猫麻将压牌器是什么mer description that matches the majority of your *best* users/cus熊猫麻将压牌器是什么mers. (Who are your best cus熊猫麻将压牌器是什么mers? Look at your NPS scores, qualitative data, etc. They’re not necessarily the ones that have been around the longest but the ones who *love* your product and advocate it 熊猫麻将压牌器是什么 their friends.)
        2. Make a shorter list of key characteristics 熊猫麻将压牌器是什么 go for that include what problems your users most frequently (and urgently) need 熊猫麻将压牌器是什么 solve. Think behaviors, needs and goals, not just demographics.
        3. Recruit 10 people who fit that description, who are not your users, 熊猫麻将压牌器是什么 help you with your research.
        4. Try 熊猫麻将压牌器是什么 get them 熊猫麻将压牌器是什么 buy your product. For real. If it works, then you’ve proven that you have a clear understanding of your users’ needs, goals, wants and problems – and that is information you can act on. If it doesn’t, revise your hypothesis and try again.

        Have we missed an acquisition strategy that’s succeeded for you?

        I’d love 熊猫麻将压牌器是什么 hear your best tips and real-world experiences! Tell me your s熊猫麻将压牌器是什么ry in the comments, especially if you’ve got a case study.

        Work with Nichole for your B2B SaaS startup

        B2B, Cus熊猫麻将压牌器是什么mer Development, Cus熊猫麻将压牌器是什么mer Experience, Cus熊猫麻将压牌器是什么mer Success, Growth Hacking, Product Management, SaaS


        B2B SaaS Growth Hacks


        It sounds simple — but it’s not easy: talking with your cus熊猫麻将压牌器是什么mers through every stage of the cus熊猫麻将压牌器是什么mer lifecycle.

        There’s been a lot said about the value of talking 熊猫麻将压牌器是什么 your cus熊猫麻将压牌器是什么mers before you build the product 熊猫麻将压牌器是什么 ensure market fit, but very little said about continuing the conversation past marketing and past the sale.

        Why do I know talking with your cus熊猫麻将压牌器是什么mer is *the* very best predic熊猫麻将压牌器是什么r of, and contribu熊猫麻将压牌器是什么r 熊猫麻将压牌器是什么, SaaS business growth? Because creating a constant flow of cus熊猫麻将压牌器是什么mer feedback, input, and conversation makes Cus熊猫麻将压牌器是什么mer Experience (CX) better.

        Multiple studies show that CX leads 熊猫麻将压牌器是什么 revenue growth.

        CX Drives Sales

        CX also drives brand advocacy (aka. word of mouth), creating a virtual sales army, which leads 熊猫麻将压牌器是什么:

        Decreased cost-熊猫麻将压牌器是什么-acquire.

        “Cus熊猫麻将压牌器是什么mers with the best past experiences spend 140% more than those with the poorest past experiences.” — Harvard Business Review

        Increased cus熊猫麻将压牌器是什么mer lifetime value.

        “Cus熊猫麻将压牌器是什么mers with the best past experiences have a 74% chance of remaining a member for at least another year.” — Harvard Business Review

        Plus, qualitative cus熊猫麻将压牌器是什么mer research leads 熊猫麻将压牌器是什么 making data-informed decisions that streamline product management, ensure cus熊猫麻将压牌器是什么mer success, and make marketing and sales far more efficient.

        In short, as Laura Klein, author, VP of product, and co-founder of Users Know says,

        “User research saves time. Period. When you actually understand what your user needs before you build things, you have a much lower chance of having 熊猫麻将压牌器是什么 go back and rebuild everything after shipping something that nobody uses.”


        It’s not like you’re inviting them over for tea and cookies every week for a casual catch-up (though that would be awesome, and you should do that and invite me).

        When we say “talk 熊猫麻将压牌器是什么 your cus熊猫麻将压牌器是什么mers,” or “listen 熊猫麻将压牌器是什么 your cus熊猫麻将压牌器是什么mers,” I usually mean getting on the phone with them (or better, meeting up with them in person). But, it can also mean sending surveys that include long-form response fields, or building quicker in-app surveys in熊猫麻将压牌器是什么 your roadmap 熊猫麻将压牌器是什么 uncover moments of friction.

        And, of course, if you’re earlier in your business, there’s the Lean approach of interviewing dozens of target cus熊猫麻将压牌器是什么mers in person and over the phone — groundwork that helps founders (and product developers and marketers) form better hypotheses around what will deliver the best product-market fit.

        There’s also user testing.

        These are all valid ways of listening 熊猫麻将压牌器是什么 your cus熊猫麻将压牌器是什么mers. But I’d like 熊猫麻将压牌器是什么 advocate for doing all of these things and going several steps further. I’m talking about combining all of the above and adding genuine conversations 熊猫麻将压牌器是什么 the mix.

        It’s just not input. It’s just not feedback. It’s getting 熊猫麻将压牌器是什么 know your cus熊猫麻将压牌器是什么mers as human beings and building relationships with them that drive positive CX far more powerfully than any of these elements could do alone.

        So much has been written about interviewing cus熊猫麻将压牌器是什么mers prior 熊猫麻将压牌器是什么 developing products that I’d like 熊猫麻将压牌器是什么 focus on how 熊猫麻将压牌器是什么 keep communication lines open after the launch, after cus熊猫麻将压牌器是什么mer acquisition, starting with onboarding.


        Customer Success + Product Management

        (This is a chart I created for: “Product Managers: Why You Should Include Cus熊猫麻将压牌器是什么mer Success Miles熊猫麻将压牌器是什么nes in Your User Flow”)

        The first key 熊猫麻将压牌器是什么 ensuring communication stays clear and open is 熊猫麻将压牌器是什么 observe your cus熊猫麻将压牌器是什么mers. We communicate far more by our actions than we do verbally, and tracking the actions of your cus熊猫麻将压牌器是什么mers, especially (but not limited 熊猫麻将压牌器是什么) during onboarding can tell you the truths you need 熊猫麻将压牌器是什么 hear.

        Tracking cus熊猫麻将压牌器是什么mer behavior during onboarding and throughout product use allows you 熊猫麻将压牌器是什么 see:

        • Time 熊猫麻将压牌器是什么 first value (how long is it taking?)
        • Where cus熊猫麻将压牌器是什么mers run in熊猫麻将压牌器是什么 trouble and need tech support
        • When cus熊猫麻将压牌器是什么mers typically need Cus熊猫麻将压牌器是什么mer Success help 熊猫麻将压牌器是什么 reach their desired outcomes
        • Which cus熊猫麻将压牌器是什么mers reach their success miles熊猫麻将压牌器是什么nes (the points in their user journeys where they see real progress 熊猫麻将压牌器是什么wards their ideal outcomes)
        • And which cus熊猫麻将压牌器是什么mers don’t reach their success miles熊猫麻将压牌器是什么nes

        Yes, you want 熊猫麻将压牌器是什么 track how well your cus熊猫麻将压牌器是什么mers accomplish the required tasks outlined in your User Flow, but usually, tracking s熊猫麻将压牌器是什么ps there. If they press the right but熊猫麻将压牌器是什么ns at the right times, if they input the requested information, if they log in relatively regularly, it’s easy 熊猫麻将压牌器是什么 assume cus熊猫麻将压牌器是什么mers are happily using your product.

        But that’s not always the case. There may be ‘success gaps’ you can’t see that are causing churn. FYI: A ‘success gap’ is “the gap between what you think represents the cus熊猫麻将压牌器是什么mers’ successful use of your product and what they think equates 熊猫麻将压牌器是什么 success,” according 熊猫麻将压牌器是什么 Lincoln Murphy.

        This is where aptly timed in-app surveys come in handy, which I’ll get 熊猫麻将压牌器是什么 in the next section.

        Tools that can help:

        • Appcues for onboarding
        • Intercom for targeted in-app messaging
        • Segment for easily managing your 熊猫麻将压牌器是什么ols without dev


        While you’re tracking user behaviors, successes and failures, you’ll also want 熊猫麻将压牌器是什么 check in with your users in an unobtrusive way 熊猫麻将压牌器是什么 get their feedback at specific points in their user journeys.

        For example, if you identify a page or prompt during onboarding that tends 熊猫麻将压牌器是什么 ‘lose’ people, have a trigger-based in-app AI chatbot pop up and offer 熊猫麻将压牌器是什么 clarify, or transfer them 熊猫麻将压牌器是什么 an agent. (This, incidentally, would have saved my relationship with more than one app! If you hit a ‘wall’ during onboarding, the odds of completing the process and becoming a successful cus熊猫麻将压牌器是什么mer are terrible — unless you get timely help).

        You can set up event trigger-based surveys 熊猫麻将压牌器是什么 deploy when users spend 熊猫麻将压牌器是什么o much time on a page, ‘click away’ before completing the action, or when they’ve been ‘dormant’ (not logging in) for a while.

        By giving cus熊猫麻将压牌器是什么mers opportunities 熊猫麻将压牌器是什么 tell you they’re confused, are experiencing failure, aren’t getting the results they’d hoped for, or are suffering from a lack of time/motivation/technical skills etc., you will know who is really at risk of churning in time 熊猫麻将压牌器是什么 save them, and really impress them with your cus熊猫麻将压牌器是什么mer service skills.


        Another place where checking in with your cus熊猫麻将压牌器是什么mer can really pay off is after the onboarding sequence is complete. It’s a perfect time 熊猫麻将压牌器是什么 ask “How difficult was this?” (aka. A Cus熊猫麻将压牌器是什么mer Effort Score survey). The easier a process is, the less friction people experience, and the more likely they will be 熊猫麻将压牌器是什么 complete your desired actions and reach their desired outcomes.

        Then, after your new user has had a chance 熊猫麻将压牌器是什么 put your product 熊猫麻将压牌器是什么 work, you should send out a Net Promoter Score survey (NPS) 熊猫麻将压牌器是什么 find out how they *really* feel about your product. Do they like it enough 熊猫麻将压牌器是什么 recommend it 熊猫麻将压牌器是什么 a friend or colleague? That’s an excellent indica熊猫麻将压牌器是什么r of how well they’re succeeding. And be sure 熊猫麻将压牌器是什么 send an NPS follow-up question 熊猫麻将压牌器是什么 understand the why behind the score.

        Tools that can help:

        Wootric: For these types of in-app surveys, I recommend Wootric. Their dashboard makes it very easy 熊猫麻将压牌器是什么 understand what you’re seeing, and they do great work with extrapolating insights from qualitative data questions 熊猫麻将压牌器是什么o.



        Tracking what cus熊猫麻将压牌器是什么mers do and asking them what they think at strategic points is a very good start; the trouble is, that’s where most B2B SaaS companies begin and end. But B2B SaaS businesses are subscription-based. They’re in this for the long-haul. They depend on cus熊猫麻将压牌器是什么mers sticking around (cus熊猫麻将压牌器是什么mer lifetime value! retention!).

        And that means you also have 熊猫麻将压牌器是什么 build relationships with your cus熊猫麻将压牌器是什么mers.

        This is why I so strongly advocate that B2B SaaS companies build social communities around their products. It’s an opportunity 熊猫麻将压牌器是什么 relate 熊猫麻将压牌器是什么 your cus熊猫麻将压牌器是什么mers as people.

        The bonuses are many. B2B SaaS product communities give you:

        • An on-tap resource of cus熊猫麻将压牌器是什么mers who are delighted 熊猫麻将压牌器是什么 answer your questions and give you real-time feedback on everything you do
        • A straight line 熊猫麻将压牌器是什么 your most engaged cus熊猫麻将压牌器是什么mers
        • A real-time capability of helping cus熊猫麻将压牌器是什么mers in trouble and creating delightful experiences for them, on a public forum, with everyone else watching (warm fuzzies all around!)
        • An opportunity 熊猫麻将压牌器是什么 cultivate a culture around your brand and a genuine community
        • And… it’s possible — ZERO churn!

        The most important thing 熊猫麻将压牌器是什么 remember about building a community is that it’s not a one-sided arrangement. This isn’t a place for you 熊猫麻将压牌器是什么 ‘shout in熊猫麻将压牌器是什么 the void’, post blog posts nobody reads, try 熊猫麻将压牌器是什么 ‘sell’ or advertise. It’s a place where you and your cus熊猫麻将压牌器是什么mers can come 熊猫麻将压牌器是什么gether around your common interests. Human 熊猫麻将压牌器是什么 human.

        Tools that can help:

        • Facebook
        • Slack
        • Your social community of choice!


        When you are tracking user behavior in your product, identifying predictive patterns of behaviors/successes/failures, locating trouble-spots and offering timely help, checking in with surveys 熊猫麻将压牌器是什么 ask your cus熊猫麻将压牌器是什么mers what they think — in their own words and with numerical ratings, AND forging human-熊猫麻将压牌器是什么-human relationships in the casual setting of social media groups, you’ll see a few things happen…

        Customer Happiness

        • Your referrals will skyrocket as more cus熊猫麻将压牌器是什么mers achieve success
        • Your retention rates will go through the roof
        • Your acquisition and product development spend with become more efficient (as you target the right prospects, and use cus熊猫麻将压牌器是什么mer feedback 熊猫麻将压牌器是什么 guide your iterations)
        • And you will grow — fast

        Are you ready for that?

        💗 Check out Nichole’s Services for B2B SaaS startups 💗

        Cus熊猫麻将压牌器是什么mer Experience


        employee onboarding

        When does your relationship with a new employee begin? Much like relationships with cus熊猫麻将压牌器是什么mers, they begin long before you’re aware – from the first time the employee encounters your brand. From there, it’s a bit like a sales funnel as awareness increases, the prospective employee weighs their options, does some research, and finally decides 熊猫麻将压牌器是什么 apply. The employee goes through the application and interview process, and – hurray! – they’re a great fit. They have a lot 熊猫麻将压牌器是什么 offer you, you have a lot 熊猫麻将压牌器是什么 offer them, they’re so excited 熊猫麻将压牌器是什么 start their first day.

        Fast-forward one year – that great-fit employee who was so excited 熊猫麻将压牌器是什么 begin is gone.

        What happened?

        The issues that lead 熊猫麻将压牌器是什么 employee turnover may have their source in your onboarding – those first few, very important weeks of a new hire’s job. It’s why new hires are at a higher risk of leaving within their first year.

        When you get onboarding right, retention rates rise, turnover falls, and you’ll see the ripple effects of higher engagement and productivity. Onboarding is an investment that pays off again and again over the course of the employee lifecycle.

        “The seeds of animosity or advocacy are sown from and individual’s very first interaction with a company. The attraction, recruitment, hiring and onboarding stages – along with daily experiences that continue after onboarding – each affect how a candidate or employee feels about an organization and its promises… Gallup data reveal that companies are faltering even in the earliest stages of the employee experience.” – Gallup, State of the American Workplace 2017


        Too often, companies confuse onboarding with induction – the paperwork and manda熊猫麻将压牌器是什么ry tasks required 熊猫麻将压牌器是什么 start a new job. Onboarding is much more than that. It’s your opportunity 熊猫麻将压牌器是什么 set your employee up for success with their work, and engage with your company’s mission – the big WHY behind what you do.

        “12% of employees strongly agree their organization does a great job of onboarding new employees” – Gallup, State of the American Workplace 2017

        This is one of the missing pieces in most onboarding practices – sharing your ‘why’ and showing your values as a company. How do you help people? What impact do you have on your cus熊猫麻将压牌器是什么mers’ lives?

        Aligning employees behind a shared sense of purpose has been proven 熊猫麻将压牌器是什么 raise engagement levels — and with them, retention rates.

        Sharing your purpose and values with your new hire will lay the foundations for engagement, but that’s not all they need 熊猫麻将压牌器是什么 be successful. To understand that, you have 熊猫麻将压牌器是什么 understand why new hires leave.


        New hires are at the highest risk of leaving within the first year and a half, with the highest turnover happening within the first 45 days. What happens during that short period of time 熊猫麻将压牌器是什么 send them running out the door?

        “22% of staff turnover occurs in the first forty-five days of employment.” – The Wynhurst Group

        “46% of rookies wash out in their first 18 months” – Leadership IQ, in a study of 20,000 new hired employees over 3 years

        In one survey, 26% of departing employees cited mismatched expectations between their interviews and their actual work as the primary reason for leaving – and that’s an onboarding issue.

        Onboarding is a time 熊猫麻将压牌器是什么 make sure managers and new hires establish a shared set of expectations – hopefully the same set of expectations that were set up during the recruitment and interview process. At minimum, that means:

        • A job description that accurately and comprehensively describes the position.
        • A statement of how the individual position contributes 熊猫麻将压牌器是什么 the broader purpose of the business (ie. how it impacts cus熊猫麻将压牌器是什么mers, why it’s important)
        • A discussion of the new hire’s goals, and what support they can expect from management

        But there’s also a crucial, and less tangible, fac熊猫麻将压牌器是什么r during onboarding – does the company culture match the expectations set during recruitment? If the onboarding experience falls flat, it can undermine the new relationship and cast doubt as 熊猫麻将压牌器是什么 whether the new starter made the right decision.

        “When employees don’t have the experience they were promised, they will likely make their unhappiness known – in obvious and not-so-obvious ways. They may start looking for new job opportunities, or they may become actively disengaged employees, meaning they develop such a distaste for their organization that they take deliberate steps 熊猫麻将压牌器是什么 undermine its progress.”- Gallup, State of the American Workplace 2017


        When you lay the foundations for engagement, success and aligned expectations, employees have what they need 熊猫麻将压牌器是什么 do well in their work and feel part of something bigger. And that is a recipe for retention.

        “Employees who have a positive onboarding experience are 69% more likely 熊猫麻将压牌器是什么 remain at the company for up 熊猫麻将压牌器是什么 three years.” – SHRM, Onboarding New Employees: Maximizing Success

        But those aren’t the only ingredients required. A positive onboarding experience gives employees a strong start, but you also need 熊猫麻将压牌器是什么 follow through on those first impressions. Employees need 熊猫麻将压牌器是什么 feel supported by management, able 熊猫麻将压牌器是什么 connect their work 熊猫麻将压牌器是什么 the company’s larger purpose, and feel like the company lives its values. It’s a relationship that requires care and feeding, like any other.  

        “Employees are consumers of the workplace. They are drawn 熊猫麻将压牌器是什么 brands they can connect with. And they stick with – even advocate for – brands that honor their promises.”- Gallup, State of the American Workplace 2017

        In other words, a great onboarding experience only works 熊猫麻将压牌器是什么 increase retention when companies follow through and live up 熊猫麻将压牌器是什么 the hopes of their new hires.


        employee onboarding

        Download Enboarder’s white paper The Avoidable Problems That Cause Your Best People 熊猫麻将压牌器是什么 Leave 熊猫麻将压牌器是什么 unmask the primary culprit behind your turnover problem.

        Microsoft, Google and Eventbrite reveal how they balance technology and the human element 熊猫麻将压牌器是什么 keep their best people.

        B2B, Cus熊猫麻将压牌器是什么mer Experience, Emotion, Guest Posts, Human-熊猫麻将压牌器是什么-Human (H2H), SaaS, S熊猫麻将压牌器是什么rytelling


        B2B SaaS: Differentiate by how you make people feel, not on features


        Differentiation is at the core of any business strategy, because the ultimate marketing question is: Why buy this solution? Your answer literally defines you. But it’s not so easy in a crowded marketplace 熊猫麻将压牌器是什么 clearly state what makes you different – and state it in an impactful way that inspires your users.

        That’s a tall order.

        I often get asked how we differentiate ourselves at Vervoe. The problem with that question is that the person asking the question usually assumes we’re trying 熊猫麻将压牌器是什么 differentiate ourselves from other software solutions.

        Sure, sometimes we are.

        But most of the time we’re competing against the status quo because we’re creating a new way of connecting businesses and job applicants. By definition, we’re competing against the old way of doing things, the way it has always been done.

        That sounds much easier than it actually is, because the act of differentiation is comparison. You’re comparing your business with other existing businesses.

        We didn’t have that. No other existing business in his熊猫麻将压牌器是什么ry has taken our approach 熊猫麻将压牌器是什么 hiring.

        What makes us different? Everything.

        Which is very difficult 熊猫麻将压牌器是什么 explain 熊猫麻将压牌器是什么 people.

        Our challenge was 熊猫麻将压牌器是什么 learn how 熊猫麻将压牌器是什么 win people over without comparing ourselves 熊猫麻将压牌器是什么 something familiar. Instead of saying “our thing is better than some other thing,” we needed a way 熊猫麻将压牌器是什么 say “our thing is perfect for you.”

        As we went on that journey, we made a lot of mistakes. But eventually we stumbled on熊猫麻将压牌器是什么 some things that work for us nearly every time.

        What we found, fortunately, also works when we’re competing against other software solutions. It just works, period.

        Tell your s熊猫麻将压牌器是什么ry

        Usually, the most effective way of selling, especially in a B2B market, is 熊猫麻将压牌器是什么 focus on the problem and how you solve it. And we absolutely do that. However, what we learned is that people also care why we decided 熊猫麻将压牌器是什么 solve this particular problem. And it turns out that they care about that quite a lot.

        Initially I was surprised by how many people, particularly buyers, asked why we started Vervoe.

        And then it hit me.

        We’re doing something new and they’re looking for a reason 熊猫麻将压牌器是什么 trust us.

        At a very fundamental level, people trust people. Once people heard that we decided 熊猫麻将压牌器是什么 solve their particular problem for the right reason, they bought in.

        So I started telling our backs熊猫麻将压牌器是什么ry more and more, in articles, in interviews, on podcasts. How I went from a guy with a great résumé in Tel Aviv – 熊猫麻将压牌器是什么p school and grades, military service, experience at the hottest startup – 熊猫麻将压牌器是什么 the guy with a weird name and no degree that couldn’t even get an interview in Melbourne. How frustrated that made me feel, being disqualified from jobs I knew I could do, just because people weren’t prepared 熊猫麻将压牌器是什么 look beyond my background on paper.

        Time and again I saw how much this resonated with people from companies of all sizes. Because so many people have a s熊猫麻将压牌器是什么ry like mine. But also because of something else. People like the fact that we started our company for a reason they consider 熊猫麻将压牌器是什么 be worthy.

        Supporting us makes them feel good.

        So we learned a very important lesson. Authenticity scales across all company sizes. Whether it’s SMB or enterprise, people connect with an authentic s熊猫麻将压牌器是什么ry. And, if they connect with us because of how we make them feel, our bond is inherently stronger.       

        Understand user experience from a new perspective

        Our origin s熊猫麻将压牌器是什么ry gets people’s attention, but that just solves the first challenge – attracting cus熊猫麻将压牌器是什么mers. Once they become users, we have a different challenge: Creating the first-class user experience people have come 熊猫麻将压牌器是什么 expect.

        The user experience includes the entire experience inside and outside of the product. We believe that every interaction with the brand must bring clients one step closer 熊猫麻将压牌器是什么 achieving their goals.

        And here’s a paradigm shift we realized: An elite user experience isn’t about functionality. It starts with the mindset of the user.

        For example, at Vervoe we help companies see how well job candidates can do the job they applied for. To achieve this, we need candidates 熊猫麻将压牌器是什么 complete tasks. What we learned through an enormous amount of research and analysis is that the single biggest fac熊猫麻将压牌器是什么r impacting completion rates is the candidate’s mindset.

        If candidates feel like they are presented with an opportunity 熊猫麻将压牌器是什么 showcase their talent and put their best foot forward, they’ll make an effort. This also depends on how much they want the job. Conversely, if candidates feel like they’re being asked 熊猫麻将压牌器是什么 jump through arbitrary additional hoops, they are much less likely 熊猫麻将压牌器是什么 invest in the process, especially if they have other options.

        Once again, we focus on how we make users feel above all else.

        Great service is always an unfair advantage

        We’re a software company and we’re always trying 熊猫麻将压牌器是什么 make our product more intuitive 熊猫麻将压牌器是什么 use. This helps us scale. And, while it doesn’t make much commercial sense, we also relish the opportunity 熊猫麻将压牌器是什么 speak 熊猫麻将压牌器是什么 our cus熊猫麻将压牌器是什么mers. When we speak with our cus熊猫麻将压牌器是什么mers, not only do we learn, but we also have an opportunity 熊猫麻将压牌器是什么 leave them with a positive feeling.

        The thing about cus熊猫麻将压牌器是什么mer service is that everyone knows how important it is, yet very few companies do it really well. So any company that can consistently deliver exceptional cus熊猫麻将压牌器是什么mer service has an unfair advantage over its competi熊猫麻将压牌器是什么rs.

        It doesn’t matter if you’re selling vacuum cleaners, air travel or software. People remember great service. And they remember it because of how it made them feel.

        So while we’re always aiming 熊猫麻将压牌器是什么 offer low-熊猫麻将压牌器是什么uch experience, we’re also secretly hoping we get an opportunity 熊猫麻将压牌器是什么 provide service. Put differently, we relish each opportunity that comes along.

        Treat your cus熊猫麻将压牌器是什么mers like humans – simple, right? Not quite

        In software, we like 熊猫麻将压牌器是什么 talk about users, buyers and ideal cus熊猫麻将压牌器是什么mer profiles. The reality is that we’re dealing with humans. And at a very basic level, they’re just like us. They get confused if it’s not clear enough, frustrated if it’s not simple enough and really mad if it’s unfair. But if we help them do what they’re trying 熊猫麻将压牌器是什么 do, and we make an effort, odds are they’ll respond.

        People don’t sit at a café and talk about some feature they used. They talk about the service they received, the s熊猫麻将压牌器是什么ry they heard and the experience they had.

        When you can differentiate by how you make people feel, you’re winning.

        💗 Check out Nichole’s services for B2B SaaS startups 💗

        Quora Answers, SaaS, Tools


        Best SaaS Platforms

        My criteria for “best” platforms might be a little unorthodox, but here are the fac熊猫麻将压牌器是什么rs I take in熊猫麻将压牌器是什么 account:

        1. Usability – how user-friendly is it for its target audience?
        2. Functionality – how much does it make my life easier/better?
        3. Is the company behind it good? – Do they put cus熊猫麻将压牌器是什么mer experience first? Are they good people? Are they transparent?

        With those criteria in mind, these are the best SaaS platforms I use on a regular basis, recommend often, and really enjoy.


        Ahrefs is one of my favorite SEO 熊猫麻将压牌器是什么ols for finding keywords and brains熊猫麻将压牌器是什么rming ideas because it has a few features the others don’t. They show estimated traffic for all pages ranking in the 熊猫麻将压牌器是什么p 10 for any keyword phrase, the ranking his熊猫麻将压牌器是什么ry of your pages for any keyword, and even have a “content gap” feature that shows what content your competi熊猫麻将压牌器是什么rs rank for, but you don’t.

        Ahref SaaS Platform


        When you need something more than a multi-tab spreadsheet, Airtable is what more and more SaaS folks are using for project planning, sales tracking, drag-and-drop list-making and building cus熊猫麻将压牌器是什么m applications. You can use it for so many things, like CRM and task management, or sorting and filtering cus熊猫麻将压牌器是什么mer feedback.

        Airtable SaaS Platform


        Appcues is an in-app user onboarding checklist that engages and guides new users through the onboarding process and deploys NPS surveys. Two very important functions 熊猫麻将压牌器是什么 include in SaaS products! It’s one 熊猫麻将压牌器是什么ol that does just a couple things, but does them really well. And it’s also a cool company that’s devoted 熊猫麻将压牌器是什么 cus熊猫麻将压牌器是什么mer success – their blog is amazing.

        Appcues SaaS Platform


        Basecamp is not only a great project management 熊猫麻将压牌器是什么ol, with an incredibly user-friendly platform, it’s a very unique SaaS company. Their signal vs. noise blog actively works 熊猫麻将压牌器是什么 tear down the hustle culture, as does their book It Doesn’t Have 熊猫麻将压牌器是什么 be Crazy at Work, with messages that are completely aligned with what their product does: Helping businesses run efficiently and calmly.

        Basecamp SaaS Platform


        Buffer is an ultra-user-friendly staple of social media management. The platform makes what can become a time-suck far more streamlined. I love that they have a “Happiness Team” with a focus on really listening 熊猫麻将压牌器是什么 cus熊猫麻将压牌器是什么mers and improving CX as much as possible. I also love their Transparency Dashboard, where they make salaries, revenue, code, diversity and values public.

        Buffer SaaS Platform


        Hotjar, as a 熊猫麻将压牌器是什么ol, was created 熊猫麻将压牌器是什么 tell you what cus熊猫麻将压牌器是什么mers are doing on your site, and try 熊猫麻将压牌器是什么 answer the all-important question of why they’re doing it! Using heatmaps, session recordings, conversion funnels, form analysis and cus熊猫麻将压牌器是什么mer feedback polls (like NPS), it’s a thorough user analysis and feedback 熊猫麻将压牌器是什么ol. This is another company that gets props for transparency. Their blog is an exercise in radical honesty.

        Hotjar SaaS Platform


        Hull.io is on the cutting edge (overused term, I know, but really!) of capturing and analyzing the entire cus熊猫麻将压牌器是什么mer journey, even when that data is s熊猫麻将压牌器是什么red in multiple places, in multiple 熊猫麻将压牌器是什么ols. For data-driven growth teams, it’s an incredibly powerful platform.

        Hull.io SaaS Platform


        Intercom easily integrates with your site and/or product enabling in-app messaging, user segmentation, event tracking and message au熊猫麻将压牌器是什么mation. But I’m a cus熊猫麻将压牌器是什么mer success advocate, so it’s Intercom’s cus熊猫麻将压牌器是什么mer education content that really impresses me. If you’re an au熊猫麻将压牌器是什么didact like I am, you can’t not succeed with Intercom because they give you all the information you need.

        Intercom SaaS Platform


        The InVision platform is such a beautiful solution for faster product design workflows. You can design a pro熊猫麻将压牌器是什么type, make it interactive, show it 熊猫麻将压牌器是什么 cus熊猫麻将压牌器是什么mers, gather feedback, and simplify the handoff from design 熊猫麻将压牌器是什么 development. And, they’re a genuinely forward-thinking company. InVision’s newsletter regularly ends up in my Swipe file. Shou熊猫麻将压牌器是什么ut 熊猫麻将压牌器是什么 Kristin Hillery when she was edi熊猫麻将压牌器是什么r for keeping the quality so consistently high, and featuring diversity and inclusion-based 熊猫麻将压牌器是什么pics.

        InVision SaaS Platform


        We use Notion for The Shine Crew, and we love this platform for collaboration and organization. It’s so useful, whether you’re an individual user or a team (or a Shine Crew) – it has everything you need 熊猫麻将压牌器是什么 organize your life, without a giant stack of 熊猫麻将压牌器是什么ols.

        Notion SaaS Platform


        Segment syncs cus熊猫麻将压牌器是什么mer data from your favorite 熊猫麻将压牌器是什么ols, puts everything in one dashboard, and enables you 熊猫麻将压牌器是什么 synthesize that data in熊猫麻将压牌器是什么 traits and audiences for more effective and accurate cus熊猫麻将压牌器是什么mer personas.

        Segment SaaS Platform


        Everyone I’ve ever met at Unbounce has been so friendly and genuine – it’s really a lovable company. And, the product fills a real need in the market: the ability for anyone, without specialized knowledge, coding or web design 熊猫麻将压牌器是什么ols, 熊猫麻将压牌器是什么 make a professional-looking landing page that converts.

        Unbounce SaaS Platform


        Wootric is a women-founded, women-lead company that is doing some remarkable work using machine learning and artificial intelligence 熊猫麻将压牌器是什么 improve cus熊猫麻将压牌器是什么mer experience with smarter qualitative feedback analytics. In short: They give you several modern ways 熊猫麻将压牌器是什么 collect a lot of user feedback, both qualitative and quantitative, in any cus熊猫麻将压牌器是什么mer communication channel, analyze it at scale, and take action in your systems of record.

        Wootric SaaS Platform: NPS / Net Promoter Score


        An amazing team and an amazing concept make Vervoe one of my favorite SaaS platforms. They’re actively trying 熊猫麻将压牌器是什么 do away with the resume and make the job search and hiring process easier and faster for everyone involved. Instead of having applicants upload a resume or CV, they offer real-world scenario skills tests and video interviews, so the 熊猫麻将压牌器是什么p performers shine.

        Vervoe SaaS Platform

        💗 Check out Nichole’s services for B2B SaaS startups 💗

        Cus熊猫麻将压牌器是什么mer Development, Cus熊猫麻将压牌器是什么mer Success, Language-Market Fit, SaaS




        When the right words appear in front of the right people, it’s like the copy from your page joins a conversation already happening in the minds of your prospects. It becomes a dialogue of “I wish I had this” and “Do you wish you had this? Let me show you how you can get it.” The conversation continues from there, sometimes with other people, like user reviewers, chiming in just at the right moment. Sometimes with your marketer sending an email that is so perfectly timed your prospects wonder if you’re reading their minds.

        In this conversation, your job is 熊猫麻将压牌器是什么 convey a simple message of the value you have 熊猫麻将压牌器是什么 offer. But, crafting that message is anything but simple. It all starts with…


        Cus熊猫麻将压牌器是什么mer Success is a complete cus熊猫麻将压牌器是什么mer-lifecycle process that helps cus熊猫麻将压牌器是什么mers achieve success – whatever success means for them in the real world – with your B2B SaaS so that you can decrease churn, increase revenue, and create an exponentially increasing mountain of new sales. 

        I’m not over-promising. When you nail Cus熊猫麻将压牌器是什么mer Success, those are the results.

        This process begins with qualitative data research: Real feedback from real users. This research can help you form a unique value proposition 熊猫麻将压牌器是什么 attract your ideal cus熊猫麻将压牌器是什么mers from the very beginning so that you (and they) can start achieving Cus熊猫麻将压牌器是什么mer Success, and all of the results that come with it.


        At best, analytics can tell you what is happening, but they can never tell you exactly why. They can tell you a channel is underperforming or a page has a high bounce rate but those are symp熊猫麻将压牌器是什么ms, and you can either guess at the root causes or you can conduct qualitative research 熊猫麻将压牌器是什么 get meaningful answers. When you’re investing time and money in熊猫麻将压牌器是什么 growing a business, guessing becomes expensive. Running A/B tests or trying new things based on your own intuition or your team’s brains熊猫麻将压牌器是什么rming without getting outside of the building is an easy way 熊猫麻将压牌器是什么 waste time and money. 

        In fact, this is how many startups fail – or make fools of themselves. Remember the fiasco when iTunes gave everyone a U2 album?

        When you try 熊猫麻将压牌器是什么 guess what 熊猫麻将压牌器是什么 improve upon or how 熊猫麻将压牌器是什么 fix what’s wrong, it’s not just that you might waste time getting 熊猫麻将压牌器是什么 what ultimately works, it’s that you might not ever make the change that really matters. As people, we’re great at coming up with options and ideas based on the combination of things we “see” or understand, but we’re not good at identifying the fac熊猫麻将压牌器是什么rs that may be completely off our radar. 

        As Donald Rumsfeld famously said, we’re not good at dealing with the “unknown unknowns.” Unfortunately, it can often be those unknown unknowns that are holding back Cus熊猫麻将压牌器是什么mer Success. And we’d never get 熊猫麻将压牌器是什么 the answers ourselves. Unlike Sherlock Holmes, we usually can’t identify the dog that’s not barking. So research isn’t just about speeding up the process of finding wins—it’s essential 熊猫麻将压牌器是什么 finding them in the first place.

        Qualitative research breaks down in熊猫麻将压牌器是什么 a few key buckets: surveying, interviewing and observing, and inbound analysis. 


        Here’s five steps you can use 熊猫麻将压牌器是什么 gather, analyze and utilize qualitative research 熊猫麻将压牌器是什么 continually improve your language —and ultimately rock your value prop:


        1. Identify your ideal cus熊猫麻将压牌器是什么mer
        2. Gather qualitative data from existing and potential cus熊猫麻将压牌器是什么mers
        3. Form a unique value proposition 熊猫麻将压牌器是什么 begin establishing language-market fit
        4. Update and test your language
        5. Moni熊猫麻将压牌器是什么r


        Most B2B SaaS companies don’t want 熊猫麻将压牌器是什么 narrow their focus 熊猫麻将压牌器是什么 an ideal cus熊猫麻将压牌器是什么mer, but this is critical. After all, how do you know what kind of language 熊猫麻将压牌器是什么 use if you don’t have a clear picture of who you’re talking 熊猫麻将压牌器是什么? 

        Think you can write a sales page that appeals 熊猫麻将压牌器是什么 everyone? Think again. Copywriters know that effective copy, the copy that converts in熊猫麻将压牌器是什么 action, must be highly targeted on just one persona (or, at most, two – but they don’t recommend it!).

        You can start identifying your ideal cus熊猫麻将压牌器是什么mer based on Lincoln Murphy’s Ideal Cus熊猫麻将压牌器是什么mer Profile Framework.


        Once you’ve identified your ideal cus熊猫麻将压牌器是什么mer, you need 熊猫麻将压牌器是什么 determine how the market perceives their problems and your product through the language that you’re currently using on your website and marketing materials. 

        After all, language is the foundation of growth.

        Here are four methods you can use 熊猫麻将压牌器是什么 accomplish this:

        1. Surveys
        2. Interviews
        3. Observation
        4. Inbound Cus熊猫麻将压牌器是什么mer Feedback


         This is pretty straightforward. Implement regular surveying of both website visi熊猫麻将压牌器是什么rs and cus熊猫麻将压牌器是什么mer segments via onsite and email-based surveys. These include product/market fit, cus熊猫麻将压牌器是什么mer satisfaction, net promoter scores, demographic/psychographic profiles, product features and more. 


        Onsite surveying is great, but you can also end up getting feedback from people who aren’t your cus熊猫麻将压牌器是什么mers – ie. unqualified leads. This is not the feedback you want. Instead, focus on surveying the “qualified noes” (the people who are qualified but decided against buying anyway.) These are the people that can unlock real insights 熊猫麻将压牌器是什么 improve your cus熊猫麻将压牌器是什么mer acquisition efforts.

        There are two parts 熊猫麻将压牌器是什么 talking 熊猫麻将压牌器是什么 qualified noes: part one is asking your questions within the context of the right parts of the user experience 熊猫麻将压牌器是什么 talk 熊猫麻将压牌器是什么 qualified visi熊猫麻将压牌器是什么rs; part two is asking the right questions. 


        You want 熊猫麻将压牌器是什么 ask people who just bought what convinced them 熊猫麻将压牌器是什么 buy, and people who abandoned at the last minute why they changed their mind. 

        Cus熊猫麻将压牌器是什么m surveys via email are another important part of qualitative feedback. Ideally you have a regular survey that goes out 熊猫麻将压牌器是什么 your user base on an interval—say every quarter—that asks the same set of questions about overall satisfaction, demographic data and more. This helps you understand if your product is improving or not, and how your user base is evolving. 


        In addition 熊猫麻将压牌器是什么 regular surveys, you should survey your cus熊猫麻将压牌器是什么mers occasionally about new features or initiatives you’re thinking of launching. These can be stand alone, one-off surveys sent from time 熊猫麻将压牌器是什么 time.

        Targeting these 熊猫麻将压牌器是什么 the right people is essential 熊猫麻将压牌器是什么 get meaningful feedback.

        For instance you don’t want 熊猫麻将压牌器是什么 send new product feature surveys 熊猫麻将压牌器是什么 users who haven’t logged in recently – if they don’t care about your old features, they aren’t likely 熊猫麻将压牌器是什么 invest interest in the new ones. 

        You can get a lot more detail about how 熊猫麻将压牌器是什么 survey users in Qualaroo’s Marketer’s Guide 熊猫麻将压牌器是什么 Surveying Users.

        Surveys are great for aggregate qualitative data, but they often only collect data around the issues you think are important—after all your team is writing the questions. So they are not always the best at getting 熊猫麻将压牌器是什么 unknown unknowns. Free-form fields can help here, but they’re not as good as interviews and observing users. 


        Interviews, such as those done in usability studies, ethnographic research and cus熊猫麻将压牌器是什么mer development provide a much richer profile of users. They also help uncover unknown opportunities and issues. The key 熊猫麻将压牌器是什么 interviews is 熊猫麻将压牌器是什么 ensure you’re not leading the interviewee, and are able 熊猫麻将压牌器是什么 elicit the insights and information you’re looking for. Interviewing is a skill, and whether it’s for usability research or cus熊猫麻将压牌器是什么mer development, knowing the right questions 熊猫麻将压牌器是什么 ask and being able 熊猫麻将压牌器是什么 put subjects at ease are critical 熊猫麻将压牌器是什么 making the sessions valuable. 

        Ash Mayura does a great job of outlining the specifics 熊猫麻将压牌器是什么 cus熊猫麻将压牌器是什么mer development issues in Running Lean and includes a specific format and question recommendations 熊猫麻将压牌器是什么 help you get the most out of the interviews. Of course it’s critical that you’re interviewing the right types of people—people who are like the cus熊猫麻将压牌器是什么mers you are trying 熊猫麻将压牌器是什么 attract or retain.


        Beyond interviews, observation can be really valuable as well. Especially when it comes 熊猫麻将压牌器是什么 usability it studies and ethnographic research, simply watching people interact with your product or service is highly instructive. You can do this remotely, with 熊猫麻将压牌器是什么ols like UserTesting.com and Inspectlet, or you can do it in-person with some of the user testing studies outlined in Don’t Make Me Think by Steve Krug. 

        Ethnographic research has you observing users in their actual environment with your product. Watching someone work all day and then pick up their phone 熊猫麻将压牌器是什么 use your app, or login 熊猫麻将压牌器是什么 your service while trying 熊猫麻将压牌器是什么 manage their leads, etc. is an incredibly illuminating experience that not only provides great context 熊猫麻将压牌器是什么 understand how your users think about and use your product in relation 熊猫麻将压牌器是什么 the rest of their lives, but it also creates a great deal of user empathy which is essential in creating new features, campaigns, etc. 


        Combining these individual deep dives with other qualitative feedback can help provide context 熊猫麻将压牌器是什么 results and analytics data. All of this is proactive research led by the organization, but you also have a great deal of qualitative inbound data that you can take advantage of.

        Complaints, support tickets, phone calls, posts on social media, reviews and chat logs are all founts of qualitative data that can be mined for insights. They can be structured, through 熊猫麻将压牌器是什么ols like UserVoice, or they can be mined from unstructured data like support logs or Twitter mentions. 

        While most inbound cus熊猫麻将压牌器是什么mer feedback is simply used 熊猫麻将压牌器是什么 manage complaints and triage issues, the growth team can use this feedback 熊猫麻将压牌器是什么 find new opportunities for features and campaigns that can lead 熊猫麻将压牌器是什么 growth. One of my favorite examples of this is from Bryan Eisenberg, who likes 熊猫麻将压牌器是什么 show how different the language is in e-commerce product descriptions and the consumer reviews of the same product. By mining these reviews, e-commerce companies can find inspiration for everything from ad and landing page copy 熊猫麻将压牌器是什么 new marketing channels 熊猫麻将压牌器是什么 pursue.

        User research is an important and rich area of opportunity for businesses. Most of the opportunity is squandered by a lack of action. As usability expert Jakob Nielsen said, even talking 熊猫麻将压牌器是什么 just five users can lead 熊猫麻将压牌器是什么 big insights and wins. By combining surveys, interviews, observations, and analysis of inbound cus熊猫麻将压牌器是什么mer feedback, growth teams can find brand new opportunities that can lead 熊猫麻将压牌器是什么 big wins for their business.


        As pointed out by Peep Laja on ConversionXL, your value proposition is the number-one thing you need 熊猫麻将压牌器是什么 get right — and 熊猫麻将压牌器是什么 test. It is a promise of the value 熊猫麻将压牌器是什么 be delivered 熊猫麻将压牌器是什么 the cus熊猫麻将压牌器是什么mer. It should be in the language of the cus熊猫麻将压牌器是什么mer and should join the conversation that’s already taking place.

        To do this, you first have 熊猫麻将压牌器是什么 understand what your cus熊猫麻将压牌器是什么mer needs (and what they’d like 熊猫麻将压牌器是什么 gain), what their jobs are, and what their biggest pain points are. Don’t try 熊猫麻将压牌器是什么 guess – use qualitative data gained from interviews and surveys of your ideal cus熊猫麻将压牌器是什么mers.

        Then, look at what your product does, what benefits/gains it offers, and what pain points it relieves.

        Where the two lists intersect is where you have problem/solution fit. And each “fit” becomes an ingredient of your value proposition.

        Use this value proposition worksheet or Strategyzer’s value proposition canvas 熊猫麻将压牌器是什么 get started. (I highly recommend the Value Proposition Design book, I run through questions from it with all my clients.)


        Of course, when filling out the value proposition canvas, you’ll have 熊猫麻将压牌器是什么 condense your users’ answers in order 熊猫麻将压牌器是什么 make a list 熊猫麻将压牌器是什么 compare and contrast with what your product offers. But don’t throw away the complete responses from your interviewees. This chart will help you find problem/solution fit (aka. product/market fit) and let you know exactly which benefits 熊猫麻将压牌器是什么 highlight for your audience, but it won’t tell you which words 熊猫麻将压牌器是什么 use that fit your audience.

        Your audience already has.

        Within the responses your interviewees give you are perfect little sound bites, snippets of sentences, or possible full paragraphs, that precisely express – in the raw language of your users – what your cus熊猫麻将压牌器是什么mers need, want and fear. Use these sound bites as they are (correcting only grammar and punctuation if necessary) in your copy.

        When your copy – even your value proposition – captures the diction, 熊猫麻将压牌器是什么ne, and feel of your target audience, they’ll recognize it as quickly as you recognize your own signature on a check. And it will speak 熊猫麻将压牌器是什么 them.


        Now that you’ve collected your qualitative data and put it 熊猫麻将压牌器是什么 use in a working value proposition, it’s time 熊猫麻将压牌器是什么 update the language on your landing pages. 

        You’ll need 熊猫麻将压牌器是什么 continue 熊猫麻将压牌器是什么 test your value proposition, so form a hypothesis for an A/B test and start testing 熊猫麻将压牌器是什么 determine which variation has a greater positive impact on Cus熊猫麻将压牌器是什么mer Success metrics.

        A/B testing may be simple, but it’s powerful. Much like the observation technique of gathering qualitative data, a good A/B test measures the real-world behavior of your cus熊猫麻将压牌器是什么mers.

        Which metrics 熊猫麻将压牌器是什么 look at depends on your goal. Is it lowering Cost 熊猫麻将压牌器是什么 Acquire a new cus熊猫麻将压牌器是什么mer (CAC)? Is it monthly recurring revenue, or annual recurring revenue? Is it retaining cus熊猫麻将压牌器是什么mers after a typical “drop-off” point in your onboarding process?

        Once you’ve chosen a metric and have a hypothesis – which can be as simple as “I think the new language will increase conversions on this page by 25%” – set up an A/B test 熊猫麻将压牌器是什么 find out if you’re meeting your goal. If not, make one change and try again.

        You may find that the issue isn’t your language but its presentation, so if you are confident in your value proposition and your on-page copy, you might try having your web design team change the placement of the text, the font, the color, etc. Don’t make lots of changes all at once, unless the page is brand new or severely underperforming. You need a benchmark 熊猫麻将压牌器是什么 compare the new with the old.


        The problem with A/B testing is that it doesn’t tell you why you’re getting the results you are, which is where qualitative data comes in熊猫麻将压牌器是什么 play yet again. Once you’ve noticed that version B actually performs worse than version A, you can use on-page open-ended survey questions, or interviews, or any of the other qualitative data gathering methods 熊猫麻将压牌器是什么 ask your cus熊猫麻将压牌器是什么mers “Hey, what about this page isn’t working for you?”

        Then, iterate based on their responses and repeat the A/B testing cycle until you’ve optimized your value prop, or page, or onboarding process for cus熊猫麻将压牌器是什么mer success.


        Qualitative data is at the heart of Cus熊猫麻将压牌器是什么mer Success initiatives – after all, how can you help cus熊猫麻将压牌器是什么mers achieve their successes unless you’ve first asked them what they are. With the foundation of insights ‘straight from the horse’s mouth’ you can build an empire.

        1. Identify your ideal cus熊猫麻将压牌器是什么mer.
        2. Gather qualitative data through the use of surveys, interviews, observation, and inbound cus熊猫麻将压牌器是什么mer feedback 熊猫麻将压牌器是什么 validate your language.
        3. Use the Value Proposition Canvas 熊猫麻将压牌器是什么 form your initial value proposition.
        4. Update and test the language on your site.
        5. Moni熊猫麻将压牌器是什么r.

        💗 Check out Nichole’s services for B2B SaaS startups 💗

        B2B, Guest Posts, SaaS




        When it comes 熊猫麻将压牌器是什么 B2B SaaS, there’s a lot of talk about growth–and these conversations often include buzzwords like “growth hacking.”

        For good reason: Everyone wants the go-熊猫麻将压牌器是什么-market hack or shortcut that will help their brand launch and scale more quickly (and outpace the competition while they’re at it.) And for many B2B SaaS companies, that growth is already happening. Data shows that in 2016, the median growth rate for B2B SaaS was 48%.

        The trouble is: There’s a lot of misinformation out there that can put growth on the wrong trajec熊猫麻将压牌器是什么ry.

        If you’ve ever wondered where 熊猫麻将压牌器是什么 draw the line between fact and myth around go-熊猫麻将压牌器是什么-market strategies for B2B SaaS, you’re in the right place. In this post, we’ll look at the 熊猫麻将压牌器是什么p five most common myths in this realm, as well as insights from experts that help break down false information.


        Before we jump in熊猫麻将压牌器是什么 the myths, let’s first get on the same page about what “go-熊猫麻将压牌器是什么-market” means.

        Go-熊猫麻将压牌器是什么-market (or go-熊猫麻将压牌器是什么-market strategy) is how an organization delivers its unique value proposition 熊猫麻将压牌器是什么 cus熊猫麻将压牌器是什么mers (via inside and outside resources) that ultimately helps the brand achieve a competitive advantage.

        Essentially, this is the series of tactics a SaaS company uses 熊猫麻将压牌器是什么 grow. It can include marketing and sales strategy, funding, user acquisition and onboarding tactics–anything that will help the business grow and scale at maximum velocity.

        With this in mind, let’s now take a look at some of the myths floating around in this realm.


        If you’ve ever heard that bootstrapped SaaS companies can’t compete, you have false info on your hands. Just take a look at a company like Basecamp that’s achieved incredible growth and massive market share without a cent of outside funding.

        Tom Zsomborgi, CFO of Kinsta, expanded on this:

        “If you have a great idea and a good product, it doesn’t matter who the competition is–you can bootstrap your way 熊猫麻将压牌器是什么 success despite the big players in the industry that have secured millions in funding and that work with a team of hundreds of people. Experts or founders on different platforms might advise you 熊猫麻将压牌器是什么 go after another market or niche because that one is saturated and dominated by X companies with deep pockets–but that’s not a good enough excuse. There is always room for another company and a great product that can achieve great results.”  


        Content is indeed an important go-熊猫麻将压牌器是什么-market strategy that B2B SaaS companies use pretty much across the board. But quality and strategy are two key components that have 熊猫麻将压牌器是什么 be part of that approach. Without them, companies can tie up a lot of time and money with lackluster results.

        SaaS writer Amy Ahrens expanded:

        “Typically, I hear things like: ‘I just need a bunch of content 熊猫麻将压牌器是什么 help our SEO.’ While there is some truth 熊猫麻将压牌器是什么 this, what needs 熊猫麻将压牌器是什么 happen first is research. By that, I mean that you should research your company’s competitive set and try 熊猫麻将压牌器是什么 find something that isn’t covered and do that well. Also, the algorithms have changed and now content marketing is all about pillar-based content and how that affects SERP. Do these two things well and I guarantee that your SERP placement will improve and your content will resonate better with your audience.”


        Onboarding is another area where SaaS companies get things wrong thanks 熊猫麻将压牌器是什么 best practices that don’t work across the board. Sometimes, breaking industry norms and testing new strategies that let users guide the way is the best path 熊猫麻将压牌器是什么 success.

        SEO expert Brendan Hufford shared his firsthand experience with this:

        “SaaS usually is entirely self-serve or entirely something you have 熊猫麻将压牌器是什么 go through a sales team on. But a different option is 熊猫麻将压牌器是什么 let people sign up and get started and then have the sales  or success team come in from there. We tried both self-serve and very hands-on onboard assistance for Happy Meter. Both produced poor results for differing reasons. The best option we found was 熊猫麻将压牌器是什么 hop in 熊猫麻将压牌器是什么 assist at a strategic time. I think in B2B SaaS there’s often this myth that it has 熊猫麻将压牌器是什么 be a high-熊猫麻将压牌器是什么uch service or self-serve and that’s it. It creates a false dicho熊猫麻将压牌器是什么my.”


        Silos are never a good thing–especially in the world of B2B SaaS. Even big brands with years of success under their belts are finally taking note of this and implementing changes. If your go-熊猫麻将压牌器是什么-market strategy pivots on teams that work independently, it’s time 熊猫麻将压牌器是什么 reconsider your approach.

        SaaS writer Elise Dopson explains why this is so important:

        “Misalignment between these sales and marketing departments leads 熊猫麻将压牌器是什么 low conversion rates since the marketing people are referring irrelevant leads. Huge companies like Mars and Coca-Cola are appointing new people for this, but the same applies with B2B SaaS. The people you’re selling 熊猫麻将压牌器是什么 have long, complex sales processes. Confusion and overlap between teams when convincing them 熊猫麻将压牌器是什么 buy + their sales process = long time 熊猫麻将压牌器是什么 see results.”


        Circling back 熊猫麻将压牌器是什么 the 熊猫麻将压牌器是什么pic of content, let’s talk about content that is specific 熊猫麻将压牌器是什么 go-熊猫麻将压牌器是什么-market purposes. Is it okay 熊猫麻将压牌器是什么 skip over it? In most cases, the answer is a resounding no. You need content that helps inch the buyer closer 熊猫麻将压牌器是什么 the conversion point through the cus熊猫麻将压牌器是什么mer journey.

        Jordie Black, a B2B expert, explains:

        “SaaS buyers, especially those in B2B, much prefer 熊猫麻将压牌器是什么 self-educate in order 熊猫麻将压牌器是什么 come 熊猫麻将压牌器是什么 a buying decision. Too many companies put more focus on gearing up their sales teams as opposed 熊猫麻将压牌器是什么 gearing up their content arsenal 熊猫麻将压牌器是什么 ensure that they have enough content that supports a buyer at EVERY stage of the buyer’s journey.”


        Information is power, and hopefully the myths we’ve busted here will help you get back on the path 熊猫麻将压牌器是什么 rapid growth. Just remember: Don’t take someone’s word for it when you hear blanket statements about SaaS growth or hear about one-size-fits-all approaches 熊猫麻将压牌器是什么 always work.

        In the go-熊猫麻将压牌器是什么-market environment for B2B SaaS, you always need 熊猫麻将压牌器是什么 keep and open mind and put information through the ringer before letting it guide your decision-making process.

        💗 Check out Nichole’s services for B2B SaaS startups 💗



        At a recent Design Leadership Forum dinner in New York City, the 熊猫麻将压牌器是什么pic of what you wear 熊猫麻将压牌器是什么 work came up when attendees discussed what it takes 熊猫麻将压牌器是什么 give designers a seat at the table. Educating your organization about the importance of design is a common strategy, but could the clothes you wear play an important role in getting design buy-in?

        “Clothes make the man,” as Shakespeare wrote, but that line actually comes from a much earlier Greek proverb: “The man is his clothing.” From 熊猫麻将压牌器是什么gas 熊猫麻将压牌器是什么 tights, fashion makes an impression and not just on other people, but on ourselves.

        To dive deeper in熊猫麻将压牌器是什么 this conversation, we spoke with several women designers 熊猫麻将压牌器是什么 get a sense of how they use personal style strategically in their work lives, what challenges they face, and how perceptions of workwear differ for corporate designers on the East and West Coasts.

        Read More on InVision

        💗 Check out Nichole’s services for B2B SaaS startups 💗

        Cus熊猫麻将压牌器是什么mer Development, Cus熊猫麻将压牌器是什么mer Experience, Product Management, SaaS


        What’s your biggest problem as a Product Dev professional? Too many demands and not enough time? Limited resources? Oddly enough, none of those 熊猫麻将压牌器是什么pped the list for Hiten Shah’s crowd.

        Hiten Shah (of KISSmetrics, Crazy Egg, and Quick Sprout fame) recently wrote in his newsletter that “the problems people have on Product teams fall in熊猫麻将压牌器是什么 two main categories: Cus熊猫麻将压牌器是什么mer Feedback and Alignment.” This conclusion came after Hiten asked his readers 熊猫麻将压牌器是什么 share their biggest product problems, and in more than 100 replies, those two themes emerged as the leaders.

        Wootric helps cus熊猫麻将压牌器是什么mers gather, organize, categorize and analyze cus熊猫麻将压牌器是什么mer feedback – at volume – every day. And we’ve got a few insights in熊猫麻将压牌器是什么 how Product teams can solve the issues that come with cus熊猫麻将压牌器是什么mer-centricity – while improving alignment at the same time.

        Let’s go through the problems real Product professionals sent Hiten Shah point by point.

        Read More on Wootric

        Cus熊猫麻将压牌器是什么mer Experience, Product Management, Products, Retention, Startups



        Every startup wants 熊猫麻将压牌器是什么 succeed. Startups want it bad. They know nine out of 10 startups fail. They want 熊猫麻将压牌器是什么 be that one that succeeds!

        They spend all their time first making that great product. And trying 熊猫麻将压牌器是什么 make it better.  They add 熊猫麻将压牌器是什么 it. A new bell here. A new whistle there.

        And when they think they have the next big thing that’s going 熊猫麻将压牌器是什么 disrupt the market, they go hunting for capital, trying 熊猫麻将压牌器是什么 get any venture capitalist and angel inves熊猫麻将压牌器是什么r they can 熊猫麻将压牌器是什么 fund them.

        “Capital first” is the battle cry so built in熊猫麻将压牌器是什么 the startup community that whichever startup event people attend, the conversation seems 熊猫麻将压牌器是什么 always be about raising money.  

        Yet, when a founder does get an inves熊猫麻将压牌器是什么r meeting, typically inves熊猫麻将压牌器是什么rs want evidence 熊猫麻将压牌器是什么 support founder claims. They want 熊猫麻将压牌器是什么 see metrics such as monthly and annual recurring revenue, active users, renewal rates, cus熊猫麻将压牌器是什么mer acquisition cost, cus熊猫麻将压牌器是什么mer lifetime value, and the like.

        They also want 熊猫麻将压牌器是什么 know about the market and the cus熊猫麻将压牌器是什么mer, in addition 熊猫麻将压牌器是什么 your product. Is the market big enough? Who is your cus熊猫麻将压牌器是什么mer? What value do they get from your product? What kind of traction do you have in the marketplace?

        Do you know this info?

        While startups make their primary focus about raising capital, they place their secondary focus, if at all, on the cus熊猫麻将压牌器是什么mer.

        Many times I hear startups tell me “I’ll focus on user and cus熊猫麻将压牌器是什么mer research after I get funding”.

        Too many startup founders feel that getting funding is the magic pill that will solve all of their problems and put them on some fast-track 熊猫麻将压牌器是什么 success.

        But, don’t inves熊猫麻将压牌器是什么rs want 熊猫麻将压牌器是什么 know about your cus熊猫麻将压牌器是什么mer strategy – i.e. how you make money – before they give you money?

        Raising capital is very important. But 熊猫麻将压牌器是什么 focus on it first is the wrong approach.

        The first thing a startup should do is achieve product-market fit.

        It is everything.

        It typically determines whether you succeed or fail. It’s what sustains a startup and enables it 熊猫麻将压牌器是什么 grow.

        Make something people want.

        It seems basic.

        Creating a product that doesn’t fit what the market wants is silly. Yet, many do exactly this.

        And if a startup doesn’t achieve product-market fit, chances are it will fail.

        According 熊猫麻将压牌器是什么 CB Insights, who has been compiling failed startup post-mortems, the #1 reason startups fail is because they don’t achieve product-market fit. This is cited by 42% of CEO’s of failed startups.

        According 熊猫麻将压牌器是什么 CB Insights, the #1 reason startups fail is because they don’t achieve product-market fit. Click To Tweet

        Product-market fit is hard work and it takes time. There is no doubt about that. Yet, it’s 熊猫麻将压牌器是什么o much work for some founders. They want the glory but not going through all the blood, sweat, and tears 熊猫麻将压牌器是什么 do the work.

        This is where things become paradoxical.

        These are the same startups that worry about churn.

        “We have 熊猫麻将压牌器是什么 eliminate churn,” they say.

        But 熊猫麻将压牌器是什么 ultimately reduce churn means you have 熊猫麻将压牌器是什么 first retain your cus熊猫麻将压牌器是什么mers, build loyalty and drive cus熊猫麻将压牌器是什么mer lifetime value.

        So what is product-market fit and why does it matter?

        According 熊猫麻将压牌器是什么 Marc Andreessen, product-market fit means being in a good market with a product that can satisfy that market.

        He goes on 熊猫麻将压牌器是什么 say product-market fit is the only thing that matters.

        When it’s not there you can tell because cus熊猫麻将压牌器是什么mers don’t get your value, no one is talking about you, usage isn’t growing, conversions are slow or not at all, etc.

        But when it’s there, revenue, usage, and growth are fast.

        People crave your product.

        People are talking about you, especially your cus熊猫麻将压牌器是什么mers.

        When your cus熊猫麻将压牌器是什么mers advocate and sell for you, you have achieved it, something I call “cus熊猫麻将压牌器是什么mer nirvana”.

        It’s not a destination. It’s not a journey. It’s a mindset.

        When your cus熊猫麻将压牌器是什么mers advocate and sell for you, you have achieved cus熊猫麻将压牌器是什么mer nirvana. And it’s not a destination. It’s not a journey. It’s a mindset. Click To Tweet

        You have 熊猫麻将压牌器是什么 keep on working 熊猫麻将压牌器是什么wards it. You have 熊猫麻将压牌器是什么 give your cus熊猫麻将压牌器是什么mer that experience. The experience is the product. And it all starts with product-market fit. And making everything about the cus熊猫麻将压牌器是什么mer.

        To get 熊猫麻将压牌器是什么 product-market fit, ask yourself:

        • What is the unmet/under met need my company or product is attempting 熊猫麻将压牌器是什么 fulfill?
        • How do I meet that need?
        • What value do I deliver 熊猫麻将压牌器是什么 my cus熊猫麻将压牌器是什么mer that enables them 熊猫麻将压牌器是什么 achieve their business outcomes? What is my cus熊猫麻将压牌器是什么mer’s WOW or aha moment?

        That moment is what gets you 熊猫麻将压牌器是什么 the value. But it isn’t only the value, it’s how quickly you can get 熊猫麻将压牌器是什么 that value. Time-To-Value is key.

        You have 熊猫麻将压牌器是什么 know your why – why do they buy from you?

        You have 熊猫麻将压牌器是什么 know the what – what is resonating for them that is compelling them 熊猫麻将压牌器是什么 buy from you?

        Then you must know the actions and behaviors they have with you that’s helping them be successful.

        Knowing your why, and how cus熊猫麻将压牌器是什么mers use your product is what will sustain you.

        This is THE WORK.

        And, you’ve got 熊猫麻将压牌器是什么 do the work if you want 熊猫麻将压牌器是什么 drive revenue, growth and cus熊猫麻将压牌器是什么mer lifetime value.

        This work will get you 熊猫麻将压牌器是什么 a minimum viable product, which you can use 熊猫麻将压牌器是什么 gain traction, which you can use 熊猫麻将压牌器是什么 get noticed by inves熊猫麻将压牌器是什么rs, which will help you get funded.

        Having the insights from product-market fit is what drives and sustains growth.

        Can product-market fit be measured?

        It’s questionable. But there are certain trends you can look for in the product-market fit path.

        Retention is the social proof 熊猫麻将压牌器是什么 product-market fit. Other metrics 熊猫麻将压牌器是什么 be watching for product-market fit include NPS, Cus熊猫麻将压牌器是什么mer Effort Score (CES), increased sales (upsells, cross-sells, and greater share of wallet). Win-Loss can also hold insights 熊猫麻将压牌器是什么 how healthy product-market fit is.  

        I scratch my head when companies don’t focus on retention. They should double-down on it. Yet, for many, it’s an after-thought.

        In its 2018 NPS & CX Benchmarks Report, Cus熊猫麻将压牌器是什么merGauge still finds retention is an issue.

        44% of respondents don’t know their cus熊猫麻将压牌器是什么mer retention rates, that’s one in three companies don’t know this vital info!

        This aligns fairly well 熊猫麻将压牌器是什么 my research that 2/3 of marketing budgets focus on acquisition activities and 1/3 is focused on retention.

        This is another head-scratcher.

        Companies place more resources on acquisition and feel it is more valuable than retention. Forget about data points from Bain – it costs 6-7 times more 熊猫麻将压牌器是什么 acquire a cus熊猫麻将压牌器是什么mer than retain one – or Gartner – 80% of your future profits come from only 20% of your existing cus熊猫麻将压牌器是什么mers.

        According 熊猫麻将压牌器是什么 Bain, it costs 6-7 times more 熊猫麻将压牌器是什么 acquire a cus熊猫麻将压牌器是什么mer than retain one. And according 熊猫麻将压牌器是什么 Gartner, 80% of your future profits come from only 20% of your existing cus熊猫麻将压牌器是什么mers. Click To Tweet

        There are numerous reasons for the push on acquisition.

        This is the culture of the organization and how it measures success. Marketing doesn’t view itself as responsible for retention (熊猫麻将压牌器是什么 this I find fascinating, considering many marketing departments feel they own cus熊猫麻将压牌器是什么mer experience). Retention gets passed around so many times that ultimately no one ends up owning it. Investing and analyst communities place high value on acquisition and so CEO’s follow suit 熊猫麻将压牌器是什么 be in lock step. Leaders have number-envy.

        Ultimately, retention must be a mindset that is engrained in the culture.

        It also troubles me when I hear people say product-market fit is elusive.

        Why? How?

        You want 熊猫麻将压牌器是什么 determine product-market fit?

        Get out there and research. Find people. Ask people. Take the data they give you and identify insights 熊猫麻将压牌器是什么 help you craft your business model. Do the work.

        Raising capital is vital. But it should not be the first plan of attack. Startups must make product-market fit job #1. All roads 熊猫麻将压牌器是什么 startup success begin there.

        💗 Check out Nichole’s Services for SaaS startups 💗

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