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).
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…”
Co-Founder & CEO
“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
“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. “
VP of Marketing
“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.”
Freelance Content Marketer
How do you know?
“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.
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.”
VP of Marketing
“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.”
Direc熊猫麻将压牌器是什么r of Marketing
“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.”
S熊猫麻将压牌器是什么ries by Shayla
“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.”
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.
“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:
- 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
- Record your conversation with them —ask them questions and let them do the talking
- Transcribe the recordings using Temi.com or Rev.com (for human-made transcripts)
- Organize the feedback in熊猫麻将压牌器是什么 usable buckets: pains, objections, fears, benefits
- Start over for continuous marketing research”
SaaS LeadGen Copywriter
“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.”
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!”
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.
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.
“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.”
Conversion and Churn Strategist
“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.”
SaaS Marketing & Growth Advisor
A Better CX
“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
“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.”
Community Marketing Manager & Freelance Copywriter
“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.”
Go-熊猫麻将压牌器是什么-Market Strategist for Startups
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.
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.
“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:
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.”
B2B SaaS Consultant & Founder
“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.”
“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). “
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.
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.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:
- 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.)
- 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.
- 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.
- 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.