Practical Advice on SaaS marketing

Avoiding Website Ratholes: Advice for SaaS Marketers

Practical Advice on SaaS marketing

Nobody seems happy with their website. In talking with lots of Marketing managers over many years, I’ve found that they tend to fall into one of only two camps: People that are currently redoing their website, or People that are planning to redo their website.

Is all that blogging working for you?

Practical Advice on SaaS marketing

I’m a believer in blogging. I’ve been writing a monthly post for more than 10 years, and people do find me through my blog. Based on the numbers, I know lots of others have a similar faith in blogs.

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Lessons from a pandemic

Practical Advice on SaaS marketing

I’ll be honest. Never did I think I’d ever write an article with a headline like that. Most of the time I’m writing about situations I’ve seen before – sometimes many times before. This is not one of those times. But I have learned a lot over the last few weeks.

Upselling isn't easy

Practical Advice on SaaS marketing

I’m probably reading the same research you are about upselling. The clear conclusion is that selling more stuff to existing customers is important for software-as-a-service (SaaS) companies.

ABCs of Data Normalization for B2B Marketers

Data normalization. It’s not a far stretch to suggest that the topic isn’t exactly what gets marketers excited in their day-to-day workflow. However, if lead generation, reporting, and measuring ROI is important to your marketing team, then data normalization matters - a lot. In this eBook, we’ll break down the ins and outs of data normalization and review why it’s so critical for your marketing strategies and goals!

Overcoming the implementation challenge

Practical Advice on SaaS marketing

So, you’ve built a great product. Bravo! Better yet if you’ve figured out how to market it. You’re getting it in front of prospective customers and they quickly see how it can be helpful. But just showing the product’s benefits and advantages isn’t enough. Prospects need to see more than that.

Are you just talking about marketing or are you actually doing something?

Practical Advice on SaaS marketing

Do you know why your customers buy?

Practical Advice on SaaS marketing

If they’re doing their job, SaaS marketers can tell you how many leads they’re attracting, how many convert into paying customers, where the leads are coming from, and even how much they’re paying for them. That’s all useful information that should be collected in your CRM system.

Marketing Ideas that Rarely Work

Practical Advice on SaaS marketing

customer acquisition lead generation SaaS marketing value proposition

Focus on the 3 most important tasks for your website

Practical Advice on SaaS marketing

customer acquisition lead generation SaaS marketing value proposition

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

Remind customers why they're paying you

Practical Advice on SaaS marketing

attrition churn customer acquisition renewals SaaS marketing

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Taglines are more than a few clever words

Practical Advice on SaaS marketing

SaaS marketing value proposition

Are you giving up on your prospects too soon?

Practical Advice on SaaS marketing

One of my clients told me a story that they’d just closed a large new deal with a prospect that’s been in their pipeline for a long time – as in 2 years’ long time. And that’s not some crazy outlier. They’re working other opportunities that have been in there for well over a year.

No one needs your solution unless they have a problem

Practical Advice on SaaS marketing

Let me give this to you straight: Nobody really cares about your SaaS solution. They don’t care how it’s built. They don’t want to see a demo. And they don’t want to talk to you about it. At least not yet.

Debt Financing Fuels Your Growth - on Your Terms. Zero Dilution.

The landscape of startup financing is changing. Learn why SaaS founders are turning to debt capital options like revenue-based financing.

Going viral is over-rated

Practical Advice on SaaS marketing

I won’t lie to you. If one of my videos went viral, I’d be excited. It would definitely be cool to see the “views” tick up into the millions… or even the thousands. But here’s the thing. I wouldn’t expect that avalanche of views to translate into an avalanche of customers.

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Are you forgetting the “service” part of SaaS?

Practical Advice on SaaS marketing

Ok, let me remind us all of the blatantly obvious: “SaaS” stands for “software-as-service.” Yup, “service” is right there in the name. But looking at the way most SaaS solutions are marketed, too often it’s all about the “software”, and not much about the “service.”

Tell your creation story

Practical Advice on SaaS marketing

SaaS companies need to tell their creation story. Not because they’re storytellers, but because It can help them acquire customers. Yes, I know this notion of a creation story might sound like something from ancient mythology.

Before you talk about the solution, point out the problem

Practical Advice on SaaS marketing

Lots of people who you think should be interested in your software-as-a-service (SaaS) solution, couldn’t care less. It doesn’t matter that they perfectly fit your “ideal customer” persona. It doesn’t matter that your solution is full of features built especially for them.

How to Choose the Best Embedded Analytics Solution to Modernize Your Application

If you are looking to modernize your application to improve competitiveness, then one of the quickest wins you can have is to embed sophisticated analytics that will wow your existing and prospective customers.

3 ways to fail at lead generation

Practical Advice on SaaS marketing

When the lead generation effort is failing and we’re trying to fix it, we marketing pros usually head right into the weeds. Are there too many characters in the subject lines? Should we add more long-tail keywords? Is the call-to-action button the wrong shade of green?

SaaS Marketing for Start-ups: Don’t just start doing stuff!

Practical Advice on SaaS marketing

I get it. You’ve finally built a working product and now you’re ready to get it out into the market. You want to crank out a press release, put up a website, offer a free trial, execute an email campaign, buy adwords, or do whatever else you can think of or afford. Don’t do it.

New customers can teach you a lot… if you just ask

Practical Advice on SaaS marketing

If you’re marketing and selling a software-as-a-service (SaaS) solution, feel free to ring a bell or do whatever it is you do when you win a new deal. But don’t stop there. Those new customers are worth more than just subscription revenue. They can tell you a lot to help your marketing.

Your SaaS prospects could be afraid to buy

Practical Advice on SaaS marketing

If you’re selling or marketing a software-as-a-service (SaaS) solution, you’ve probably seen something like this before: You’re talking with a prospective customer that’s struggling with a broken, outdated system, something they’ve been using for a long time to handle some vital task.

Need Remote Learning ASAP? Don’t Pick Your Next LMS Before Reading This!

Need to go remote or move your training programs online? Download this guide to identify and overcome the biggest eLearning challenges so you can pick the perfect LMS without wasting time, money, and effort, even if you are just starting your eLearning journey.

What’s behind those churn metrics?

Practical Advice on SaaS marketing

Churn is bad for software-as-a-service (SaaS) companies. Very bad. But knowing there’s a churn problem is one thing; fixing it is something else. To bring down churn, we need to understand what’s behind the numbers. Why are customers leaving? Different causes will point toward different fixes.

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Are your partnerships useless?

Practical Advice on SaaS marketing

Partnerships can be a good thing for software-as-a-service (SaaS) companies. They can deliver more value to customers, without requiring lots more work from your internal development team. For marketers, a partner could provide credibility, broaden exposure, find leads, and even win deals.

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SaaS Marketing Isn’t All About Talking; It’s More About Listening

Practical Advice on SaaS marketing

If you’ve ever sat through a marketing agency’s pitch or seen an episode of Mad Men, you’d think that marketing is all about talking – pushing out clever messages so that people will buy whatever it is that you’re selling. Not exactly.

Bad Customers Can Kill Your SaaS Business

Practical Advice on SaaS marketing

Everybody’s got a story about bad customers. In case you can’t get your fill, a Google search on “customers from hell” fetched 33,100,000 results. These customers can be infuriating, frustrating, and just plain rude.

The 2019 Technographic Data Report for B2B Sales Organizations

In this report, ZoomInfo substantiates the assertion that technographic data is a vital resource for sales teams. In fact, the majority of respondents agree—with 72.3% reporting that technographic data is either somewhat important or very important to their organization. The reason for this is simple—sales teams value technographic data because it makes essential selling activities easier and more efficient.

Your value proposition: Don’t set it and forget it

Practical Advice on SaaS marketing

If you’re marketing your SaaS solution without a compelling and consistent value proposition and messages, you’re doing something wrong.

Don't undersell your SaaS solution

Practical Advice on SaaS marketing

No matter how long the list of amazing features you offer, if you’re marketing a software-as-a-service (SaaS) solution, that’s not all you’ve got to sell. You should be talking about the “non-feature” pieces as well. If not, you’re underselling your solution.

Have your prospects gone missing, or just hibernating?

Practical Advice on SaaS marketing

Here’s a sorry fact: most of your prospective customers won’t end up buying your software-as-a- service (SaaS) solution. Lots of folks who should buy it, won’t buy it. They have a problem you can solve. But instead of fixing it, they’ll stick with the poor system they already have.

How to get found when prospects aren’t really looking

Practical Advice on SaaS marketing

I’m a long-time fan of inbound marketing, even before it got that nifty label. Why not attract prospective customers that are actively looking for a solution? That’s got to be easier than hunting for them one at a time, or indiscriminately broadcasting your message to the whole planet.

Need Remote Learning NOW? Get Online Quickly & Easily With This Can’t-Miss Guide

Remote learning is becoming more important than ever. Whether you’re scrambling to get your eLearning launched, or need to upgrade to meet increased demand, this guide will eliminate the guesswork so you can find your perfect LMS!

Customers need to trust you

Practical Advice on SaaS marketing

If you think your customers subscribe to your software-as-a-service (SaaS) solution only because they love the features or the price, think again. Of course, customers look at the solution’s features, the fact that it’s easy to use, or the attractive price… but that’s not all they look at.

Demo? Not so fast

Practical Advice on SaaS marketing

For lots of us software-as-a-service (SaaS) marketers, the first thing we want to do with a new prospect is show them a demo.

???????Beware: Too many leads!

Practical Advice on SaaS marketing

I know this may be heresy to almost every marketer and sales person on the planet, but I’ll just say it: it’s possible to have too many leads.

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Pivoting from early adopters to mainstream buyers

Practical Advice on SaaS marketing

If your software-as-a-service (SaaS) solution is relatively new to the market and you’ve already managed to bring on a group of early customers, congratulations. That’s usually solid proof that your product works, somebody’s getting value from it, and people will pay for it. No small feat.

The Time-Saving Power of Intent Data for Sales

By using the power of intent data, capturing buyer interest has become more feasible for sales. Not only that, but using it will save immense time during your workflow; a win-win on all fronts.