Author: Dev Basu
Dev Basu Last updated: January 23, 2020 You may be familiar with the concept of “crossing the chasm”, which describes the challenge of transitioning from only having “early adopters” as customers, to gaining traction with the “early majority”. We’ve noticed another “chasm” in B2B SaaS: the chasm that exists between people who sign up for a trial and people who become new customers …
Dev Basu Last updated: January 17, 2020 The abstract, cerebral nature of positioning as a concept makes it difficult for many companies to approach defining it for their business. We know this because we continue to see companies miss with their SaaS positioning (even ones that have grown to substantial ARR). Scenarios in which they have a product positioning problem without realizing it …
Dev Basu Last updated: January 13, 2020 In this article, you’ll get our 7-step account based marketing (ABM) strategy for B2B SaaS, including: How to segment your target account lists based on your customer personas. How to break your list down into quartiles based on the value of prospects so you can allocate more budget to high value accounts than lower value accounts. …
Dev Basu Last updated: December 18, 2019 If you’re going to allocate serious budget to an agency to handle your digital marketing, you should have a clear idea of what it would actually be like to work with them. This is one of the primary functions of our SaaS Marketing Blog — to document our approach and provide you with a detailed picture of …
Dev Basu Last updated: October 25, 2019 In our experience, many B2B SaaS companies abandon their paid media channels too early, without fully exploring all the options available to them, and based on hunches instead of data. We’ve learned from discussions with prospects and clients that there is a tendency to make false assumptions about their optimal customer-channel fit, often because of past …
Dev Basu Last updated: October 24, 2019 Hiring great marketers is almost always one of the top challenges our prospects and clients bring up in conversations with us. Over the last decade talking to SaaS companies about hiring marketers, we’ve noticed some themes that continually come up: They’d love to hire all-star talent. But people who are on that level have already started …
Dev Basu Last updated: September 20, 2019 Since the inception of Powered by Search, there is a scenario that has played out numerous times that depicts how our agency came to be horizontally focused, serving a variety of different verticals from real estate, to the financial services industry, to the SaaS and technology industry. Here’s an example of the scenario: we’d be …
Dev Basu Last updated: September 13, 2019 Google Display Network (GDN) reaches around 90% of internet users, and yet we continue to find that many SaaS companies choose not to leverage it. This is just one of several opportunities being missed that’s leading companies to hit a ceiling with their Google Ads spending. This issue has been coming up in a lot …
Dev Basu Last updated: October 24, 2019 The process of designing a SaaS website usually goes a little like this: Collect random inspiration from other SaaS websites for a mood board Ask product, engineering, customer service, and sales teams what they need Design the website by committee This lack of cohesion causes the website to become a jumbled mess — visually identical …
Dev Basu Last updated: October 24, 2019 B2B SaaS companies often approach business with the assumption that if they have an excellent product, the right audience—their ideal customers—will find them. It’s what we’ve come to think of as the Field of Dreams philosophy: If You Build It, They Will Come. Unfortunately, in marketing, as in life, things rarely pan out the way …
