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Read an interesting case study on how @autopilotus grew from 0 to 2000+ customers.
My key takeaways and how this applies to growing your SaaS in 2020:
My key takeaways and how this applies to growing your SaaS in 2020:
1/ Know who you're selling to.
The first step in figuring out your marketing strategy (or product dev roadmap) should ALWAYS be customer research.
The first step in figuring out your marketing strategy (or product dev roadmap) should ALWAYS be customer research.
2/ Some questions to ask yourself:
Who are you building the product for?
What are the biggest problems/pains that segment is facing?
How are they currently solving that problem?
How does your solution do it better?
What are the outcomes they care about?
Who are you building the product for?
What are the biggest problems/pains that segment is facing?
How are they currently solving that problem?
How does your solution do it better?
What are the outcomes they care about?
3/ Get your messaging in order.
How does your product tie into the outcomes that your target segment is looking for?
Who's the enemy? What are you standing up against?
Is it clunky old 2000s software or excel sheets or a Frankenstein work flow?
How does your product tie into the outcomes that your target segment is looking for?
Who's the enemy? What are you standing up against?
Is it clunky old 2000s software or excel sheets or a Frankenstein work flow?
4/ Attract early adopters who'll help you refine your product.
These will be ppl who are most affected by the problem. They're willing to try a new solutions with half as many features just to get that one thing right.
For Autopilot, that one thing was marketing automation.
These will be ppl who are most affected by the problem. They're willing to try a new solutions with half as many features just to get that one thing right.
For Autopilot, that one thing was marketing automation.
5/ Start content marketing before launch.
Write relevant articles that will be interesting to your target customers and share them in the right communities.
AP built pre-launch buzz by writing about email personalization and lead nurturing.
Write relevant articles that will be interesting to your target customers and share them in the right communities.
AP built pre-launch buzz by writing about email personalization and lead nurturing.
6/ Pro tip about content: Stop writing the same SEO driven articles and try building thought leadership instead.
Chances of ranking for relevant keywords when you start will be very low anyway.
You're much better off trying to write value driven pieces that get shared around.
Chances of ranking for relevant keywords when you start will be very low anyway.
You're much better off trying to write value driven pieces that get shared around.
7/ Attract attention by launching a novel piece of content.
For AP, this was creating a Marketing Automation report.
For you this could be a side project that your customers will find valuable or freebies, templates, case studies etc.
For AP, this was creating a Marketing Automation report.
For you this could be a side project that your customers will find valuable or freebies, templates, case studies etc.
8/ Match your content efforts with the prospect's awareness level.
Don't try to sell your product in the first pitch, try to raise awareness among your customers instead.
Show them the better way. Give examples, success stories, guides etc to build trust and add value.
Don't try to sell your product in the first pitch, try to raise awareness among your customers instead.
Show them the better way. Give examples, success stories, guides etc to build trust and add value.
9/ Nurture your leads.
Remember, it takes multiple touch points before customers are ready to buy a new solution.
Don't let it be all or nothing. Build a community of future customers.
Play the long game.
Remember, it takes multiple touch points before customers are ready to buy a new solution.
Don't let it be all or nothing. Build a community of future customers.
Play the long game.
10/ Figure out your product's 'aha' moment and gently nudge trial users towards it.
For AP, this was publishing a journey and adding the tracking code.
The more invested your trial users are, the more likely they are to convert to paid customers.
Cc: @Aazarshad
For AP, this was publishing a journey and adding the tracking code.
The more invested your trial users are, the more likely they are to convert to paid customers.
Cc: @Aazarshad
11/ Build high value integrations
Adding a slack integration led Autopilot to being featured in @VentureBeat and getting traffic from Slack's website.
It also makes your customers much more likely to stick around.
Adding a slack integration led Autopilot to being featured in @VentureBeat and getting traffic from Slack's website.
It also makes your customers much more likely to stick around.
12/ How did Autopilot decide which integrations to build?
They asked:
Does it solve a key pain point for their customers?
Does it help with growth? (Increased brand awareness, competitive advantage, retention)
They asked:
Does it solve a key pain point for their customers?
Does it help with growth? (Increased brand awareness, competitive advantage, retention)
13/ Bonus: How do your promote new integrations?
- Email your current customers.
- Write a blog on using the integration to drive key outcomes.
- Do content tie-ups with your integration partner.
- Email your current customers.
- Write a blog on using the integration to drive key outcomes.
- Do content tie-ups with your integration partner.
14/ Hope this was helpful! Lemme know what points you agree/disagree with.
RT for good karma.
RT for good karma.
