Tom Tunguz

MARCH 28, 2017

They measure their performance and optimize customer acquisition to maximize return on investment. If you’d like to read more about RevOp theory, Radius published an excellent white paper on the topic. The creative marketing functions produce the fuel – the campaigns, the positioning, the art. But why stop there?

SaaS 118

SaaS Construction Engineering Acquisition 118

Neil Patel

OCTOBER 18, 2021

A few business goals you can achieve with your content include: brand awareness customer acquisition sales customer retention engagement levels. podcasts email newsletters and campaigns user generated content (UGC) long form pieces white papers. White Papers. Plus, they are great for earning passive income.

Social Media 134

Social Media Content Marketing Technical Review Sales Funnel 134

Practical Advice on SaaS marketing

MARCH 18, 2010

He maintained that in his organization much of the marketing material they've produced - white papers, data sheets, customer stories, etc. A few years ago, I remember talking to a sales rep from a company that promoted white papers and customer case studies to qualified IT buyers. isn't even used. or the wrong kind?

Marketing 100

Marketing Outsourced Development Cloud Trends 100

Practical Advice on SaaS marketing

JULY 27, 2011

This beast inhales tasty blog posts for breakfast, devours hearty white papers for lunch, and feasts on entire websites for dinner. An extended discussion covered in a white paper can also be presented as a webinar, which can be publicized via a press announcement. The name of this voracious beast - the Content Monster.

SaaS 100

SaaS Software Strategy Marketing 100

Practical Advice on SaaS marketing

OCTOBER 12, 2011

Marketing supports the entire customer acquisition process: generating awareness building interest attracting leads nurturing leads into qualified opportunities converting opportunities into paying customers. These companies tend to rely heavily on webinars, white papers, and speaking at industry events. Unported License.

Marketing 100

Marketing Social Media Acquisition Sales Funnel 100

Practical Advice on SaaS marketing

JUNE 3, 2017

But it’s really just one part of a comprehensive customer acquisition strategy. Email, webinars, and white papers might be part of these efforts that nudge people forward with their evaluation. Don’t blame the website To fix a broken customer acquisition process usually means more than just fixing the website.

AWS 100

AWS Social Media Acquisition Subscription 100

Practical Advice on SaaS marketing

JUNE 8, 2011

It's about the customer acquisition and retention process. There's a tendency to focus too narrowly on individual pieces of the customer acquisition funnel or even more tightly on particular tactics: Does this individual keyword draw more traffic? Does this particular white paper attract more leads?

Marketing 100

Marketing SaaS Acquisition Construction 100

Practical Advice on SaaS marketing

APRIL 5, 2013

Nothin' for nothin' Companies can contact me when I've asked for something from their website, like a white paper. Done well, this mutually valuable exchange can be a vital part of an effective customer acquisition strategy. I actually expect that. It's a fundamental principal of inbound marketing.

Marketing 100

Marketing Acquisition Technology Business Model 100

Practical Advice on SaaS marketing

AUGUST 2, 2019

Perhaps you invite them to a webinar, offer a white paper, show them a live demo, or entice them into a free trial. After you’ve piqued their interest with a clever video, then you’ve got to walk the prospective customer through several more steps.

B2B 122

B2B SaaS Marketing Software 122

Tom Tunguz

OCTOBER 21, 2015

Next, the marketing team should begin experimenting with paid acquisition, understanding the relationship between paid customers and organic traction, and whether they are linked. The larger the number of advocates for product, the lower the customer acquisition costs for the company, and the more effective customer success team will be.

Scale 100

Scale SaaS Acquisition Startup 100

Practical Advice on SaaS marketing

JANUARY 6, 2018

They visit our website: invite them to a demo They walk into our trade show booth: show them a demo They download a white paper, open an email, attend a webinar, whatever: schedule a demo. 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.

SaaS 122

SaaS Software Marketing Sales 122

Practical Advice on SaaS marketing

OCTOBER 2, 2014

If every time you want to prepare a video, a press announcement, a white paper, or any other kind of marketing material, you need to figure out the basics - who’s the audience, what’s the problem, how do we solve it, why should you buy from us - you’re going to waste a lot of time and money. They have no time and no money to waste.

Acquisition 100

Acquisition SaaS Software Marketing 100

Sales Hacker

OCTOBER 28, 2020

Financial reports, mergers, acquisitions, risks, deals, and more. A white paper or company’s about page won’t give you nearly as much useful information as the business section of a 10-K. A 10-K is a document filed annually by public companies that outlines their financial performance. Securities and Exchange Commission (SEC).

Sales 128

Sales Acquisition Management Revenue 128

Practical Advice on SaaS marketing

JUNE 5, 2019

They can confine themselves to cranking out the standard array of white papers, brochures, and other marketing material. I know, marketers have plenty of work on their plates already without adding “tell the creation story” to the list. Of course, companies can get along without telling their creation story.

SaaS 122

SaaS Marketing Software Management 122

Practical Advice on SaaS marketing

MARCH 2, 2018

These people have visited your website, opened your emails, read your white papers, sat through a demo, even talked with your sales people about pricing. There are even some prospects that do know you and they do see that your solution would help them… but they just won’t get around to buying.

Education 122

Education Pricing Communication Customer Success 122

Practical Advice on SaaS marketing

JULY 1, 2018

They’re not typing relevant keywords into Google, not asking their colleagues for recommendations, not downloading educational white papers, or doing anything else to actively search for a solution. What if the people who should be searching for your solution just aren’t?

Advertising 113

Advertising Education SaaS Marketing 113

Tom Tunguz

APRIL 16, 2013

Shifting from Customer Acquisition from Field Sales to Customer Support. No White Papers; Just Mass Media Marketing Typically, this sales process leads with a product that excites users and triggers word of mouth sharing, and blog posts, and news articles. Obviously this requires a new sales process.

SMB 100

SMB Scale Startup SaaS 100

Totango

MARCH 16, 2021

A full journey map covers all stages from lead acquisition through subscription renewals, upsells, and referrals, although some maps abbreviate this to focus on the post-sales part of the process. B2C prospects may consume different content on different interaction mediums than B2B prospects, such as e-books vs. white papers, for example.

B2C 118

B2C B2B Acquisition Retention 118

Practical Advice on SaaS marketing

MARCH 4, 2017

More recently, marketers have come to rely on webinars, white papers, blogs, and other content to attract leads. For example, you’d send a single walkie-talkie to a prospect, and offer to send the second one if they called to schedule a demo. I haven’t seen that kind of promotion for awhile.

Marketing 113

Marketing SaaS Software Review Mobile 113

Practical Advice on SaaS marketing

MAY 24, 2011

The first contact may be through a keyword search, but later they'll read your newsletter, download a white paper, attend a webinar, and perhaps meet you at a tradeshow. The fact is that over the course of the purchase process, most business customers are likely to touch your company through multiple sources, not just one.

Marketing 100

Marketing Social Media Banking SaaS 100

Practical Advice on SaaS marketing

SEPTEMBER 9, 2017

Publishing it on your website, in blog posts, white papers, or by-lined articles can help you gain broader visibility. For example, they may see that customers seeking support are relying more heavily on chat and less on the telephone.

Data 100

Data SaaS Software Review Benchmarks 100

Chart Mogul

FEBRUARY 13, 2025

Consistent outreach, targeted messaging, and a clear value proposition will drive customer acquisition and fuel your growth. Blogs, case studies, webinars, and white papers help position the brand as an industry expert while addressing specific customer challenges and use cases. A great product alone isnt enough.

Scale 52

Scale VP of Engineering Sales Hiring Startup 52

Practical Advice on SaaS marketing

AUGUST 6, 2016

Required reading Before anyone prepares any marketing material - website copy, white papers, videos, whatever - they should first consult this document. However, it should also include a one-page “boilerplate” description and a concise one paragraph version that can be added on to press releases or email signature lines.

Consulting 100

Consulting Engineering Technology Marketing 100

Unbounce

MAY 1, 2019

For example, we can spin up landing pages with forms that provide access to an ebook, guide, or white paper. But there is a rule-of-thumb that we can pull from this example: If your product is simple with super easy setup and low energy commitment , aim for direct acquisition and use supporting content for activation and retention.

SaaS 111

SaaS Marketplace as a Service Software Review Technical Review 111

Neil Patel

DECEMBER 11, 2022

You can also send out targeted messages, for example, when a customer: Submits a form to download your white paper, video, case study or other free item. Acquisition emails, designed to introduce customers to your sales funnel for products or services. Views certain content on your web page.

Marketing 131

Marketing Sales Funnel Retention Branding 131

Practical Advice on SaaS marketing

JULY 8, 2017

An offer to attend a webinar or read a white paper on “Five Keys to Effectively Deploying an [HR/Finance/Marketing/Sales] Automation Solution” will probably be better received than another “Did you get my last email?” For people still near the beginning of their evaluation, they’re trying to learn more about automated solutions.

Finance 100

Finance Education Enterprise SaaS 100

Practical Advice on SaaS marketing

OCTOBER 8, 2016

See " To deliver a consistent message, you need a script. ") This is something that you can cut and paste from liberally as they prepare websites, email, white papers, or any other marketing material. I often do this in the form of a “Value Proposition and Messages Guide.” (See

Social Media 100

Social Media Engineering Development Marketing 100

Teamgate

MAY 19, 2020

Many pre-Internet customer acquisition strategies remain applicable today. Publish articles and white papers on your blog, post high-quality photos on Facebook and Instagram, and distribute informational videos on Youtube. A study suggests that 83% of satisfied customers would be happy to provide a referral.

Strategy 98

Strategy Marketing Social Media Banking 98

Practical Advice on SaaS marketing

DECEMBER 6, 2014

Newsletters, invitations to webinars, news of valuable white papers, for example, can be cost-effective ways to do that. Once they work through those “distractions” and focus on SaaS solutions again, the vendor wants to still be in front of them.

SaaS 100

SaaS Finance Enterprise Software 100

Baremetrics

SEPTEMBER 19, 2021

New Customer Acquisitions and Sources of Revenue 2. Comparing your acquisition cost and the average revenue per customer gives you greater insight. You'll need to spend your efforts positioning yourself against competitors in white papers, press releases, and case studies. Awareness 2. Consideration 3. Evaluation 4.

Benchmarks 92

Benchmarks Acquisition Customer Lifetime Value Churn 92

Sales Hacker

NOVEMBER 28, 2018

As leads start poking around your website and read blog posts or download white papers, you’ll have an idea at how “ready” they are to buy or not. A Pacific Crest Securities survey shows that the typical customer acquisition cost for companies to earn $1 is $1.18. Conversation. Deal size. Lost reason.

Scale 93

Scale Sales Hiring Data Sales 93

Intercom, Inc.

FEBRUARY 1, 2018

That company, of course, is Slack, and Rachel’s growth marketing team now owns Slack’s full acquisition funnel, from demand generation and team creation to activation and monetization. Our goal is to get those healthy work teams created, because the sales team prospects from the existing Slack user database.

Growth Marketing 174

Growth Marketing Scale Marketing Outsourcing Services 174

Sales Hacker

OCTOBER 28, 2019

They have to create strategies for customer acquisition and negotiate deals that will keep everyone happy. Chances are, it’s white papers, blog posts, tweets, and so on. Account Executives (AEs) – AEs are often considered as the superstars of sales; they close and quarterback deals. However, their role reaches farther.

Technical Review 77

Technical Review Consulting Advertising Innovation 77

How To Buy Saas

JULY 9, 2024

Offers top-notch content marketing strategies, link-building, and scalable link acquisition. They provide excellent services to write and design ebooks and white papers and use them efficiently to attract leads. Get content SEO consulting done by experts to help increase your ROIs.

Strategy 52

Strategy Scale Social Media AI Search 52

Sales Hacker

JULY 3, 2018

And then it’s another thing to understand the true cost of acquisition and ongoing service of those customers. Are you compromising the language you use in your collateral on the web and your white papers? And that’s the other piece of this. It’s one thing to figure out where can I get to yes most effectively.

Interviewing 48

Interviewing Sales Acquisition B2B 48

Sales Hacker

DECEMBER 9, 2019

So, I ran a product team at Symantec for a couple of years, but as that was happening, Nick finished his 6 months on the other side of that acquisition, and told me about a company he was going to join called Jay Berra Software. For our white papers and our blogs, it’s over, unfortunately, and you must think fresh and new.

Sales Recruiting 59

Sales Recruiting Scale Sales Hiring B2C 59

The Marketing & Growth Hacking Publication

APRIL 11, 2019

Customer acquisition has become web-centric, with potential leads turning to search engines, websites, and social media for answers before they look elsewhere. White papers and case studies were seen as the most effective types of content for the late stages of the buyer’s journey. But the competition is steep.

Content Marketing 40

Content Marketing B2B Strategy Social Media 40