John Brunkard’s Post

Have you ever heard of bottom-up SaaS? It's a growth strategy used by B2B SaaS companies that focuses on individual users or teams to drive customer acquisition. Our guide covers the main growth strategies and tactics used by bottom-up companies. Check it out to learn more! #SaaS #growthstrategy #customeracquisition #drivegrowth

🚀 𝗛𝗼𝘄 𝘁𝗼 𝗘𝗻𝗵𝗮𝗻𝗰𝗲 𝗬𝗼𝘂𝗿 𝗣𝗿𝗼𝗱𝘂𝗰𝘁 𝗦𝘁𝗿𝗮𝘁𝗲𝗴𝘆 𝘄𝗶𝘁𝗵 𝗖𝗼𝗺𝗽𝗲𝘁𝗶𝘁𝗶𝘃𝗲 𝗥𝗲𝘀𝗲𝗮𝗿𝗰𝗵 - Part i/ii Having a strong product strategy for your B2B SaaS Product is not just beneficial—it's essential for long-term success. With competitors innovating at lightning speed and customer expectations continually shifting, your product strategy needs to be not only solid but also agile and forward-thinking. But how do you ensure your product strategy is on point? The answer lies in 𝗰𝗼𝗺𝗽𝗲𝘁𝗶𝘁𝗶𝘃𝗲 𝗿𝗲𝘀𝗲𝗮𝗿𝗰𝗵. 𝗨𝗻𝗱𝗲𝗿𝘀𝘁𝗮𝗻𝗱𝗶𝗻𝗴 𝘁𝗵𝗲 𝗥𝗼𝗹𝗲 𝗼𝗳 𝗖𝗼𝗺𝗽𝗲𝘁𝗶𝘁𝗶𝘃𝗲 𝗥𝗲𝘀𝗲𝗮𝗿𝗰𝗵 𝗶𝗻 𝗕𝟮𝗕 𝗦𝗮𝗮𝗦 In the B2B SaaS industry, where differentiation is key, competitive research helps you: • 𝘐𝘥𝘦𝘯𝘵𝘪𝘧𝘺 𝘔𝘢𝘳𝘬𝘦𝘵 𝘚𝘩𝘪𝘧𝘵𝘴: Stay ahead of trends that could impact your product's relevance. • 𝘜𝘯𝘥𝘦𝘳𝘴𝘵𝘢𝘯𝘥 𝘊𝘰𝘮𝘱𝘦𝘵𝘪𝘵𝘰𝘳 𝘛𝘢𝘤𝘵𝘪𝘤𝘴: Learn from your competitors' successes and failures. • 𝘚𝘱𝘰𝘵 𝘜𝘯𝘮𝘦𝘵 𝘕𝘦𝘦𝘥𝘴: Discover gaps in the market that your competitors haven’t addressed. • 𝘌𝘯𝘩𝘢𝘯𝘤𝘦 𝘜𝘴𝘦𝘳 𝘌𝘹𝘱𝘦𝘳𝘪𝘦𝘯𝘤𝘦: Develop features that directly address customer pain points, setting your product apart. ✨ 𝗞𝗲𝘆 𝗧𝗮𝗸𝗲𝗮𝘄𝗮𝘆𝘀: • Align your product features with market demand. • Identify gaps that your competitors are missing. • Prioritize features in your product roadmap based on real-time data. Dive deeper into how you can build a winning product strategy with our latest guide! Link: https://lnkd.in/gF54dCrZ In the part II of this series, we will discuss in detail about the feature-level analysis. ProdZen Kaustubh Patekar⚡Manu Gupta Milind Soni Sukanya B. #ProductStrategy #CompetitiveResearch #B2BSaaS #CompeteWiser

#100DaysOfPM 🚀 - Day 4: Creating a Business Model for a SaaS Product: A Practical Guide Generating a business model for a SaaS product involves outlining how your product will create, deliver, and capture value. Here's a guide to key components of a business model for a SaaS product, structured around the Business Model Canvas: 1. Customer Segments Who are your target customers? Identify the specific groups of people or businesses your SaaS product serves. You may target: - B2C (Business-to-Consumer) - B2B (Business-to-Business) - Niche markets (e.g., healthcare, education, e-commerce, etc.) 2. Value Propositions What value does your SaaS product provide? Define the key problem your product solves or the primary benefit it offers. Focus on the specific pain points your customers face and how your product delivers a solution, such as: - Automation and productivity improvements - Cost savings - Convenience and accessibility - Security or compliance solutions 3. Channels How do you reach your customers? Channels refer to the ways your product is marketed, sold, and delivered. SaaS products usually use: Online marketing - Partner integrations - Direct sales for enterprise clients - Product trials 4. Customer Relationships How will you engage and maintain relationships with customers? Focus on customer onboarding, customer support, and engagement strategies: - Self-service (help centers, tutorials) - Dedicated support teams - Community forums, customer success managers, and live chat options - Regular updates and new features 5. Revenue Streams How do you make money? SaaS products often rely on subscription-based pricing models: - Subscription tiers (basic, pro, enterprise) - Freemium models (with paid upgrades) - Custom pricing for enterprise clients - Add-ons and integrations 6. Key Resources What assets are necessary to deliver your product? These include: - Cloud infrastructure - Development and engineering teams - Data security and compliance resources - Sales and marketing teams - Customer support 7. Key Activities What core tasks must you perform? - Product development - Scaling infrastructure to handle growth - Marketing campaigns and lead generation - Customer onboarding and retention programs - Continuous integration, testing, and deployment 8. Key Partnerships Who are your essential partners? Identify partners that are crucial to delivering your SaaS product: - Cloud providers - Payment processing services - Third-party integrations and API providers - Resellers or affiliates 9. Cost Structure What are the major costs in running your SaaS business? - Infrastructure - Salaries - Marketing and customer acquisition - Security and compliance costs - Customer support and maintenance So, what’s your approach to building a business model for a SaaS product? Are there any areas where you’re struggling or feel like you need more clarity? Let’s talk about it! #SaaS #BusinessModel #ProductManagement

The SaaS buyer's journey helps you understand what potential clients expect from your software. As a result, you can make irresistible offers that increase their interest. So, what does the buyer's journey look like for SaaS companies? 1. Awareness stage Your potential customers recognize they have a problem that requires a solution. At this point, they begin exploring SaaS products that could address their needs. 2. Consideration stage Potential buyers research several SaaS options to compare features, pricing, and user reviews. They assess which solutions most align with their unique requirements. 3. Decision stage After narrowing down their options, potential buyers engage with the shortlisted vendors. This stage often includes exploring demos and trials to determine the best fit. 4. Adoption stage Once the potential buyer selects a solution, the onboarding process begins. Buyers incorporate the new SaaS product into their operations. A smooth integration process is crucial to keep clients on board. 5. Retention stage Periodic updates and comprehensive product documentation help reduce churn and ensure that the product continues to meet evolving customer needs — thereby increasing customer lifetime value. 6. Advocacy stage Satisfied customers often become advocates, promoting the software within their networks and influencing potential buyers. By understanding and addressing each stage of the buyer's journey, SaaS companies can better meet client needs and foster long-term relationships. Do you have content assets to support prospects and users at each stage? Read our blog post to learn more. You can find the link in the comments below. #SaaS #CustomerJourney #BusinessStrategy -- 👋 Hi. I'm Maddy, founder of The Blogsmith content agency and author of Writing for Humans and Robots: The New Rules of Content Style. Did you find this content helpful? 👍 Like this post so more people can see it. 🔔 Follow me to learn more about #SEO and content marketing.

How-to videos are no longer a “nice-to-have”. They’re a “need-to-have”. And if you’re not already on board with that, don’t worry. Your competitors are. B2B SaaS companies are making significant financial commitments to software and product videos: 💵 58% of those are investing over $500,000 annually 💵 24% putting more than $1 million into their video initiatives Find out why tutorial videos are now ESSENTIAL for customer success and how you can leverage them to stay ahead in the market. Read now 👉 https://hubs.ly/Q02FkkQ80 #SaaS #TutorialVideos #CustomerSuccess

5 core steps for a B2B enterprise SaaS website user journey, from start to finish: (Order is important!) ➡️ User lands on the home page to learn about the value proposition. Most of the testers have scrolled at least 50% of the page in search of confirmation they are in the right place. ➡️ They proceed to the about page to meet the team, read the story, and understand the difference. The contents depend on the user preference of building trust and bias towards legitimacy signals. ➡️ If all is OK so far, they visit a product or service landing page that solves their existing problem. In our experience, they’re looking for empathy, detailed description of the solution, post-purchase experience, and social proof. ➡️ Next, the user reads the case studies. In some cases, they fill in a lead gen form to download a PDF that they can share internally. This is helpful when the person scouting suppliers needs to report to someone above. ➡️ Finally, they book a demo. We learned it’s likely they get cold feet at this stage. They’re constantly looking for reasons NOT to talk to you. Repeat your selling points, testimonials, and whatever else resonates with your audience. These steps are based on the latest 5 workshops we’ve done for our clients, which ended with moderated user tests to validate our assumptions. There’s no one size fits all, for sure. But working with a single audience for long enough, you can spot patterns. The journey above represents the common touch points that impact the prospects’ decision-making the most. From there, you can start fine-tuning the content and other website segments. Wait, what about the pricing page? It doesn’t matter as much in the enterprise. But if you feel like it's beneficial to the user, I’d put it right before booking the demo as the final filter. So, what’s your website user journey like?

Are you staying ahead of the game in B2B SaaS? You'll learn: 💰 About the STAGGERING financial commitments B2B SaaS companies are making to video initiatives. 🔎 Why tutorial videos are becoming indispensable for driving customer success. ⚙️ What innovative technology driving the transformation and how it can revolutionize your client engagement strategy. Read now 👉👉 https://hubs.ly/Q02zmqrM0 #SaaS #TutorialVideos #CustomerSuccess

Understanding the right product metrics in the fast-paced B2B SaaS landscape is crucial for driving innovation and success. 💡 Our blog post delves into the essential metrics that product teams should focus on, distinguishes between impactful data and vanity metrics, and illustrates how to effectively integrate these insights into the product development cycle. Are your product metrics aligned with your strategic goals? .#ProductManagement #SaaSMetrics #DataDrivenDevelopment Explore the full article here: https://lnkd.in/eBzxk3bv

There are 9 Key elements that need to be included in a SaaS landing page. These elements position a SaaS as THE product of choice. Why is that important? It massively contributes to your conversion rate. 1️⃣ Explain what the product actually is ↳ Surprisingly difficult to do sometimes. Especially in the simplest of terms. Can a fresh pair of eyes look at your hero section and know exactly what your product is? 2️⃣ Show the Product! ↳ If you're proud of your product, show it! Give the user a feel of what they're signing up for. A picture tells a thousand words. If you don't show the product, doesn't that suggest there's a reason you're hiding it? 3️⃣ Define the RESULT your product delivers ↳ B2B buyers pay for results and solutions to problems. If a product can demonstrate it delivers the result prospects are looking for, they're compelled to learn more. 4️⃣ Share problem statements ↳ Help your prospect identify that your product addresses and solves actual problems they have. These problems are like checkboxes in the buyer journey. 5️⃣ Present the solution ↳ How does your product solve the problems outlined in the previous section? If your product does this in an innovative manner, communicate it! 6️⃣ Why your product? ↳ Help your prospect understand your differentiators. What's unique about your product over competitors? What made other customers choose your product? 7️⃣ Include social proof ↳ Build trust by showcasing testimonials of customers who achieved success with your product AND who match the persona of your ideal prospect. 8️⃣ Display trust building assets ↳ Build further trust with accreditations, certificates, ratings and badges. Especially for technical products these can provide a reassuring sense of reliability and security. 9️⃣ A very clear CTA ↳ Whether the conversion mechanism is a free trial, demo or 'talk to sales' it's best to lead with one, make it compelling and reduce optionality. The design below is a taken from a landing page UserActive designed for Prospect CRM some time ago. #saas #website

The argument between product-led and sales-led SaaS growth creates a false choice and misses the real point. "Product-led is more efficient." "Sales-led generates higher annual contract values." Sure. Yes, both arguments may be true. But rather than asking yourself whether to pursue a product- or sales-led strategy, here's a different question: How will we generate *Profitable Growth* for our company given the market we serve, our product category, our buyer and user personas, and our company's in-house skill sets? To answer this question, consider three pillars of Profitable Growth: 1/ Optimizing for gross retention Gross retention correlates to lifetime value (Gross Profit / Gross Churn Rate). If Gross Churn Rate is 20% and your Gross Profit per customer is $100, your lifetime value is $500 (100 / .2). If don't know exactly what your churn is yet, calculate it conservatively. Focus on pushing gross retention as far as you can through quality service, continuous innovation. On on end of the spectrum it looks like using a service like Churnkey to reduce self-serve cancellations. On the other end, it's a high-touch renewal program. 2/ Matching customer acquisition costs to expected lifetime value Once you know how far you can push gross retention, figure out how to acquire new customers at a cost that's right-sized to the expected lifetime value. If you can't expect to make 3-5 times more in Gross Profit than it cost you to acquire the customer, then something's wrong. You need to rethink your acquisition strategies. By this math, It should cost between $100 - $166 to acquire this customer. There's no such thing as a free lunch here. Customer acquisition is hard and costly. We all need to blend the right tactics to do it as efficiently as possible, product-led, sales-led, or otherwise... 3/ Identifying customer expansion opportunities Expansion solves a lot of problems with unit economics. Expanding existing customer value and corresponding revenue solves a variety of ills. Consumption-based expansion, upselling additional seats/modules, and cross-selling other products are all ways of adding value and revenue from existing customers. They also come at a lower cost than new customer acquistion. In a recent interview we did with Todd Olson, CEO of Pendo, he explained that a purely product-led onboarding strategy would be difficult for their customers. Engineers can't just go integrate a product analytics solution into a production system without data protection agreements and security reviews in place. However, product-led expansion could totally work (and they are still writing this part of the story at $200MM+ ARR). (Full interview with Todd l*nked 👇. Check it out). -- The most efficient growth strategies in 2024 blend tactics from all types of go-to-market strategies. How are you combining PLG and SLG motions to drive Profitable Growth for your company? #saas #cloud #productledgrowth #plg #sales Jay Nathan