SaaS Lead Generation
SaaS Lead Generation Services
Today, the hardest part of scaling a SaaS product is generating new leads and holding on to new clients over time. With a shift to more of a remote environment, firms of all segments and sizes have been adapting SaaS programs to solve business pains.
As a SaaS Company, generating leads is not unlike other industries for the most part. You’re in SaaS because you felt a need to solve a business problem, and your tool contributes to the solutions. You likely have many competitors, but we always try to focus on combining value and features, and of course get good reviews over time.
Paul Mosenson, Founder of NuSpark Consulting, is here to help you generate more leads for your SaaS business. Unlike others, Paul has over 35 years’ experience, is a tech whiz, and understands the metrics to track. With Paul and his alliances in content, design, and SEO, you have a team to guide you through. Plus, Paul is considered a top-notch growth hacker, so that we can scale together with rigor and with cost-efficiency.
We’re focused here on generating trials and demos, then into buyers, of course. There will be a lot of A/B testing, as there should be, to optimize campaign performance. However Paul’s own value proposition is building lead magnets to drive leads into your funnel with clues that they have a business problem. Once those leads are captured, via ebooks, webinars, or offers, we build aggressive funnels to segue consideration to desire.
With SaaS, there are many metrics to monitor as you know. Our focus is leads, then trials, then buyers, then retention.
Much if these metrics we can track with my SaaS Sales Trend Report Calculator. Check it out.
SaaS Industry ROI Calculator. How we begin engagements
The SaaS ROI calculator is unique, covering free trial and monthly buyer conversion rates, churn rates, MRR trends, total and net new customer comparisons & growth rate projections.
Example of our Lead Magnets that drove additional leads and sales for SaaS client
An example of a lead magnet for a client, Galileo Performance Suite. The goal was to educate prospects about how to save and optimize cloud server performance with their suite of cloud-based monitoring tools.
Promoted via both inbound and outbound, plus social, to robust landing pages, leads tripled, and sales people exceeded quotas with their SaaS offerings targeting mid-large enterprises.
Centreviews is an AP Automation SaaS. Targeting CFOs, the goal was to remind them of the benefits of AP Automation to their firm. By reading the eBook, the benefits were clear. The salesteam performed successful demos for those who downloaded, and closed a higher than average quota; since the audience was indeed closer to buying.
Our Lead Generation Process
Discovery Research
I’ll take a deep dive into your target audiences for your SaaS, and the benefits of your products versus competitors. Goal is to set the stage for a robust lead gen program that separates yourself and builds trust.
Lead Magnet Build
We’ll work together for topic development, format, and key messages, then build assets that prospects will need as they consider their solutions. Magnets may be eBooks, checklists, webinars, or special offers.
Landing Pages
Conversion optimization is a focus. Website traffic needs to be qualified, and your lead magnet landing page messaging, design, and proof points (testimonials, videos, etc.) need to be spot-on to generate high levels of leads.
Funnel Building
A funnel is a series of follow-up messages prospects receive, once leads are captured. A mix of emails, calls, or texts to engage prospects further to drive quotes and applications. All processed via my proprietory CRM if needed (or we can use your own)
Promotional Plan
With over 35 years as a Media Buyer, both traditional and digital, rest assured I will implement campaigns to target the right traffic. Think paid search, display, trade journals, YouTube & video, Facebook/Instagram, LinkedIn, influencers, and more.
Measurement
All campaigns and funnels will be measured with rigor. We’ll consider A/B tests, with the goal to optimize campaigns on an ongoing basis, and maximize your campaign ROI.
Email marketing and funnels need robust follow-up messaging to perform the following:
- Segue mid-funnel prospects into trials or demos
- Segue trials or demos into customers
- Provide customer success newsletters, tips, and upsells to customers
- Onboarding sequences to ensure proper platform set-up
- Limit churn when signs point to lack of platform usage
Below and within this link are a number of templates we can use by category; but customized to your objectives. We’ll work with you to build robust funnels that drive MRR and limit churn.
Measuring SaaS
Of course, as potential partners we will work with your team to have dashboards that measure campaign performance and attribution. We discuss analytics elsewhere, but as you know for SaaS we also need to track CAC, MRR, ARR, customer churn, trial to buyer conversion rates and more.
Below are example dashboards from one of our analytics partners. You may have your own already we can use, but whatever tool we have, including Google Analytics G4, we need to track and tweak accordingly.
Two SaaS-focused analytics tools we like are Chart Mogul and ProfitWell
If you have a good CRM, great! If not, we can use SparkLead. A CRM and Email solution all-in-one at a fraction of the cost.
Paul Mosenson has been an invaluable asset to our growth at Zibtek. As our Fractional CMO he helped us fine-tune our messages and value prop, improved our cost-per-lead from all of our marketing channels, and helped us generate new quality leads with content marketing programs. He’s recommended highly for any firm looking to grow further.
Paul Mosenson has proven to be a great partner for us. What I appreciate the most is that he’s always proactive, constantly looking to improve our campaigns and find new lead sources. He’s accessible 24/7; unlike many agencies, you never question whether Paul is committed to your success. He’s like an extension of your team. Additionally, he’s a thought leader on content marketing, lead nurturing, the buyer’s journey, and demand generation. NuSpark has nailed our content, which isn’t easy for a technical SaaS product such as ours.
Paul Mosenson is a fantastic lead generation expert. He got our new website content live with an awesome value proposition, and even included an explainer video. He then developed a robust lead gen plan with search, inbound, outbound and a lead magnet ebook to drive new. For any firm looking to grow and generate quality leads to the sales teams, I highly recommend Paul as a marketing partner.
Let’s Plan a Discovery Call
Still learning? Download our SaaS Lead Generation eBook and learn the best ways to generate leads to scale your SaaS.
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