Practical tips for any small business or SaaS Company to improve their marketing. Inbound Marketing is a topic often covered however what about businesses that need short term results while they execute on their long term inbound strategy.
Entrepreneurs are faced with too many choices: inbound vs outbound, social, referral or account-based marketing. This slideshare takes an in-depth look at outbound marketing & referral marketing which can be two highly effective vehicles to help you acquire customers today.
Enjoy and please share your thoughts, successes and even your failures. We can all grow together.
The document discusses inbound marketing methodology and how it can help companies better acquire customers. It notes that half of companies see a 25% greater return on investment from inbound versus outbound marketing due to improved tracking, higher yields, and lower costs. Additionally, the document provides tips on social media marketing, email marketing effectiveness, search engine optimization, and developing a strong value proposition to drive business growth.
This document outlines successful SaaS sales strategies discussed in a webinar, including keeping trials short at 14 days, automating 4-6 semi-personalized emails during the trial, calling signups within 5 minutes to address concerns, quickly demonstrating the product's value in 15 minutes or less, relentlessly following up until a yes or no decision is made, setting appropriate prices to get cash upfront, lightly discounting only for annual prepayments, and being careful of customer churn by only selling to qualified buyers.
SaaS and the New Revenue Imperative in B2B Software Companiesedynamic
The document discusses how the shift to subscription and SaaS revenue models impacts marketing strategies for B2B software companies. It notes that SaaS revenues are expected to grow significantly as a percentage of total software revenues by 2016. This changes the focus from acquiring individual customers to growing lifetime customer value through retention and upselling. The key metrics for SaaS companies are now customer acquisition cost, lifetime value, and churn rate rather than one-time sales. Marketers must focus on reducing customer acquisition costs, increasing lifetime value through retention and advocacy, and decreasing churn in order to improve profitability and drive sustainable revenue growth.
Nuts and Bolts of Marketing & selling SaaS products to US customers from Indi...ProductNation/iSPIRT
The relevancy of this session is greatest to Early and Mid-stage entrepreneurs going from $0-5K MRR to $50K MRR selling to US MSB. This session is NOT meant for discovery or product market fit but I have inserted the discussion at the end.
The blog is organised as below Product Market Fit / Pricing as step 0; Followed by Inbound Sales and Marketing and then finally Outbound Sales and discussion on tools.
The document discusses Montclair Advisors' SaaS Launch Tune-up service, which provides advice and strategies for companies launching SaaS products. It helps companies evaluate their value proposition, branding, messaging, sales and marketing strategies. The process involves interviews, product evaluations, and developing scorecards and launch timelines to address challenges and optimize the launch. The document provides an example of SmartRecruiters, which successfully launched in the US using Montclair's strategies.
The document discusses strategies for accelerating a SaaS business in a changing world. It outlines key business challenges like the speed of change and customer demands. It then provides recommendations across different areas like business models, go-to-market strategies, and channels. Specific topics covered include the top drivers and challenges of direct sales, partner channels, and online channels. The document emphasizes the need to rethink approaches to meet customer needs in today's environment.
The document discusses storytelling as a way to communicate a software product idea. It suggests focusing on telling your startup's story externally to present the software and internally as a "software plot" for focus and motivation. Storytelling can help establish context for the product and give coherence, rather than focusing on features or unique selling propositions. Examples are given of how companies like TOMS Shoes, Balsamiq, and Licorize effectively used storytelling in their marketing.
The document discusses inbound marketing methodology and how it can help companies better acquire customers. It notes that half of companies see a 25% greater return on investment from inbound versus outbound marketing due to improved tracking, higher yields, and lower costs. Additionally, the document provides tips on social media marketing, email marketing effectiveness, search engine optimization, and developing a strong value proposition to drive business growth.
This document outlines successful SaaS sales strategies discussed in a webinar, including keeping trials short at 14 days, automating 4-6 semi-personalized emails during the trial, calling signups within 5 minutes to address concerns, quickly demonstrating the product's value in 15 minutes or less, relentlessly following up until a yes or no decision is made, setting appropriate prices to get cash upfront, lightly discounting only for annual prepayments, and being careful of customer churn by only selling to qualified buyers.
SaaS and the New Revenue Imperative in B2B Software Companiesedynamic
The document discusses how the shift to subscription and SaaS revenue models impacts marketing strategies for B2B software companies. It notes that SaaS revenues are expected to grow significantly as a percentage of total software revenues by 2016. This changes the focus from acquiring individual customers to growing lifetime customer value through retention and upselling. The key metrics for SaaS companies are now customer acquisition cost, lifetime value, and churn rate rather than one-time sales. Marketers must focus on reducing customer acquisition costs, increasing lifetime value through retention and advocacy, and decreasing churn in order to improve profitability and drive sustainable revenue growth.
Nuts and Bolts of Marketing & selling SaaS products to US customers from Indi...ProductNation/iSPIRT
The relevancy of this session is greatest to Early and Mid-stage entrepreneurs going from $0-5K MRR to $50K MRR selling to US MSB. This session is NOT meant for discovery or product market fit but I have inserted the discussion at the end.
The blog is organised as below Product Market Fit / Pricing as step 0; Followed by Inbound Sales and Marketing and then finally Outbound Sales and discussion on tools.
The document discusses Montclair Advisors' SaaS Launch Tune-up service, which provides advice and strategies for companies launching SaaS products. It helps companies evaluate their value proposition, branding, messaging, sales and marketing strategies. The process involves interviews, product evaluations, and developing scorecards and launch timelines to address challenges and optimize the launch. The document provides an example of SmartRecruiters, which successfully launched in the US using Montclair's strategies.
The document discusses strategies for accelerating a SaaS business in a changing world. It outlines key business challenges like the speed of change and customer demands. It then provides recommendations across different areas like business models, go-to-market strategies, and channels. Specific topics covered include the top drivers and challenges of direct sales, partner channels, and online channels. The document emphasizes the need to rethink approaches to meet customer needs in today's environment.
The document discusses storytelling as a way to communicate a software product idea. It suggests focusing on telling your startup's story externally to present the software and internally as a "software plot" for focus and motivation. Storytelling can help establish context for the product and give coherence, rather than focusing on features or unique selling propositions. Examples are given of how companies like TOMS Shoes, Balsamiq, and Licorize effectively used storytelling in their marketing.
Building a SaaS App: From Paper to Prototype to Product.Josh Rodriguez
AdStage presents Building a SaaS App: From Paper to Prototype to Product. CSU East Bay Innovation Conference, Feb. 25th, 2017. Presented by Paul Wicker and Josh Rodriguez.
Here’s The Deck Andy Raskin Called “The Greatest Sales Pitch I’ve Seen All Year”Drift
Andy Raskin has led strategic story training at Uber, Intel, Yelp, General Assembly and Stanford and called this the greatest sales pitch he's seen all year. Have a look.
The 30 Greatest Lead Generation Tips, Tricks & IdeasMarketing Genome
Check out these proven - yet often overlooked - lead generation strategies. Generating leads is a marketer's single most important objective. Yet, only 1 in 10 marketers say their lead generation efforts are highly efficient and effective.
That's why we've compiled the 30 greatest lead generation lessons in this brand new guide, so you can start reeling in those leads.
Download these 30 tips to learn:
• What makes the best lead-generating content
• What drives killer landing page performance
• How to create offers that are impossible to ignore
• Secret website optimization tips with A/B testing
The 3 Secrets Behind Zoom’s Triple-Digit GrowthDrift
If you work in the tech world, chances are you’ve heard of — or more likely, you’ve used — the video conferencing application Zoom.
At Drift, Zoom has become our go-to tool for running company meetings and hosting webinars.
And based on Zoom’s 700,000 business customers, which include half of the companies in the Fortune 50, it’s clear that a lot of other teams are seeing its value, too.
But it’s not just businesses using Zoom.
Zoom’s customer base also boasts 6,900 educational institutions, which includes 90 percent of the top 200 U.S. universities.
All customers considered, Zoom’s revenue grew nearly 300% in 2016, which marked the company’s fourth consecutive year of triple-digit growth.
To support that growth, Zoom has built offices in San Jose, Santa Barbara, Denver, Kansas City, Sydney, and London. Overall, the company now employs 600+ people.
By all measures, Zoom has become a hypergrowth company, joining the likes of Slack and MailChimp.
And following a $100 million series D led by Sequoia, Zoom has also become a “unicorn,” as their valuation has now stretched beyond $1 billion. (Although here’s a fun fact: Zoom’s founder and CEO Eric Yuan hates the term “unicorn,” and tells Zoom employees not to use it.)
After reviewing all of these stats, and remembering the ridiculous timeframe in which all of this happened, it begs the question:
How the heck did Zoom do it?
Global Financial Solutions Asia Professional tips provider. When you are competing in sales, you must learn all that is possible about lead generation. What you know is what will ensure that you stay ahead of the game. If you want to know it all, then the helpful tips and tricks found below will ensure that you reach your goals.
Simply SaaS University: Marketing 101 - Asia MatosJacey Lucus
Atlanta Ventures hosted the 2nd Simply SaaS University class: Marketing Metrics 101 with Asia Matos. In the class, SaaS entrepreneurs learned more about the fundamentals to defining their customer acquisition strategy, why it’s important to define your primary marketing channels, best practices around researching, how to create an amazing funnel.
The way people research and buy products has fundamentally shifted.
These days, people prefer having conversations over filling out lead capture forms (81% don't fill out the form when they encounter gated content).
And 66% prefer real-time messaging for talking to businesses over any other communication channel.
To help you better understand what this new marketing and sales landscape looks like, we teamed up with our friends at Clearbit to create the first-ever State of Conversational Marketing report.
Presentation for NISP at Coleraine Enterprise Agency on Digital Marketing for Startups. Introduction on how to use web marketing for customer acquisition.
Building a Sales and Marketing machine for a B2B software company involves many functions working together. This slide deck explores the process of funnel design that is highly buyer centric. It looks at the Buyer journey, and how to successfully construct a buying process that they buyer will enjoy going through, which is very different from the typical sale process that is designed from the vendors standpoint, and fails because the buyer is not motivated to go through the steps.
A SaaS Metric designed to Increase Free Trial ConversionsLincoln Murphy
CCAs & Engagement – An Uncommon Way to Engage & Convert Prospects in Your SaaS Free Trial.
A few years ago I came up with a set of metrics that I called Common Conversion Activities – or CCA – that I defined as “The things that all or most paying customers do during their trial.”
In July 2012 I gave a 54-minute presentation where I introduced the next version of this ever-evolving set of metrics for measuring Free Trial success, the CCA, and I want to share that with you now.
See the video of this presentation here: http://sixteenventures.com/free-trial-metrics
State of Conversational Marketing 2019 [Free Report]Drift
This document provides a summary of key findings from the 2019 State of Conversational Marketing report by Drift and SurveyMonkey Audience. The report is based on a survey of over 1,000 consumers and explores how people prefer to communicate with businesses today, with a focus on chatbots and conversational strategies. Some of the main findings include: 1) Email and phone remain the most commonly used channels for customer communication but chatbots and online chat are growing in popularity; 2) Customers expect near-instant responses from chatbots, similar to face-to-face interactions; 3) Attitudes toward chatbots are becoming more positive, with just 14% preferring forms over chatbots.
AKA: "Beyond Forms: Advanced Strategies for Capturing Online Leads." Prospective customers are less willing to fill out the almighty online form, meaning sales teams have fewer leads to nurture, and marketers have a harder time tracking their results. This presentation gives 25 concrete solutions to the problem of “form fatigue.”
Using search engine marketing to sell business-to-business products and services can be a challenge, but doing it right can reap revenue rewards. In B2B, there are typically long sales cycles and multiple decision-makers involved. It's important to get in front of these different target audiences online at every stage of their buying cycles, and then entice them to convert to a lead. New, inexpensive tools can help you increase your conversion rate and generate more leads with little effort. This presentation touches on generating leads via SEO and paid search, tracking leads through sales, using SEM in niche categories, dealing with evolving markets, B2B offers that work, Conversion Rate Optimization fundamentals, and more.
The document describes a methodology called "Real-Time Selling" used by the company Drift to engage with leads. It involves replacing traditional lead forms with live chat messaging to capture leads, using bots and targeted questions via chat to qualify leads in real-time, and connecting qualified leads with the appropriate sales representatives. The methodology aims to simplify the buying process for leads by allowing them to get immediate assistance from sales reps through chat.
Create Predictable, Scalable Sales Revenue - Aaron Ross & Ken Krogue - Sales ...InsideSales.com
This document summarizes key points from a webinar on creating predictable sales revenue, including:
1. Executives often make three fatal mistakes when trying to create predictable revenue such as treating all leads the same, marketing to the wrong prospects, and making salespeople do prospecting.
2. Salespeople should not be responsible for prospecting because they are not good at it, do not like it, and it is not repeatable or scalable.
3. To create predictable and scalable sales growth, companies need to develop specialized sales roles including dedicated prospectors and enable teams to control their sales pipelines.
The document outlines the 9 most common and expensive mistakes found in Google AdWords audits. These include: 1) not tracking campaign results, 2) lacking a clear value proposition in ads, 3) not using targeted landing pages, 4) not writing targeted ad headlines, 5) bidding too high to be in the top spot without optimizing quality score, 6) not using negative keywords, 7) not using dayparting techniques, 8) not using geographic targeting, and 9) not doing A/B testing of ads and landing pages. The author recommends having an audit done to identify any issues and optimize the campaign.
Futureproofing digital business models in Retail - Jacob Dutton, 383 - Byte B...383
Jacob Dutton, Partner & Commercial Director at digital experience studio 383, talks about the ways that traditional retail models are being disrupted. He also explore some practical ways that today's retailers can help to future proof their revenue streams for tomorrow
Jacob spoke at 383's monthly Byte Breakfast event. Each event features a guest speaker from inside one of the world’s most interesting companies and a related talk on product development and customer experience from a team lead at 383.
The document discusses the evolution of customer-driven sales and marketing software. It describes how the founders created Performable to help marketers build websites and generate online business. Performable focused on content management systems, analytics, and email automation. It was later acquired by Hubspot to build out their inbound marketing platform. However, software makers stopped prioritizing the customer experience. The founder then created Drift to use conversational messaging to engage with website visitors in real-time and qualify leads, replacing traditional forms with a more personalized approach.
The Content Formula: Calculate the ROI of Content Marketing & Never Waste Mon...NewsCred
1. The document discusses calculating the ROI of content marketing by building a business case, finding a budget, and measuring results.
2. It provides examples of how to calculate the value of organic search traffic, repeat visitors, cost per lead, and unbranded search traffic by comparing them to paid marketing costs and metrics.
3. The key is to show executives how content marketing can generate traffic, leads, and conversions that paid marketing alone could not by attracting early-stage buyers and ranking for relevant keywords.
Introduction to Marketing Data: What to measure and whysomisguided
This document summarizes marketing data presented by Monique Sherrett. It includes sales volume analysis and profit/loss figures for different sales volumes. It also analyzes fixed and variable costs and break-even points. There are suggestions for measuring website and social media acquisition, behavior, and conversions. Key metrics discussed include conversion rates, cost per click, and how to calculate projected revenue from a campaign.
Building a SaaS App: From Paper to Prototype to Product.Josh Rodriguez
AdStage presents Building a SaaS App: From Paper to Prototype to Product. CSU East Bay Innovation Conference, Feb. 25th, 2017. Presented by Paul Wicker and Josh Rodriguez.
Here’s The Deck Andy Raskin Called “The Greatest Sales Pitch I’ve Seen All Year”Drift
Andy Raskin has led strategic story training at Uber, Intel, Yelp, General Assembly and Stanford and called this the greatest sales pitch he's seen all year. Have a look.
The 30 Greatest Lead Generation Tips, Tricks & IdeasMarketing Genome
Check out these proven - yet often overlooked - lead generation strategies. Generating leads is a marketer's single most important objective. Yet, only 1 in 10 marketers say their lead generation efforts are highly efficient and effective.
That's why we've compiled the 30 greatest lead generation lessons in this brand new guide, so you can start reeling in those leads.
Download these 30 tips to learn:
• What makes the best lead-generating content
• What drives killer landing page performance
• How to create offers that are impossible to ignore
• Secret website optimization tips with A/B testing
The 3 Secrets Behind Zoom’s Triple-Digit GrowthDrift
If you work in the tech world, chances are you’ve heard of — or more likely, you’ve used — the video conferencing application Zoom.
At Drift, Zoom has become our go-to tool for running company meetings and hosting webinars.
And based on Zoom’s 700,000 business customers, which include half of the companies in the Fortune 50, it’s clear that a lot of other teams are seeing its value, too.
But it’s not just businesses using Zoom.
Zoom’s customer base also boasts 6,900 educational institutions, which includes 90 percent of the top 200 U.S. universities.
All customers considered, Zoom’s revenue grew nearly 300% in 2016, which marked the company’s fourth consecutive year of triple-digit growth.
To support that growth, Zoom has built offices in San Jose, Santa Barbara, Denver, Kansas City, Sydney, and London. Overall, the company now employs 600+ people.
By all measures, Zoom has become a hypergrowth company, joining the likes of Slack and MailChimp.
And following a $100 million series D led by Sequoia, Zoom has also become a “unicorn,” as their valuation has now stretched beyond $1 billion. (Although here’s a fun fact: Zoom’s founder and CEO Eric Yuan hates the term “unicorn,” and tells Zoom employees not to use it.)
After reviewing all of these stats, and remembering the ridiculous timeframe in which all of this happened, it begs the question:
How the heck did Zoom do it?
Global Financial Solutions Asia Professional tips provider. When you are competing in sales, you must learn all that is possible about lead generation. What you know is what will ensure that you stay ahead of the game. If you want to know it all, then the helpful tips and tricks found below will ensure that you reach your goals.
Simply SaaS University: Marketing 101 - Asia MatosJacey Lucus
Atlanta Ventures hosted the 2nd Simply SaaS University class: Marketing Metrics 101 with Asia Matos. In the class, SaaS entrepreneurs learned more about the fundamentals to defining their customer acquisition strategy, why it’s important to define your primary marketing channels, best practices around researching, how to create an amazing funnel.
The way people research and buy products has fundamentally shifted.
These days, people prefer having conversations over filling out lead capture forms (81% don't fill out the form when they encounter gated content).
And 66% prefer real-time messaging for talking to businesses over any other communication channel.
To help you better understand what this new marketing and sales landscape looks like, we teamed up with our friends at Clearbit to create the first-ever State of Conversational Marketing report.
Presentation for NISP at Coleraine Enterprise Agency on Digital Marketing for Startups. Introduction on how to use web marketing for customer acquisition.
Building a Sales and Marketing machine for a B2B software company involves many functions working together. This slide deck explores the process of funnel design that is highly buyer centric. It looks at the Buyer journey, and how to successfully construct a buying process that they buyer will enjoy going through, which is very different from the typical sale process that is designed from the vendors standpoint, and fails because the buyer is not motivated to go through the steps.
A SaaS Metric designed to Increase Free Trial ConversionsLincoln Murphy
CCAs & Engagement – An Uncommon Way to Engage & Convert Prospects in Your SaaS Free Trial.
A few years ago I came up with a set of metrics that I called Common Conversion Activities – or CCA – that I defined as “The things that all or most paying customers do during their trial.”
In July 2012 I gave a 54-minute presentation where I introduced the next version of this ever-evolving set of metrics for measuring Free Trial success, the CCA, and I want to share that with you now.
See the video of this presentation here: http://sixteenventures.com/free-trial-metrics
State of Conversational Marketing 2019 [Free Report]Drift
This document provides a summary of key findings from the 2019 State of Conversational Marketing report by Drift and SurveyMonkey Audience. The report is based on a survey of over 1,000 consumers and explores how people prefer to communicate with businesses today, with a focus on chatbots and conversational strategies. Some of the main findings include: 1) Email and phone remain the most commonly used channels for customer communication but chatbots and online chat are growing in popularity; 2) Customers expect near-instant responses from chatbots, similar to face-to-face interactions; 3) Attitudes toward chatbots are becoming more positive, with just 14% preferring forms over chatbots.
AKA: "Beyond Forms: Advanced Strategies for Capturing Online Leads." Prospective customers are less willing to fill out the almighty online form, meaning sales teams have fewer leads to nurture, and marketers have a harder time tracking their results. This presentation gives 25 concrete solutions to the problem of “form fatigue.”
Using search engine marketing to sell business-to-business products and services can be a challenge, but doing it right can reap revenue rewards. In B2B, there are typically long sales cycles and multiple decision-makers involved. It's important to get in front of these different target audiences online at every stage of their buying cycles, and then entice them to convert to a lead. New, inexpensive tools can help you increase your conversion rate and generate more leads with little effort. This presentation touches on generating leads via SEO and paid search, tracking leads through sales, using SEM in niche categories, dealing with evolving markets, B2B offers that work, Conversion Rate Optimization fundamentals, and more.
The document describes a methodology called "Real-Time Selling" used by the company Drift to engage with leads. It involves replacing traditional lead forms with live chat messaging to capture leads, using bots and targeted questions via chat to qualify leads in real-time, and connecting qualified leads with the appropriate sales representatives. The methodology aims to simplify the buying process for leads by allowing them to get immediate assistance from sales reps through chat.
Create Predictable, Scalable Sales Revenue - Aaron Ross & Ken Krogue - Sales ...InsideSales.com
This document summarizes key points from a webinar on creating predictable sales revenue, including:
1. Executives often make three fatal mistakes when trying to create predictable revenue such as treating all leads the same, marketing to the wrong prospects, and making salespeople do prospecting.
2. Salespeople should not be responsible for prospecting because they are not good at it, do not like it, and it is not repeatable or scalable.
3. To create predictable and scalable sales growth, companies need to develop specialized sales roles including dedicated prospectors and enable teams to control their sales pipelines.
The document outlines the 9 most common and expensive mistakes found in Google AdWords audits. These include: 1) not tracking campaign results, 2) lacking a clear value proposition in ads, 3) not using targeted landing pages, 4) not writing targeted ad headlines, 5) bidding too high to be in the top spot without optimizing quality score, 6) not using negative keywords, 7) not using dayparting techniques, 8) not using geographic targeting, and 9) not doing A/B testing of ads and landing pages. The author recommends having an audit done to identify any issues and optimize the campaign.
Futureproofing digital business models in Retail - Jacob Dutton, 383 - Byte B...383
Jacob Dutton, Partner & Commercial Director at digital experience studio 383, talks about the ways that traditional retail models are being disrupted. He also explore some practical ways that today's retailers can help to future proof their revenue streams for tomorrow
Jacob spoke at 383's monthly Byte Breakfast event. Each event features a guest speaker from inside one of the world’s most interesting companies and a related talk on product development and customer experience from a team lead at 383.
The document discusses the evolution of customer-driven sales and marketing software. It describes how the founders created Performable to help marketers build websites and generate online business. Performable focused on content management systems, analytics, and email automation. It was later acquired by Hubspot to build out their inbound marketing platform. However, software makers stopped prioritizing the customer experience. The founder then created Drift to use conversational messaging to engage with website visitors in real-time and qualify leads, replacing traditional forms with a more personalized approach.
The Content Formula: Calculate the ROI of Content Marketing & Never Waste Mon...NewsCred
1. The document discusses calculating the ROI of content marketing by building a business case, finding a budget, and measuring results.
2. It provides examples of how to calculate the value of organic search traffic, repeat visitors, cost per lead, and unbranded search traffic by comparing them to paid marketing costs and metrics.
3. The key is to show executives how content marketing can generate traffic, leads, and conversions that paid marketing alone could not by attracting early-stage buyers and ranking for relevant keywords.
Introduction to Marketing Data: What to measure and whysomisguided
This document summarizes marketing data presented by Monique Sherrett. It includes sales volume analysis and profit/loss figures for different sales volumes. It also analyzes fixed and variable costs and break-even points. There are suggestions for measuring website and social media acquisition, behavior, and conversions. Key metrics discussed include conversion rates, cost per click, and how to calculate projected revenue from a campaign.
Marketing 101 for Entrepreneurs. Includes target marketing, social media, marketing mix. Prepared by Maine Social Media Marketing Berserker, John Moore
Paid Ads Strategy Using Relationship Selling Liz Conlon
This is the automated process we use for our SaaS, and consultant clients using this onboarding strategy. See how our content strategy works for getting higher conversions, more leads and long term sales with this method from ConversionsMarketing.net
Startup MBA 2.1 - Business models - prototyping and moat designFounder-Centric
Zappos survived against larger competitors like Amazon by focusing exclusively on shoes. They built shoe-specific logistics and fulfillment capabilities to provide a fast, cheap return process. Through great customer service and a positive company culture, Zappos also developed strong brand loyalty among shoe buyers in the US.
Midas Presentation February 2nd, 2009 Finalonetouch
The document discusses the importance of loyal customers and relationship marketing in the 21st century. It emphasizes focusing on current customers through personalized email communications, rewards programs, and website content instead of constant acquisition of new customers. Loyal, repeat customers are far more valuable to businesses and spending time and resources on building those relationships can generate higher sales, profits, and referrals. The document provides examples of how one marketing company, One Touch eMarketing, helps other businesses strengthen customer relationships through integrated online and email marketing solutions.
The document provides an overview of a class on successful Facebook advertising. It discusses why most advertising fails and how the class will help students crush it with Facebook ads. It outlines the customer journey framework using the story of Beauty and the Beast to map audiences from strangers to advocates. It also discusses types of Facebook audiences like custom, lookalike, and core and how to identify the right audience size. The goal is to teach students how to create a successful advertising sequence that moves customers through the relationship stages organically.
The document provides tips for managing a virtual insurance agency, including setting clear expectations for producers, tracking key metrics like closing ratios and cross-selling, and setting goals around obtaining referrals and suggestive selling of add-on products to increase income per sale. Implementing these strategies such as asking for one referral per day and suggestive selling one add-on product per policy could result in over $20,000 more income per producer annually.
Sales & Marketing In the Social Era (Citrix Webinar 9/18/2013)Brian Carter
Explore social tools and techniques that will help you reach new lands of opportunity in sales and marketing.
Topic: What’s Working NOW: Best Practices for Marketers and Salespeople in the Social Era
Speaker: Brian Carter, Social Media Expert and Bestselling Author
How to avoid the biggest sales obstacles in recent market trends
Social media tactics that boost referrals and warm up prospects
Proven strategies for generating leads on Facebook and LinkedIn
and more
The document discusses strategies for measuring the return on investment (ROI) of Twitter marketing. It outlines several key metrics and tactics for calculating the dollar value of customers acquired through Twitter, including the short-term value per unit of incoming traffic and long-term lifetime customer value. Additionally, it provides ideas for Twitter promotions, engaging influencers, and generating leads to help translate social media interactions into actual sales.
Content Marketing ROI: What's Your Content Formula?Michael Brenner
Calculate the ROI of content marketing and never waste money again. In this webinar, Liz Bedor and explain the core foundations from our book "The Content Formula" We go over Building a solid Business Case, getting the Budget, and Proving the ROI of content marketing
Many small businesses struggle with filling their events and marketing correctly. Here are some tips provided by Laura Huddle, Head of Marketing (Australia) at Eventbrite. This presentation was shared at Hub Australia's Small Teams, Big Dreams event on May 1. http://snip.ly/o20a
Small Business Marketing 101 in 2014 - Foundational ElementsJoseph DeMicco
This document provides an overview of a marketing webinar series focusing on effectively marketing a business. The webinar covers understanding the planning that goes into marketing, including developing buyer personas, understanding your unique value proposition compared to competitors, putting together a marketing plan with objectives and tactics, and using metrics to quantify risk and measure returns on marketing investments. The goal is to provide a high-level understanding of key marketing concepts and help businesses self-evaluate and plan next steps.
This document provides guidance on calculating the return on investment (ROI) for content marketing. It begins by explaining the importance of building a business case for content marketing by quantifying early-stage traffic, organic search rankings, and budgets redirected from low-performing programs. It then discusses measuring results by looking at metrics like leads, conversions, engagement, and customer retention and value. The overall message is that content marketing ROI can be quantified to convince executives and justify continued funding.
Brand activation is about bringing brands to life through innovative experiences that drive consumer action and engagement. The key is to set goals, understand audiences, and use appropriate channels to deliver messages. Tactics may include experiential marketing, sampling campaigns, digital marketing, and guerilla marketing. Metrics should measure awareness, leads, wins, and ROI. An example campaign had customers unlock lockers for prizes to effortlessly drive people to stores and collect customer data.
Work From Home and Make Money As a Life or Business Coach In This HOT MarketTerri Levine
The field of life and business coaching is booming! You can be an entrepreneur and work full time or part time from the convenience of your home and earn up to $100 to $150 per hour coaching and consulting. It's a great profession and people are looking to hire more business and life coaches. Pick your niche and get trained in this exciting career today and start making money and give up a traditional job so you can have the freedom of being an entrepreneur at last.
SaaS Marketing - Blogging, Social and SearchAgile SEO
-- How do SaaS providers use blogging, Twitter, Facebook, LinkedIn, SEO, PPC, and PR?
-- How can SaaS providers generate buzz and viral content?
-- Which online channels have the highest ROI?
-- How should SaaS providers integrate social media into their marketing process?
Gilad David Maayan, a SaaS marketing and social media expert, reviews how today's online marketing channels work together to generate high impact for growing SaaS providers.
This document outlines a social media tactical plan for a jewellery company to increase brand awareness and drive sales. The plan details goals of increasing website traffic, conversions, and brand awareness. It recommends activities on blogs, social networks, microblogging, photo sharing and bookmarking/tagging. Metrics for evaluating success are provided for each channel. The plan also provides examples of promotional campaigns that could be run on social media and outlines how return on investment from social media marketing can be calculated based on traffic to priority website pages.
Effective Marketing in a Digital World - Jeff Schneider WordCamp Edmonton 2011WordCamp Edmonton 2011
Jeff Schneider discusses how traditional marketing is no longer effective due to changes in consumer behavior and technology. He advocates for inbound marketing using content creation, search engine optimization, and social media. Effective content should address customers' frequently asked questions and help establish the business as a trusted authority. The content should be distributed through the company website, blog, social media, and email marketing.
Similar to SaaS marketing 101 How to execute today for maximum growth (20)
Compitive analysis on Noise pvt Ltd.pptxSauravDey45
ChatGPT
Competitive Analysis: Noise Smartwatch
Overview
Noise is an Indian electronics brand that primarily manufactures smartwatches, wireless earphones, and other electronic accessories. Noise smartwatches have gained significant popularity due to their affordable pricing, feature-rich offerings, and stylish designs. The competitive landscape for Noise smartwatches includes both local and international brands that cater to various market segments. This analysis will focus on key competitors, market positioning, product features, pricing strategies, and consumer preferences.
Key Competitors
Amazfit (Huami):
Strengths: Known for excellent battery life, robust fitness tracking, and premium build quality.
Weaknesses: Slightly higher price points compared to Noise.
Products: Amazfit Bip U, Amazfit GTS series.
Realme:
Strengths: Strong brand presence, integration with Realme smartphones, and aggressive pricing.
Weaknesses: Limited variety in smartwatch models.
Products: Realme Watch, Realme Watch S.
Boat:
Strengths: Competitive pricing, appealing designs, and extensive marketing.
Weaknesses: Relatively new to the smartwatch market, which may affect consumer trust.
Products: Boat Storm, Boat Flash.
Samsung:
Strengths: High brand credibility, advanced features, and premium design.
Weaknesses: Higher price points make it less accessible to budget-conscious consumers.
Products: Galaxy Watch Active 2, Galaxy Watch 3.
Xiaomi:
Strengths: Strong ecosystem integration, affordable pricing, and extensive features.
Weaknesses: Less focus on premium design compared to some competitors.
Products: Mi Band series, Mi Watch.
Market Positioning
Noise positions itself as an affordable yet feature-rich alternative in the smartwatch market. Its target demographic includes budget-conscious consumers and fitness enthusiasts who seek value for money without compromising on essential features like fitness tracking, notifications, and battery life. Noise leverages its strong online presence and partnerships with e-commerce platforms to reach its audience effectively.
Product Features Comparison
Noise Smartwatches:
Key Features: Heart rate monitoring, SpO2 tracking, multiple sports modes, customizable watch faces, notifications, and music control.
Battery Life: Typically lasts 7-10 days on a single charge.
Build Quality: Focus on lightweight and comfortable designs with water-resistant capabilities.
Amazfit Smartwatches:
Key Features: Advanced fitness tracking, GPS, AMOLED displays, and long battery life (up to 20 days).
Battery Life: 10-20 days depending on the model.
Build Quality: Premium materials and durable designs.
Realme Smartwatches:
Key Features: Basic fitness tracking, SpO2 monitoring, and notifications.
Battery Life: Up to 9 days.
Build Quality: Sleek designs but slightly limited in variety.
Boat Smartwatches:
Key Features: Heart rate monitoring, multiple sports modes, and customizable watch faces.
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If you’re at all interested in digital
marketing and in making a name for
your brand online, then it is crucial that
you understand how to properly make
use of content marketing. Content
marketing is currently one of the
biggest trends in digital marketing as a
whole and is an area that many website owners and brands are investing in
heavily right now thanks to the impressive returns that they are seeing.
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2. Intermediate
Mastery
Beginner
A deeper dive into a topic
and often includes the
underlying math/metrics.
Straight-forward concepts that anyone
can understand.
Assumes a deep level of knowledge on
the specific topic.
Who is this content for?
4. Attention
Goal: Reach people cost-effectively
(and not just via inbound marketing*)
Message
Goal: Provide value to gain
trust/permission to continue
education on your product/services.
Marketing at its core is 2 things: Attention and Message
* I am a huge advocate of Inbound marketing. I believe it is the most cost-
effective long-term strategy for acquiring customers, but most businesses need
short term and long-term strategies. Win the battle so you can fund the war.
10. Low High
Average Monthly Value $100 $500
Average Annual Value $1,200 $6,000
The true value of a customer
11. Low High
Average Monthly Value $100 $500
Average Annual Value $1,200 $6,000
Average Lifetime Value (LTV) $3,600 $18,000
The true value of a customer
12. Low High
Average Monthly Contract Value $100 $5,000
Average Annual Contract Value $1,200 $6,000
Average Lifetime Value (LTV) $3,600 $18,000
Yet your customer is likely worth more than you are spending
to acquire them. So where’s the middle ground?
13. How much are you willing to spend to acquire a customer?
0
2000
4000
6000
8000
10000
12000
14000
16000
18000
Average Company Optimal
Valid Cost of
Acquisition
Customer
Lifetime
Value
Customer
Lifetime
Value
14. How much are you willing to spend to acquire a customer?
Valid Cost of
Acquisition
What are you paying to
acquire customers?
Customer
Lifetime
Value
Customer
Lifetime
Value
0
2000
4000
6000
8000
10000
12000
14000
16000
18000
Average Company Optimal
Valid Cost of
Acquisition
Customer
Lifetime
Value
Customer
Lifetime
Value
15. 0
2000
4000
6000
8000
10000
12000
14000
16000
18000
Average Company Optimal
How much are you willing to spend to acquire a customer?
Venture Capital firms like to see a 3:1 ratio of
Customer Lifetime Value to Customer
Acquisition Cost.
Assuming a customer pays you $100 for a 3 year
lifetime value of $3,600. VC firms would be ok
with a $1,200 acquisition cost.
What are you willing to spend?
Valid Cost of
Acquisition
What are you paying to
acquire customers?
Customer
Lifetime
Value
Customer
Lifetime
Value
16. Low High
Average Monthly Contract Value $100 $5,000
Average Annual Contract Value $1,200 $6,000
Average Lifetime Value (LTV) $3,600 $18,000
People’s time is their most precious asset.
Are you creating a fair trade? (i.e. valuable information for their time)
18. Your prospects in general don’t trust you.
Your prospects would rather talk to their
colleagues & friends than you.
(Hint: Your customers are more interesting than you are.)
Have their colleagues (your customer)
introduce you.
19. Ideally you can simply ask for a referral
If you deliver a valuable product or service people
will be grateful and be happy to share with others.
20. Alternatively, create a system to incentivize people.
Make it a valuable trade for their time.
22. Referrer (e.g. Customer) Prospect (e.g. Customer’s Friend)
“Ask a friend to hear our pitch”
$20 + $20 = $40
“If your friend buys…”
$180 + $180 = $360
Making Referrals Interesting
23. Would you pay $520 for a customer?
Cost Per Meeting -$40Referrer Prospect
“Ask a friend to hear our pitch”
$20 + $20 = $40
“If your friend buys…”
$180 + $180 = $360
24. Would you pay $520 for a customer?
Cost Per Meeting -$40
Meeting to Customer Close Rate 25%
Cost of 4 Referrals -$160
Customer Signup Reward -$360
Referrer Prospect
“Ask a friend to hear our pitch”
$20 + $20 = $40
“If your friend buys…”
$180 + $180 = $360
25. Would you pay $520 for a customer?
Cost Per Meeting -$40
Meeting to Customer Close Rate 25%
Cost of 4 Referrals -$160
Customer Signup Reward -$360
Marketing Cost of Acquiring a Customer -$520
Lifetime Value of a Customer $3,600-18,000
Referrer Prospect
“Ask a friend to hear our pitch”
$20 + $20 = $40
“If your friend buys…”
$180 + $180 = $360
27. I don’t believe the average small business is willing
to invest the time to grow a social following and
followers = attention.
No followers* = no attention.
No attention = no one to hear your message.
No one to hear your message = no results.
* Again, I believe building a following through Inbound marketing is the most cost-effective long-term strategy however most businesses need
revenue to keep the lights on today. I will cover long-term strategy in a future presentation.
29. This is about pure attention grabbing.
Facebook has 1.86 Billion monthly active users
(And you can target them down to Location, Age, Gender, Job, Title, Company)
30. Stage $500 Facebook Budget
Clicks 2,381
Click an ad to visit your website
($0.21 / click)
Attention: Would you pay $500 per customer through social advertising?
31. Stage $500 Facebook Budget
Clicks 2,381
Click an ad to visit your website
($0.21 / click)
Leads 95
Signup to download valuable content
(4% landing page conversion)
Meetings 4
Agree to in person meetings
(4% conversion)
Attention: Would you pay $500 per customer through social advertising?
32. Stage $500 Facebook Budget
Clicks 2,381
Click an ad to visit your website
($0.21 / click)
Leads 95
Signup to download valuable content
(4% landing page conversion)
Meetings 4
Agree to in person meetings
(4% conversion)
Customers 1
Customer closed
(25% close rate)
$3,600-18,000
Lifetime Value of a Customer
Attention: Would you pay $500 per customer through social advertising?
33. Baseline
$0.21/click
4% conversion
$0.42/click
4% conversion
$0.63/click
4% conversion
$0.21/click
2% Conversion
$0.21/click
1% conversion
Clicks
$500 for
2,381 clicks
$1,000
2,381
$1,500
2,381
$1,000
4,762 clicks
$2,000
9,524 clicks
Leads 95 95 95 95 95
Meetings 4 4 4 4 4
Customers 1 1 1 1 1
Spend $500 $1,000 $1,500 $1,000 $2,000
More expensive clicks = more
$$ to get the same clicks.
Lower website conversion =
more clicks for the same leads.
Always strive to reverse engineer the cost of a customer
Like banking, cents and percentages are very important.
34. Asset Q1 Q2 Q3 Q4 Total Cost
eBook, Infographic 2 1 1 1 5 * $500 $2,500
Video 2 1 1 1 5 * $400 $2,000
$4,500 / year
$375 / month
MESSAGE: What pieces of marketing content do you need?
38. The most cost-effective way to show your message to thousands of people.
However most people ignore banner ads so experiment with caution.
39. We want to convince people to click on our content by
providing them with something valuable.
Generate traffic to specific web pages and convince
people to give you their email in exchange for content.
41. Target a specific group of people: Email
List, Customer List, Website Visitors
(embed code in your website so
Facebook can know if someone visited
your site), App Activity (embed code in
your app so you can target Facebook
users who have used your app).
42. Target your customers by:
Location (Country, Region, City),
Age, Gender and Language.
43. Targeting users by other
demographics ranges from interests
all the way down to specific life
events (e.g. Marriage).
44. Target Facebook users by: The
company they work for, the
industry they work in and their
specific Job Title.
45. Targeting by industry allows you to
reach Facebook users that are
potential customers of yours.
46. Facebook gives you a real-time view of
how many daily users you can
potentially reach.
Note: You may want to disable
Instagram advertisements to focus all
of your dollars on Facebook.
47. FEAR IS THE ENEMY OF SUCCESS
If you can remove the mystery around marketing
you eliminate fear so you can execute.
48. 1 Year Potential Results
# Customers Marketing Revenue
Referral 12 12 * $520 = $6,240
$14,400-
72,000
$80,000
$100,000
$120,000
$140,000
$160,000
$180,000
$200,000
$220,000
$240,000
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Monthly Recurring Revenue
Base Revenue Referral
49. 1 Year Potential Results
# Customers Marketing Revenue
Referral 12 12 * $520 = $6,240
$14,400-
72,000
Lead-Gen 12
$12,000 Advertising
$4,500 Assets
$14,400-
72,000
$80,000
$100,000
$120,000
$140,000
$160,000
$180,000
$200,000
$220,000
$240,000
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Monthly Recurring Revenue
Base Revenue Referral Lead-Gen
50. 1 Year Potential Results
$80,000
$100,000
$120,000
$140,000
$160,000
$180,000
$200,000
$220,000
$240,000
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Monthly Recurring Revenue
Base Revenue Referral Lead-Gen
# Customers Marketing Revenue
Referral 12 12 * $520 = $6,240
$14,400-
72,000
Lead-Gen 12
$12,000 Advertising
$4,500 Assets
$14,400-
72,000
Total 24 $22,740
$28,800-
144,000
51. Potential Cost Per Customer
Marketing Revenue
Year 1 $947.50 $1,200-6,000
Lifetime $947.50 $3,600-18,000
Individual Customer Acquisition
$80,000
$100,000
$120,000
$140,000
$160,000
$180,000
$200,000
$220,000
$240,000
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Monthly Recurring Revenue
Base Revenue Referral Lead-Gen
52. $80,000
$100,000
$120,000
$140,000
$160,000
$180,000
$200,000
$220,000
$240,000
Jan
Feb
Mar
Apr
May
Jun
Jul
Aug
Sep
Oct
Nov
Dec
$473.75 per month = 2 New
Customers Every 4 Months
Base Revenue Referral Lead-Gen
You don’t have to go all-in however your growth will be slower
$80,000
$100,000
$120,000
$140,000
$160,000
$180,000
$200,000
$220,000
$240,000
Jan
Feb
Mar
Apr
May
Jun
Jul
Aug
Sep
Oct
Nov
Dec
$1,895 per month = 2 New
Customers Every Month
Base Revenue Referral Lead-Gen
$80,000
$100,000
$120,000
$140,000
$160,000
$180,000
$200,000
$220,000
$240,000
Jan
Feb
Mar
Apr
May
Jun
Jul
Aug
Sep
Oct
Nov
Dec
$947.50 per month = 2 New
Customers Every 2 Months
Base Revenue Referral Lead-Gen
53. JUST START!
You are already good at marketing because you understand and care about your customer.
Now learn the mechanics of capturing attention and start putting out messages.