SaaS is not an easy game, as companies spend $1.18 to generate $1 in revenue. In this presentation, I address the acquisition problem by comparing Linkedin Organic with Linkedin Outreach against other channels and disclosing the method to use this to generate growth for SaaS

1. H f S S
f L

2. > Serial entrepreneur from Bucharest, Romania
> Founded 4 companies
(1 good exit, 1 painful failure, 2 running)
Valentin Radu
CEO & founder Omniconvert

5. Photo by Jose Francisco Morales on Un

6. 3 surprising facts about SaaS
Photo by Andre Guerra on Unsplash

7. The median cost for a SaaS company to
acquire $1 of new customer revenue is $1.18
(ForEntrepreneurs)

8. High-growth SaaS companies generate 40%
more leads, per month, than their slower
growing counterparts.
(InsightSquared)

9. 50% of paying customers log in to their SaaS
service less than once a month (or not at all).
(Totango)

10. Priorities can make or break
your SaaS

12. + + + + =
1 2 3 4 5

13. + + + + =
1 2 3 4 5

14. SaaS priorities
Customer
Research
MVP
Product
Distribution
Onboarding Retention Funding Branding
CPF
Nice 2 have or not useless in this phase
1
NeededMust-have
Product
development
3
PMF 1
3
1
1
3
11
2 3
11 21
3 32
121 32
2

15. Problem #1
You don’t know/forget where you are in your
SaaS Journey => wrong priorities

16. Source: http://laurenrbass.com/blog/5-phases-of-the-startup-lifecycle-morgan-brown

17. Problem #2
Featuritis

18. Not converting enough trials into customers? =>
Develop new features.
You don’t know why you’re not growing? =>
Develop new features.
Time to close a customer is too high? =>
Develop new features.
Customers are churning too fast? =>
Develop new features.

19. Not converting enough visitors into customers? =>
Redesign your ICP, find&treat objections
You don’t know why yous SaaS is not growing? =>
Talk to other entrepreneurs, analyze the market cycle, ask
your prospects, analyze the objections, the product or go to therapy
Time to close a customer is too high? =>
A/B test, find out new markets, new channels, do pricing tweaks
Customers are churning too fast? =>
Find out what kind of needs they cover with your product, what would
make them successful and what they perceive as value.

20. Problem #3
You’re moving too slow

21. LTV >3x CAC, and Months to Recover < 12 months are
benchmarks for SaaS startup success.
(David Skok)

22. Product
dev
Photo by Robert Anasch on Unsplash
Product
dev
PRODUCT
DISTRIBUTION
PRODUCT
DISTRIBUTION
OR

23. Paid search
Display
SEO
Facebook
Youtube videos
LinkedIN organic
Linkedin messages
Influencers
PR
Direct mailing
Conferences
Cost Relevance ROI
Time to
impact

24. Paid search
Display
SEO
Facebook
Youtube videos
LinkedIN organic
Linkedin messages
Influencers
PR
Direct mailing
Conferences
Cost Relevance ROI
Time to
impact

25. LinkedIN Organic

26. Type of post Share of views Share of posts
Opportunity to
post
Engagement
rate
(how many views /
total views in 90
days)
(how many
posts/ total
posts in 90 days)
(share of views /
share of posts *
Engagement rate)
(Likes &
comments &
shares)
Personal view or experience 93.54% 44.44% 128.38% 0.61%
Self-promo 3.28% 13.33% 22.65% 0.92%
Market statistics 1.31% 20.00% 5.42% 0.83%
Share 0.36% 2.22% 3.53% 0.22%
Event 0.81% 13.33% 2.90% 0.48%
Share about an influencer 0.71% 2.22% 17.90% 0.56%
Sample size: 440893 views in 90 days

27. LinkedIN Outreach

30. Propose a free product
Ask for help
Ask him/her for feedback as an expert
Promise a future benefit for him
Promise a future benefit for his/her company
Simply want to connect
Say nothing, but ask for connecting
Connection Follow-up Direct
Request/InMail Message Message

31. Linkedin
Access
Automation tools
(for outreach)
URL shorteners
(for tracking)
Email
follow-ups

32. Connection
requests
Average
response rate
Acceptance
Rate
CTR (Clicks/
Connection
requests)
Opportunities
(call booked)
Valentin 1901 49% 40.27% 2.38% 9
Mara 2495 43% 10.58% 2.77% 5
Maria 1910 34% 34.71% 2.63% 6
Dobra 1896 32% 33.91% 3.43% 7
Cosmin 2385 23% 31.95% 4.21% 4
Albert 2040 22% 32.84% 3.33% 5
Total 12627 34% 30.71% 3.13% 38

33. Limits
150 connection request / day
300 direct messages /day
=>
1 profile =
4.500 connection requests/ mo
9.000 direct messages / mo
Photo by PAUL SMITH on Unsplash

34. 5 years >31k websites >2 BN requests / month

35. Thank You &
Thank you!
www.omniconvert.com