Diese Präsentation wurde erfolgreich gemeldet.
Wir verwenden Ihre LinkedIn Profilangaben und Informationen zu Ihren Aktivitäten, um Anzeigen zu personalisieren und Ihnen relevantere Inhalte anzuzeigen. Sie können Ihre Anzeigeneinstellungen jederzeit ändern.

Acquiring 0 to 100 Customers

125 Aufrufe

Veröffentlicht am

This presentation is part of "How to get 0 to 100 customers for your SAAS company" GTM session during NASSCOM Product Conclave 2018 at Bangalore on 26th October 2018. The session was conducted by Mr. Ravi Trivedi, Founder & CEO, PushEngage.

Veröffentlicht in: Marketing
  • Als Erste(r) kommentieren

Acquiring 0 to 100 Customers

  1. 1. 0 TO 100 CUSTOMERS RaviTrivedi, Founder, PushEngage @pushengage, @trivediravi, ravi@pushengage.com
  2. 2. Our Background 3 Billion Notifications/Month 2 Billion Visits/Month Through our Platform Support All Web and Mobile Browsers Personalized and Contextual Notifications
  3. 3. What Are You Hunting • 0 to 100 Customer journey varies for what are you hunting Source: Christoph Janz @ Point Nine Capital. Annual Ticket Size Number of Customers Type $100,000 1,000 Enterprise $10,000 10,000 Medium size $1,000 100,000 Small Business $100 1,000,000 Consumers To Build a $100 Million Annual Revenue Business • Our session focusses on Small to Medium Business
  4. 4. Tactics Vary as per stage Source: Close.io
  5. 5. 3 STEP MARKETING PROCESS
  6. 6. 1. Identify Your Target Market • What BusinessYou Are In ? [Twitter 140 char] • Who are you Marketing to? – Is ItTargeted Enough? – Where can you find yourTarget Audience? • Is your market large, but still targeted? • The more focused your target market, the lower the CPA
  7. 7. 2. Hone your Messaging on Landing Page • Why is Messaging Important ? • Bounce Rate. Good benchmark • Create Messaging ForTarget Audience – Broad messaging has poor conversion • OK to ignore a set of audience, as long as you reach target audience. • Don’t create messagingYOU want, create messaging for what the customers CARE about.
  8. 8. 3. Pick Top 3 Marketing Tactics & Test • List all the places where your target customers are – UseTools to analyze competitors dominant acquisition strategy • Analyze the 3Tactics/Channel With Highest Expected ROI &Volume – Use keyword and other research to get to expectedVolume/ROI. – Measure ROI of channels. Remove Channels that don’t perform Channel Volume [Clicks] ROI Adwords 10,000 15% Email 5,000 25%
  9. 9. SimilarWeb – Competitor Analysis Tool
  10. 10. Getting 0 to 10 Customers  Customer Development Stage Leads  Pre-launch leads  Adwords, Facebook ads  Leverage Personal Network • Send Email to all your Linkedin network (Holiday outreach)  Importance of Customer Support  In Do It Yourself SMB market this is a sales channel, so focus on it  Learning about customer, their roadblocks in onboarding, product feedback
  11. 11. From 10 – 100 Customers 5 Tactics That Worked for Us
  12. 12. 1. Influencers / Affiliates • Offered Lifetime free to 5 influencers • FindTop Influencers in marketing field whom we knew • LaunchedAffiliate Program – Large Affiliates Drive 90% 0f the sale, so focus on them – SpecialGiveAways, Coupons for Large Affiliates – Tracking tool used – Refersion
  13. 13. 2. “Powered by” works • Free Accounts Have a Powered By PushEngage enabled. • This has helped in driving referral. • Also when someone sends out a notification,the default UTM value has pushengage their customers see it. * For SEO In the room – no linking back
  14. 14. 3.Targeted Advertising • GoogleAdwords – Self Branded – defensive – Competitor keywords – high ROI – Remarketing – target who visited your site • Facebook – Video ads – Whitepaper downloads
  15. 15. 4. Communities & Marketplaces • Facebook Groups for Your Target Audience (Ecommerce, Marketers in our case) 9 Marketing groups on FB - https://ahrefs.com/blog/facebook- marketing-groups/ • Quora – Effective if answered with intent to help. Don’t spam • Reddit • Growthackers.com, Inbound.org • Product Hunt for launch • Marketplaces – Wordpress Plugin, Shopify marketplace etc. – Once launched get ratings to drive organic installs
  16. 16. 5. Content/ Organic Search /PR • When we launched we wrote an article in Marketing Blog • Get Guest Post in Leading Marketing Blogs • Write Regular Content on your own Blog – What to write – check trending articles in Buzzsumo on your keywords
  17. 17. 5. Content/ Organic Search/PR • Conducting RegularWebinars • Speaking in conferences • Getting Reviews in Marketplaces – G2Crowd, Capterra • Whitepapers as lead magnets – then nurture the leads • SEO - Avoid technical errors – check Google Search Console regularly - Load your page faster. If possible supportAMP
  18. 18. AAAR model Refer Dave McClure Slide - https://www.slideshare.net/dmc500hats/startup-metrics-for-pirates- long-version
  19. 19. Summary of Tools • Competitor – BuiltWith, SimilarWeb, SEMRush • Advertising – SEMRush, SpyFu, Google Keyword Planner • Affiliates – Refersion, ShareASale • Content Research – BuzzSumo, UberSuggest • SEO – AHRefs, SEOMoz

×