Lenny Rachitsky

JANUARY 16, 2024

B2B SaaS equations A B2B SaaS business sells cloud-hosted software on a subscription basis (that’s what makes it software as a service—SaaS) to other businesses (that’s what makes it B2B). B2B SaaS businesses typically monetize in one of two ways— per seat (e.g.

User Testing 139

User Testing B2C Outbound Feedback Software 139

Intercom, Inc.

JANUARY 28, 2020

Enter GetAccept , the all-in-one platform for B2B sales teams that brings video, live chat, proposal design, document tracking and e-signatures together to simplify the life of a sales team. After trialling some other solutions, we chose Intercom because it centralizes inbound and outbound conversations without the friction that CRMs add.” .

Customer Communications 138

Customer Communications Inbound Customer Experience Outbound 138

Intercom, Inc.

APRIL 30, 2018

With lots of inbound leads, you’ll need to prioritize which ones need a response first, and it’s not always as easy as you might expect to make this judgment call. When a visitor or lead gets in touch on your website, it’s important to get as much context as you can around the live chat conversation you have with them.

B2C 214

B2C Research Software User Friction User Testing 214

Intercom, Inc.

AUGUST 27, 2018

Whether you’re dealing with an inbound or outbound lead, this is a softball question that helps uncover your prospect’s motivations for checking out your product. For inbound leads I tailor the question to ask, “What drove you to request a demo?” The average number of people involved in B2B purchases has climbed to 7.

Product Research 150

Product Research Outbound Inbound User Testing 150

Intercom, Inc.

JUNE 12, 2018

When responding to inbound conversations, you want to focus your time on the customers that matter most to your business. What is their business type – B2B or B2C? We know some of you have been asking for this one for a while. Keep conversations targeted by customizing who can see your Messenger.

User Testing 174

User Testing Customer Experience Inbound B2C 174

Intercom, Inc.

NOVEMBER 20, 2018

For many B2B SaaS companies, inbound marketing represents a cornerstone of all marketing activity. Inbound marketing is when you create compelling content that educates and informs your target personas. Alan Gleeson is a B2B Marketing Consultant based in London with a passion for helping SaaS businesses to grow.

Feedback Software 178

Feedback Software Research Software Startups Product Research 178

Intercom, Inc.

DECEMBER 12, 2018

For example, a business that sells their products or services to consumers (B2C) or to businesses (B2B) and use different channels and techniques to acquire customers, and will have varying technology needs as a result. This works as well for a B2B company like Intercom as it does for any B2C company. Alternatives: AdRoll, Quantcast.

Analytic Tools 223

Analytic Tools Research Software Feedback Software Reporting Tools 223

Intercom, Inc.

MARCH 24, 2020

Below, we share tips on how to proactively message customers and respond to inbound conversations in a way that’s helpful, respectful, and mindful. For example, if you work for a B2B SaaS business, sales-owned customers may require a more personal approach than self-serve customers. Respond to inbound conversations with empathy.

Inbound 31

Inbound Feedback Software Customer Experience User Testing 31

Intercom, Inc.

OCTOBER 16, 2019

At this level, your customer acquisition strategy needs to primarily be an organic one, based on inbound marketing, such as creating quality content that educates the market and attracts prospects to your site. If your application is a self-service one, focus on content and inbound marketing as your primary source of leads.

Strategy 195

Strategy Customer Experience Inbound User Testing 195

Intercom, Inc.

MARCH 19, 2019

Our Director of Demand Generation, Brian Kotlyar likes to describe the three primary reasons for B2B customer churn this way: Marriage : This happens when one of your customers acquires another, or two merge into a new company. It’s sometimes called “inbound marketing” because it’s meant to bring people “inbound” to your website.

Customer Experience 166

Customer Experience User Testing Customer Feedback Strategy 166

Product Talk

OCTOBER 2, 2024

The campaign the team came up with included reaching out to a list of around 5,000 users from HiveMQ’s free plan, as well as several hundred marketing qualified leads (MQLs) from inbound leads. He adds that in HiveMQ’s B2B setting, CS wants to help but has their own job and has better things to do than act as the product team’s automation.

Feedback Software 240

Feedback Software Customer Experience Data Visualization User Testing 240

Intercom, Inc.

JUNE 6, 2019

A predictive lead scoring tool for B2B SaaS companies, MadKudu’s strategy is all about integrating with other platforms – including Intercom – to link customer intelligence and customer engagement. One sure sign of a key brand is if the vast majority of your lead generation is from inbound, organic results. At least at the last touch.

Analytic Tools 190

Analytic Tools Data Visualization Customer Experience Inbound 190

Userpilot

MAY 3, 2022

Inbound works really well for smaller SaaS businesses, whether B2B or B2C. When you’re trying to sell to an upmarket target audience, you have to realize that the sales process is a lot more hands-on than the search engine optimization or inbound marketing efforts that you used to get your current customers.

Enterprise 98

Enterprise Marketing Strategy Outbound 98

Lenny Rachitsky

JANUARY 9, 2024

Cold inbound interest: You’re seeing cold inbound interest in your product. For inspiration, here are the original ideal customer profiles (ICPs) for top B2B products and, below that, the original target audience for top B2C products (what I call the “super-specific who”). Almost comically narrow.

B2C 115

B2C Customer Experience User Friction User Testing 115

Intercom, Inc.

JANUARY 11, 2023

Successful companies nurture a variety of customer journeys and revenue streams, from inbound leads and self-serve users to sales-assisted campaigns and ABM. For Francis Brero , co-founder and CPO of MadKudu , a platform that helps B2B businesses qualify and engage with their leads, PLG doesn’t work in a vacuum. . Francis: Right.

Customer Experience 118

Customer Experience Inbound User Testing B2B 118

Intercom, Inc.

MARCH 28, 2022

Whether B2C or B2B, all businesses must now deliver digital experiences that are easy to use, delightful, and personal. By making chat their primary support channel, they’ve been able to increase agent productivity and engagement, resolve 1 in 5 inbound conversations automatically, and maintain a customer satisfaction score of 90%.

Reporting Tools 228

Reporting Tools Customer Communications Data Visualization Research Software 228

Product Talk

MAY 15, 2024

While Orion had started with a B2C focus, they got a lot of inbound interest in the B2B space. They were hoping to get a general sense of whether they had more consumer or business users. In order to gather more data, one of Ellen’s coworkers set up a quick survey question pop-up in the mobile app.

Product Research 305

Product Research Feedback Software Analytic Tools User Testing 305

Intercom, Inc.

OCTOBER 22, 2019

Here’s an example from LB’s own career: at LinkedIn, when her team of SMB AEs were short on inbound pipeline, she had her reps take an entire day off their calendars to focus on prospecting. But LB suggested they adopt an inbound round-robin model, even though it wasn’t particularly advantageous for her direct team.

Weak Development Team 123

Weak Development Team Inbound Outbound Management 123

Intercom, Inc.

MAY 10, 2018

With B2B, bottoms-up SaaS companies, even Intercom, there is a lot of viral spread because so many people are busy collaborating with each other. This high-consideration, high-intent signup funnel is similar to the problems fintech companies like Wealthfront might face, or a B2B company facing a long, complicated API integration.

User Testing 224

User Testing Customer Experience Onboarding KPIs Customer Feedback 224

Userpilot

MARCH 8, 2022

Sam’s helping popularize Product-Led Growth and best practices in SaaS onboarding through apt metaphors, hilarious memes, and TikTok videos – taking the “boring” out of B2B. Sanjana Murali – Product Marketing Manager @ Leadfeeder | YouTuber (All About B2B Marketing).

Technical Advisors 116

Technical Advisors Product Research Analytic Tools User Testing 116

Intercom, Inc.

JUNE 21, 2018

We’ve evolved into the leading resource for B2B salespeople who are trying to figure out how to innovate, evolve and modernize their sales processes. Is it transitioning from inbound to outbound sales? Then saleshacker.com is obviously the resource for B2B salespeople. We helped Jason Lemkin start SaaStr Annual.

Outbound 183

Outbound Technical Advisors Weak Development Team Customer Experience 183

Intercom, Inc.

NOVEMBER 7, 2019

As Head of Sales for Spendesk, Nico was initially inspired by the vision of founder Rodolphe Ardant who had spotted a gap for ‘spend management’ in the B2B market based on personal banking trends. We know that often, innovation in the B2C world tends to translate a few years after into the B2B world.

Feedback Software 162

Feedback Software Marketing User Testing Finance 162

Andrew Chen

SEPTEMBER 24, 2018

The consumerization and developerization of B2B. It brings together all the growth levers: Viral growth, performance advertising, consumer growth techniques – but also inbound marketing, enterprise sales, etc., Dropbox is the fastest SaaS company to $1B in revenue run rate with 600+ million users.

Enterprise 76

Enterprise Inbound Advertising B2B 76

Userpilot

FEBRUARY 25, 2021

Outbound vs. Inbound. Inbound and Outbound Success Stories. If you’re in the B2B space, you know the importance of success stories. Inbound VS. Outbound for SaaS Marketing. Today’s modern SaaS company needs a mix of inbound and outbound marketing. Choosing the right mix of inbound and outbound is like a stew.

Research Software 91

Research Software User Testing Outbound Marketing 91

Amplitude

NOVEMBER 12, 2019

This leads one to wonder, had Google Glass done better customer profiling ahead of launching the product (selling to the B2B audience versus the B2C audience), would the Google Glass had flopped on its initial debut? Two metrics that I’ve found useful for the Top of Funnel include: Conversion percentage from B2B demand generation marketing.

Analytic Tools 94

Analytic Tools Onboarding KPIs Enterprise Data Visualization 94

Intercom, Inc.

OCTOBER 13, 2022

For the past year, our product and engineering teams have been building game-changing features that will help you manage inbound support volume, make your work faster and easier, provide a high-quality customer experience, and help your customers get the most out of your product. Three, they are slow.

Feedback Software 118

Feedback Software Events Customer Communications Data Visualization 118

Intercom, Inc.

APRIL 29, 2021

Like, say, merging the idea of a reality TV docu-series with one of the key use cases of a fast-growing B2B startup. Before, I was working in other startups, working in content marketing, doing lead generation and inbound marketing but with a strong focus on telling brand stories and creating different types of formats of content.

Marketing 118

Marketing Onboarding KPIs B2B Feedback Software 118

Intercom, Inc.

NOVEMBER 5, 2019

To Derek’s point, I think a lot of walls get broken down in selling B2B software these days. Consumer apps have influenced how buyers think about their experience when it comes to B2B scenarios. In our study of B2B sales professionals, 6 out of 10 of them reported the tactics they used last year were less effective this year.

Research Software 139

Research Software User Testing Analytic Tools Reporting Tools 139

Userpilot

NOVEMBER 2, 2023

Such an outbound approach distinguishes it from the MLG strategy, which focuses more on inbound initiatives like content creation and distribution. Finally, while MLG businesses may start generating revenue earlier in the customer journey, the sales cycle tends to take longe r, especially in the context of enterprise-level B2B software.

Feedback Software 105

Feedback Software Analytic Tools Research Software User Testing 105

Brian Balfour

JULY 18, 2017

In the B2B world you also have B2B products like MailChimp, Slack, or SurveyMonkey that live on this end of the spectrum as they take advantage of viral and paid channels to drive most of their volume. Because they have higher ARPUs they can take advantage of higher CAC channel like Paid Marketing.

User Testing 65

User Testing Outbound B2B Inbound 65

The Product Coalition

APRIL 14, 2020

Quality Leads Come at a Price Another research in B2B lead generation shows that outbound tactics such as events and trade shows generate the highest quality leads ³. This means businesses will be facing greater headwinds in getting their voice heard online and needing to constantly bump up resources just to play catch-up.

Banking 78

Banking User Testing Research Software Customer Experience 78

Gainsight

JANUARY 8, 2019

INBOUND | September 3-6, Boston, MA. INBOUND, hosted by Hubspot, brings together over 24,000 marketing, sales, and customer success professionals to share and discover new ways to delight customers. Whether you’re in B2B or B2C, a startup or a Fortune 500 company, you’ll find relevant content at Dreamforce. Event Website.

Events 45

Events Inbound Data Visualization B2B 45

Intercom, Inc.

JANUARY 31, 2019

April: I think the best thing B2B SaaS vendors can do is stay really focused on their differentiators because there are things about your solution that your best customers really love about you, and the rest of it really doesn’t matter. Then we also look at inbound as a separate function.

Customer Experience 165

Customer Experience Customer Feedback User Testing Weak Development Team 165

Userpilot

MARCH 15, 2022

For B2B SaaS businesses like Salesforce and Microsoft whose products require more hands-on guidance with a longer sales cycle, a sales-led growth strategy is advisable. Inside Sales model: this requires you to have inside sales reps responsible for nurturing inbound leads and closing them. Slack and Dropbox.

Research Software 98

Research Software Strategy Customer Experience User Testing 98

Intercom, Inc.

APRIL 9, 2020

There’s also a lot of positive feedback from companies around how Intercom is allowing them to support their customers at this time when they can’t meet them face to face, and how they’re using our different features to support large inbound volumes. And in some cases this is good news, but in others it’s not.

User Testing 245

User Testing Customer Experience Customer Feedback Feedback Software 245

B2B Product Management

DECEMBER 6, 2016

As you can see in the picture, these categories are inbound and outbound Product Management. This division between inbound and outbound PM duties is much more pronounced at larger companies. If you are an inbound PM, you might want to take steps to get into an outbound PM role. This is not contradictory but rather complimentary.

Analytic Tools 45

Analytic Tools Outbound Inbound Research Software 45

Userpilot

JUNE 18, 2024

Best tool for marketing automation – HubSpot : This tool helps users to grow traffic, convert more visitors, and create an efficient inbound marketing campaign. Olivine : B2B software companies can use this blog to get the best tips for effective product launching. Looking into tools for product marketing managers?

Analytic Tools 52

Analytic Tools Research Software Feedback Software Product Marketing 52