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. If it’s an outbound lead, I ask, “Was there something specific in my outreach that piqued your interest?”. What initially piqued your interest?

Product Research 150

Product Research Outbound Inbound User Testing 150

Intercom, Inc.

MAY 24, 2018

If they’re a B2B company, it might be a very small number they’re using to make a large decision. It looks at the content of the website and puts companies into categories like SaaS, B2B, enterprise, marketplace, etc. For us, if it’s Saas, B2B and using one of six pieces of technology, it’s a super high signal.

Data Visualization 182

Data Visualization Feedback Software Customer Experience B2B 182

The Product Coalition

NOVEMBER 23, 2021

I recently led a workshop for an organic tech farm startup that wanted to set its foot online for selling organic food to B2B customers. Social media strategy The approach was to target the B2B customers hence we found the detailed approach to accelerate the social media strategy.

Startups 144

Startups Strategy Technical Review B2B 144

Userpilot

MAY 3, 2022

Inbound works really well for smaller SaaS businesses, whether B2B or B2C. Enterprise SaaS marketing is the process of acquiring enterprise-level customers through various methods often centering around outbound marketing, account-based marketing (ABM), and paid advertising among other channels. B2B SaaS marketing (down market).

Enterprise 98

Enterprise Marketing Strategy Outbound 98

DevelopmentCorporate

FEBRUARY 14, 2022

B2B SaaS firms should temper the amount of time and energy they invest in leveraging social media to drive leads to the top of their sales funnel. Investing in outbound inside sales teams will probably deliver a better outcome. The post Does Social Media Posting Drive Engagement for B2B SaaS Firms?

B2B 52

B2B Research Software Outbound Weak Development Team 52

Intercom, Inc.

NOVEMBER 20, 2018

Choose one, ensuring it can easily connect to any data sources you have (be that lead generation forms, or existing data sets) and also ensure that it can integrate with any outbound marketing tools you may have like MailChimp. For many B2B SaaS companies, inbound marketing represents a cornerstone of all marketing activity.

Feedback Software 178

Feedback Software Research Software Startups Product Research 178

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.

MARCH 28, 2022

Whether B2C or B2B, all businesses must now deliver digital experiences that are easy to use, delightful, and personal. When a prospect is intrigued by your outbound marketing and reaches out to your support team to ask a question, is that a marketing, sales, or support issue? The answer is yes – it’s both.

Reporting Tools 228

Reporting Tools Customer Communications Data Visualization Research Software 228

Intercom, Inc.

OCTOBER 1, 2019

I shared a deeper look at how we run our sales organization – everything from how we keep our top reps motivated to why we take a highly targeted approach to outbound sales. In a recent AMA, I sat down to answer all your questions about scaling sales at a billion dollar company. Short on time?

Outbound 155

Outbound User Friction Demo Enterprise 155

Andrew Chen

JUNE 26, 2017

In B2B, we’re seeing the same phenomenon. Outbound used to be painstaking and manual. Today, there are many sales tools that make outbound more accessible (Mixmax, Outreach, insidesales.com etc), which automates part of the process but also generates more noise and competition.

Analytic Tools 111

Analytic Tools Reporting Tools Data Visualization Outbound 111

Sachin Rekhi

AUGUST 6, 2015

In B2B products, it's important to divide the target audience in terms of end users of the product as well as business decision makers who have the budget and will ultimately make the call on whether to rollout the solution in their company, because you'll often find that these are two completely different audiences with different desires and needs.

User Testing 143

User Testing Document Product Marketing Marketing 143

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

Userpilot

FEBRUARY 25, 2021

Creative email strategies and other outbound hacks, and of course, this playbook wouldn’t be complete without Product-led growth frameworks that have led to double-digit ARR growth rates. Outbound vs. Inbound. Inbound and Outbound Success Stories. Inbound VS. Outbound for SaaS Marketing. Content Marketing.

Research Software 91

Research Software User Testing Outbound Marketing 91

Intercom, Inc.

JANUARY 11, 2023

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. There are people that are going to sign up for the product, and there are people that you’re going to reach out to through outbound. Francis: Yeah, absolutely. Francis: Right.

Customer Experience 118

Customer Experience Inbound User Testing B2B 118

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. More importantly, more than half of these lead generation techniques are outbound focused.

Banking 78

Banking User Testing Research Software Customer Experience 78

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. This is the ARPU-CAC Danger Zone.

User Testing 65

User Testing Outbound B2B Inbound 65

Userpilot

AUGUST 15, 2024

Usually, he works with B2B companies that have already achieved product-market fit and are looking to scale their operations. Unlike traditional sales approaches that rely heavily on outbound channels, PLS focuses on identifying and engaging high-intent prospects based on their interactions with the product.

Customer Experience 105

Customer Experience User Testing Data Visualization Analytic Tools 105

Userpilot

JULY 28, 2024

Average lengths for a free trial range between one week to two months but B2B SaaS companies typically fall in the 14 to 30-day range. This reduces the overhead you’d encounter with other acquisition methods , such as outbound sales or paid advertising. The most common free trial length for B2B SaaS companies is 14 to 30 days.

Research Software 98

Research Software User Testing Customer Experience Product Research 98

Intercom, Inc.

OCTOBER 22, 2019

When you’re a rep, you could be thinking about outbounding to prospects, building pipeline, or moving forward the opportunities already in play. Check out Collin’s recap on Predictable Revenue , or get our four key takeaways from LB’s conversation below. 4 steps to stand out as a sales leader. Prioritize work that will move the needle.

Weak Development Team 123

Weak Development Team Inbound Outbound Management 123

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

Intercom, Inc.

AUGUST 1, 2019

It depends on the industry, but Brex has had huge success by acting bigger than they are – particularly in the B2B space, where people are looking for signals that your product is going to be supported for years in the future. But for B2B marketing, it’s super valuable. In the consumer space, it’s a little bit different.

Strategy 36

Strategy Data Visualization Analytic Tools Startups 36

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

Intercom, Inc.

APRIL 9, 2020

We want to use outbound emails infrequently and wisely these days, but can you also present it on your website? Can you then maybe proactively email that out? Intercom has this technology for any of our users, where you’re showcasing content to the right person at the right time. . Bobby, any observations there on that one?

User Testing 245

User Testing Customer Experience Customer Feedback Feedback Software 245

Mironov Consulting

DECEMBER 31, 2017

Especially in enterprise/B2B, sales teams may have only a handful of major active accounts, each carrying a lot of revenue. Remember that outbound marketing teams are focused on generating interest among customers at the top of the funnel and in the renewal cycle. A lumpy pipeline that depends on closing some specific deals.

Roadmap 92

Roadmap Fractional VPE CTO Coach Data Visualization 92

Intercom, Inc.

JULY 9, 2020

Atlassian does not have an outbound sales team. I’d love to know what your advice would be then for people at B2C and B2B companies who are struggling with how much categories have evolved. I’d love to dive into what those strategies were like, especially first at Atlassian, particularly because they had no sales team.

Analytic Tools 199

Analytic Tools Research Software Data Visualization Technical Review 199

BrainMates

SEPTEMBER 19, 2022

These product managers are driving inbound and outbound activities, so they are part of the product team and the GTM teams. We currently don’t have any business analysts or product owners, as we moved to a structure whereby all those roles now roll up into the product manager position.

Feedback Software 52

Feedback Software User Testing Customer Feedback Data Visualization 52

The Product Coalition

JULY 8, 2019

Product Marketing vs. Sales Enablement Sales enablement is crucial in B2B organizations to equip the sales teams with the necessary resources to succeed. This reflects the traditional bias of companies, but we believe the modern PMM needs to have the responsibility and capacity for both.

Data Visualization 60

Data Visualization Definition Product Marketing Onboarding KPIs 60

Userpilot

AUGUST 7, 2019

That’s the reason why focusing your efforts on what happens after you make the deal is also an important part of every B2B SaaS company. We then review how we met their expectations on the Business Review call in the 3rd month and we simply help them build their outbound strategy. Hence, you will have much slower growth.

Customer Experience 68

Customer Experience Feedback Software User Testing Customer Feedback 68

BrainMates

SEPTEMBER 4, 2023

Sales-led growth depends on the sales team doing outbound and product demos to acquire customers, business reviews and customer-success outreach for retention and sales deals to convert. Marketing and sales both have a more traditional funnel approach and generally a higher cost of acquisition.

Data Visualization 52

Data Visualization Onboarding KPIs Customer Experience Customer Feedback 52

Usersnap

FEBRUARY 14, 2023

Whether you have a B2B SaaS go-to-market strategy or a B2C SaaS GMT plan, developing a detailed strategy can make the difference between failure and success. Will I focus more on inbound or outbound sales, or both equally? Every business offers different services; thus, every GMT strategy will differ.

Research Software 52

Research Software Feedback Software User Testing Product launches 52

Intercom, Inc.

OCTOBER 13, 2022

When we talk to you, our customers, we hear you talk about the same challenges across B2B and B2C companies and industries. Create different news feeds for different audiences, share content across many news feeds and reuse news in your outbound post messages as embedded content. Tooltips for contextual, non-disruptive information.

Feedback Software 118

Feedback Software Events Customer Communications Data Visualization 118

Userpilot

MAY 19, 2021

The B2B SaaS marketing space can feel a lot like an echo chamber. In this post, we’ll go over how to create a B2B marketing plan and how to execute it, which B2B Saas marketing tactics are working best in 2021, and some real-life success stories for each of the tactics. What do SaaS Companies spend on B2B Marketing?

Research Software 119

Research Software B2B User Testing Customer Experience 119

Intercom, Inc.

JANUARY 16, 2019

Excerpt from “ What is the optimal structure of a startup SaaS B2B sales team? ”. Is your model primarily inbound or outbound? Is the focus of the role primarily hunting (outbound), farming (growing existing business) or catching (inbound)? Sales doesn’t need to be a cost center. Steli Efti, CEO, Close.io.

Weak Development Team 156

Weak Development Team Data Visualization Strategy User Testing 156

Intercom, Inc.

MARCH 17, 2022

Through a series of ad tech and what’s called “rich media”, I was trying to persuade people to buy things with interesting layouts for e-commerce, and then I gradually drifted into B2B SaaS as I moved along as a UX researcher and product manager. So yeah, I lucked out. Now, I’m at a company called Amplitude.

Analytic Tools 151

Analytic Tools Research Software Data Visualization Customer Experience 151

Userpilot

JUNE 19, 2023

There’s no magic number when it comes to conversions, but knowing B2B SaaS funnel conversion benchmarks can benefit any SaaS product manager. In this article, we will discuss the most common B2B SaaS conversion rate metrics and their benchmarks. Gainsight’s 2022 report shows free trials involving PQLs had 2.8X

Research Software 98

Research Software Analytic Tools B2B Reporting Tools 98