360Learning’s Joei Chan on embracing innovation as a content marketer

Inside Intercom

Like, say, merging the idea of a reality TV docu-series with one of the key use cases of a fast-growing B2B startup. Reality show meets B2B. I think the idea was fresh and bold, and it’s still a format that is not so common in B2B. Ideally, this wouldn’t be a conflict.

8 B2B SaaS Marketing Tactics to Try in 2021 [Ft. Hubspot, Neil Patel, Kontentino & More!]

Userpilot

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.

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From frontline manager to SVP of Sales: How to stand out in your sales career

Inside Intercom

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. Sales b2b sales sales advice sales career Sales Strategy

The Sales Summit: The trends and challenges shaping the future of sales

Inside Intercom

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. As a Series A business, we have teams in Sydney, Dublin, and LA, and a mixture of inbound and outbound now.

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Getting conversational: HubSpot’s CEO on a new species of disruptor

Inside Intercom

Brian also shares HubSpot’s strategy for creating an industry-defining category that helped more than 86,000 customers in over 120 countries move from unwelcome outbound marketing to permission-based inbound marketing. It’s going to be really hard to create an inbound marketing category.

Customer care in a crisis: How support teams are navigating shifts in volume, wait times, and CSAT

Inside Intercom

” To find out, we surveyed 400 support managers, directors, and executives across both B2B and B2C and affected industries like media, healthcare, and technology. Inbound volume is spiking for half of support teams.

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Product Manager vs Product Marketing Manager

280 Group

It’s often said that a Product Manager has a more inbound focus, while a Product Marketing Manager has a more outbound focus. Managing the Interrelated Roles and Responsibilities of Product Managers and Product Marketing Managers.

How GetAccept uses all of Intercom to grow its revenue by 450%

Inside Intercom

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. Gone are the days of sales deals being closed with a handshake in a face-to-face meeting.

Why “Marketing” Sounds Like a SCAM

I Wonder The Value

Purpose Example Branding, growth hack, inbound marketing, account base marketing, mass marketing, B2B marketing, product marketing, and etc. What is marketing? Some people may say advertisement, SEO or SNS. Others may say lead-generation or branding. Those are correct. But it’s not enough.

Do You Measure Up? Metrics for Enterprise SaaS Product Managers

Amplitude

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. Sustainable user growth is the most important phase for the survival of a B2B SaaS company.

SaaS Events You Can’t Miss in 2019

Gainsight

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. At INBOUND, you’ll find over 200 breakout sessions, networking events, and keynotes from notable names like Shonda Rhimes and Deepak Chopra. Whether you’re in B2B or B2C, a startup or a Fortune 500 company, you’ll find relevant content at Dreamforce.

Get Out of the ARPU-CAC Danger Zone with Channel Model Fit

Brian Balfour

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. Shifting over to the right hand end of the spectrum you have higher ARPU businesses (typically B2B Mid Market companies) like HubSpot and Zendesk. This is part four in a series about 4 Frameworks To Grow To $100M+. Subscribe to get the rest of the series.

From first touch to qualified lead: building a sales funnel for live chat

Inside Intercom

For many years, B2B companies have executed their inbound sales funnel in a similar manner: Much like the word “funnel” suggests, it’s based on the idea to filter out the visitors and leads that aren’t ready to buy or aren’t qualified. With live chat, our sales reps can connect with and qualify inbound leads within a couple of minutes. The promise of live chat for sales teams is being able to connect faster with high-quality leads.

The SaaS Marketing Playbook for Exceptional Growth in 2021

Userpilot

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.

What 14 startup investors and advisors taught us about chasing (and finding) product-market fit

Mixpanel

In the B2B space, if your company is old enough, see if customers bring you with them when they change jobs.” For example, we often see B2B SaaS companies that have perhaps a dozen paying customers but those customers have several hundred underlying users of the SaaS product.

How to Get Your Next 1,000 Customers without Breaking Your Bank

The Product Coalition

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.

9 Must-Have Features To Look For In Customer Engagement Platforms (CEPs)

Userpilot

In addition, the same research shows that companies that successfully engage their B2B customers achieve 63% lower churn, 55% higher share of wallet, and 50% higher productivity. Hubspot – a CRM that focuses on inbound marketing, tracking, and monitoring user engagement.

6 Great Resources to Learn about Social Selling

Roy Madden

All of these activities overlap with a bunch of other trends that people have been buzzing about: sales enablement, employee advocacy, personal branding, social media marketing, content marketing, inbound marketing, and more.[link]. 75 percent of B2B buyers use social media to be more informed about vendors. If you’re like us, you might have been hearing the term “social selling” at an increasingly frequent rate.

Avoid the land of no decision: 6 critical questions for every discovery call

Inside Intercom

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. According to HBR , the average number of people involved in B2B purchases has climbed to 7.

What we shipped: 7 new features to help you automate, streamline and customize your Messenger

Inside Intercom

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? At Intercom, we know how challenging it is to strike a balance between being personable and being efficient. You want to be welcoming to your visitors and helpful to your customers, but your time is in demand.

9 essential sales steps you need to grow your SaaS startup

Inside Intercom

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. In summary, selling B2B software can be challenging, particularly in the early days, when it can be difficult to generate leads as resources are tight, and sales experience is thin on the ground.

Get context on live chat conversations fast

Inside Intercom

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. This mistake is common in the B2C world and while urgency exists in the B2B world, it’s important when you deal with leads to quickly understand what type of lead they are and what type of response they require.

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How pricing strategy helps shape your entire business model

Inside Intercom

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. Ideally, initial engagement is a hybrid model of inbound marketing and communication over email and phone.

The ultimate marketing technology stack for 2019

Inside Intercom

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. Whether you’re a B2B or B2C marketer, one thing’s for sure: You have struggled with lead generation. To give you one example: let’s say your sweet spot is B2B SaaS companies.

The 9 Best Customer Engagement Software for 2021

Userpilot

Measure group analytics to calculate metrics at an organisation level, useful for B2B SaaS companies. Hubspot offers a varied service, leading with its CRM offering that focuses on inbound marketing support, it tracks and monitors user engagement through its marketing.

MadKudu’s Liam Boogar-Azoulay on building apps to expand your product’s reach

Inside Intercom

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. These are great companies with high inbound volumes. “If you have a strong brand, 90% or 95% of your lead generation is going to come from inbound organic.

Podcast Q&A: Dropbox’s viral growth, Uber’s tricky funnels, and future growth channels

Andrew Chen

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. Andrew: This is one of the reasons why B2B SaaS companies have a recurring revenue model.

How to build, manage and scale a sales team – 12 strategies from the experts

Inside Intercom

Excerpt from “ What is the optimal structure of a startup SaaS B2B sales team? ”. Mark is the Chief Revenue Officer at Hubspot, a company that has created tremendous success by perfecting the inbound marketing plus sales model. Is your model primarily inbound or outbound? Is the focus of the role primarily hunting (outbound), farming (growing existing business) or catching (inbound)?

What is Product Marketing? A Data-Backed Definition

The Product Coalition

Product Marketing vs. Sales Enablement Sales enablement is crucial in B2B organizations to equip the sales teams with the necessary resources to succeed. An insight into Product Marketing roles, responsibilities and KPIs after interviewing dozens of Product Marketing Managers.

Spendesk’s Nicolas Marchais on evolving with your market

Inside Intercom

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. Here are five quick takeaways: The founders of Spendesk noticed that, while the B2C space was innovating with peer-to-peer quickpay options, nothing like that existed in the B2B space (which often lags a few years behind the consumer market).

eDavid and Goliath Inc.

Oren Steinberg

B2B and B2B2C startups trying to sell into large corporations know this all too well: big companies like to work with other big companies. By positioning yourself as the expert in the field, and by writing quality content on the subject matter, you can get the big corporate attention via inbound marketing. How can startups work with large corporations?

HubSpot’s Kieran Flanagan on product-led growth

Inside Intercom

We’re also good at inbound marketing, it turns out, so that has been pivotal to our success. That’s where software is going in the B2B space and it turns out that was a pretty good decision. Product-led growth is interesting to me because what we’re seeing in the B2B space is that consumers want to experience B2B in the same way they experience B2C. They’re created by inbound demand.

Sales Hacker?s Max Altschuler on selling more with less

Inside Intercom

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? Salespeople might have to do some of that today, but more frequently they’re doing things like writing outbound email, or they’re having inbound conversations inside of a messenger. Then saleshacker.com is obviously the resource for B2B salespeople.

Andrew Chen on finding the “fresh powder” in growth

Inside Intercom

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. Andrew: This is one of the reasons why B2B SaaS companies have a recurring revenue model.

Navigating the surge: A customer support roundtable

Inside Intercom

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.

Build a sustainable customer acquisition strategy

Inside Intercom

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. This gives you more control over how your inbound marketing activities look and feel.

How to manage your support communications during a crisis

Inside Intercom

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. No matter how comprehensive your proactive communication is, certain industries will likely experience an increased volume of inbound conversations.

Understanding your ideal customers and how to sell to them

Inside Intercom

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. We’ve thought about this truth a lot during the last few months at Intercom as we’ve been going through our annual planning.

Salesforce’s Mike Kreaden on how to build a platform to drive growth

Inside Intercom

On the enterprise side or on the B2B side, we think about implementation, and we need to move that out of the way. We’re seeing, for example, deflection in a good way in terms of inbound being done more effectively. Knowing when it’s time to become a platform is a delicate thing, as Mike Kreaden , Managing Director of Salesforce Incubator, discovered.

Reflecting on the Intercom journey – Karen Peacock and Des Traynor in conversation

Inside Intercom

And, yes, that means we have to be good for targeting, marketing, messages, and yes, it means we need to be really good at structuring thousands of inbound conversations and doing ticketing workflows and triage and all that sort of stuff. And that’s unusual for a B2B software company.