SaaS Marketing Part 4 – Turning Testers into Customers.

As the user’s product experience shifts from the imagined to the actual, a positive trial experience becomes critical.
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SaaS Marketing Part 2 – Attracting the Right Visitors.

Getting visitors to the website is one thing, but getting the ideal customer to take the time to explore your SaaS offering is easier said than done. Online consumer behavior is tricky, even for those marketers who know a lot about their target audience’s purchase habits.

Too much information is a killer. Focus on the needs of the ideal customer. Inevitably, pricing is always a priority. Support it with value-added messaging, make it easy to understand and find. If you’re fearful of your price, the reader probably will be too.

Don’t expect sales contacts or trial account sign-ups just yet. Corroborating the value of your product with colleagues, online forums, review websites, etc is part of the reader’s purchase path. Helping that along is the next “step.” (more…)

After working for more than a year with Trading Technologies, a leading futures trading software provider, to help them launch their new SaaS trading platform, we thought we’d put down on digital paper the summation of our strategy notes – scribbles, whiteboard snapshots, post-it notes, Google docs, and emails – about how we think comprehensively about the SaaS customer and the marketing ecosystem.

To that end, the article is the beginning of a series that offers a comprehensive approach to marketing this SaaS product to acquire and keep users. (more…)