For software-as-a-service (SaaS) companies, marketing their products and services requires a unique approach compared to traditional product marketing. With no physical product and reliance on recurring subscriptions, strategies like free trials, content marketing, and customer retention become critical.
In this comprehensive SaaS marketing guide, we’ll cover:
- How SaaS marketing strategies differ from traditional approaches
- Customer acquisition tactics for SaaS products
- Optimizing SaaS websites and landing pages
- Retaining and expanding existing accounts
- Developing a content strategy and distribution plan
- Leveraging SEO for SaaS products
- Paid advertising options like PPC and social
- Implementing referral programs
By the end, you’ll have a complete playbook to successfully market your SaaS offerings, attract customers, and grow your subscriber base. Let’s dive in!
Defining SaaS Marketing and How It Differs
SaaS marketing refers to the strategies and tactics used to market software which is offered on a subscription basis over the Internet. Rather than selling one-time software licenses, SaaS companies provide ongoing access to their software platform and tools.
This subscription model leads to some key differences between SaaS marketing from traditional product marketing:
- Marketing an intangible service – With no physical product, messaging must focus on positioning the value of the software.
- Reliance on recurring subscriptions – The goal is to retain and expand accounts by providing ongoing value.
- Importance of free trials – Letting users test drive the software is critical for conversion.
- Customer-centric messaging – Copy focuses on solving pain points versus product features.
- Measuring growth and retention – Key SaaS metrics revolve around subscriber counts, churn, etc.
So, while foundational marketing best practices still apply, SaaS marketers must tailor strategies to fit the subscriber-based nature of their offerings. Tactics like search engine optimization, content marketing, and customer success take priority.
Related Article: The Ultimate Guide to SaaS Marketing Automation Tools: 21 Essentials Tools
SaaS Marketing Strategies to Attract and Retain Customers
For SaaS companies, marketing success relies on both attracting new accounts and retaining existing ones. Here are proven tactics for both:
A. Customer Acquisition Tactics
- Free Trials – Letting users test drive software is the best way to convert signups. Optimize trial length and customer onboarding.
- Content Marketing – Position your brand as an authority by creating helpful content like blog posts, guides, and videos.
- SEO – Rank highly in search engines for commercial intent keywords searched by your ideal customers.
- PPC Advertising – Run targeted pay-per-click ads on platforms like Google, Facebook, and LinkedIn.
- Social Media – Engage audiences on channels where your personas are active. Use paid ads to boost reach.
B. Optimizing for Conversions
- Website Design – Remove friction and guide visitors to convert through clear calls to action.
- Landing Pages – Create tailored landing pages to convert visitors from ads and other channels.
- Calls-to-Action – Use action-driven text and eye-catching design for buttons and ads.
C. Retaining and Expanding Accounts
- Customer Success – Provide white-glove support and resources to delight users.
- Upsells/Cross-sells – Offer premium plans or bundled products to increase revenue per account.
- Promotions – Run special offers for loyal customers to maintain engagement.
- Surveys – Solicit customer feedback to improve products and purchase experience.
With both customer acquisition and retention mastered, your SaaS marketing machine will hum!
Related Article: The Complete Guide to SaaS Inbound Marketing: How to Drive Leads and Sales
Creating a Content Marketing Strategy for SaaS
For SaaS brands, content marketing is crucial for attracting and engaging buyers. Follow these steps:
- Persona Research – Understand your target audience’s goals and pain points.
- Content Framework – Organize content into clusters or funnels around related topics.
- Promotion Strategy – Map out channels and campaigns to distribute content.
- Content Creation – Produce blogs, ebooks, guides, videos, etc. that address audience needs.
- Distribution – Syndicate content across owned channels, social media, paid ads, affiliate sites, and more.
- Metrics – Analyze views, leads generated, and conversions to refine your strategy.
Remember that promotion is just as important as creation. Optimize distribution to get content in front of your target personas.
Leveraging SEO for SaaS Products
Ranking high in search engines is imperative for SaaS lead generation. Tactics include:
- Keyword Research – Identify high-value commercial keywords searched by your audience.
- Topic Clusters – Create silos of interconnected content around keywords.
- On-Page Optimization – Craft SEO titles and metas, use keywords in copy, etc.
- Technical Optimization – Ensure fast load times, mobile responsiveness, structured data, etc.
- Link Building – Earn backlinks from industry websites to boost authority.
- Conversions – Track goal completions from organic traffic to refine keyword targeting.
Stay on top of SEO best practices and emerging tactics to keep your content ranking highly.
Related Article: How to Choose the Best SaaS Marketing Agency for Your Business Growth
Paid Advertising Options for SaaS Products
While organic reach is ideal, paid advertising allows SaaS brands to scale growth quickly. Consider:
Google Ads
- Effective for commercial intent keywords with buyer search volume.
- Create tightly targeted and optimized PPC campaigns.
Facebook Ads
- Retargeting visitors who engage with your content or brand.
- Lookalike audiences based on your current customer profiles.
LinkedIn Ads
- Target by job title and company to reach decision-makers.
- Sponsor content natively posted on LinkedIn.
YouTube Ads
- Pre-roll and mid-roll video ads on relevant creator content.
- Promote your brand videos.
Always A/B test ad creative, copy, placements, and more, no matter the platform. Analyze performance and double down on what converts.
Referral Programs to Increase Reach
Finally, referral programs incentivize existing customers to share your brand with peers for exponential growth. Tactics include:
- Customer Incentives – Offer discounts, account credits, or cash rewards for successful referrals.
- Multichannel Promotion – Share referral programs on emails, social posts, website banners, etc.
- Referral Tracking Links – Provide unique links for participants to share.
- Social Sharing – Make referral links and messaging easy to share on social.
- Ambassador Programs – Recognize top referrers and nurture relationships.
- Metrics – Track referral volume, conversion rate, and program ROI, and optimize accordingly.
Related Article: The Essential SaaS Marketing Playbook: 12 Proven Strategies
Key Takeaways and Next Steps
The key to SaaS marketing success is blending strategies tailored to the subscription model together with always-effective fundamentals:
- Offer frictionless free trials to hook potential customers.
- Produce tailored content that attracts and nurtures leads.
- Obsess over customer success and loyalty.
- Combine organic strategies like SEO with paid ads.
- Promote referral programs to spur exponential growth.
Most importantly, continually test and optimize your efforts based on hard data. As you refine your inbound marketing machine, you will attract more qualified leads, convert them faster, and retain them longer.
So invest in the mix of SaaS marketing strategies and execution covered in this guide. By playing to the unique dynamics of the subscription business model, your software company will establish sustainable momentum and accelerate growth.
