February 14, 2020 5 min read

The complete inbound marketing process for motivated SaaS and Online Entrepreneurs to create high-impact marketing strategies and scale!

It is possible to quickly build a hyper-profitable, fast-growing B2B SaaS / Online business without raising money, if you can simultaneously practicesales,marketing,solution-design, andengineering. A gap in one or multiple of these areas can express itself as underachievement, waste, and frustration.

We are here to help you fill in these gaps !

As a result, you will be able to achieve hilariously-high returns on capital and time invested.

First, let’s start by defining Inbound Marketing and the SaaS Inbound Methodology.

What is Inbound Marketing?

Inbound marketing is about creating one-to-one relationships that have a lasting impact on your visitors and your brand. How do you do this? You attract prospects and customers to your site through helpful content. You engage with them using conversational tools like email and chat and by providing value once they land there. And finally, you delight by continue to act as an empathetic advisor and expert.

Learn more about Inbound Marketing Fundamentals >

What is the SaaS Inbound Methodology? 

Inbound marketing is a cycle of attracting, engaging, and delighting people. Let’s consider, as a marketer, what tools, information, and resources you need to accomplish this for your company. You and your team will act as the main touch-point between prospects and your brand. Your prospects are on a journey that will take them through stages of awareness, consideration, and decision-making. Make sure you’re aligning with this journey as you apply the inbound methodology and the cycle of attract, engage, and delight.

Learn more about Inbound Methodology Fundamentals >

A Proven Process: (Mathematically Proven)

Devyaha developed a scientific formula to unleash the power of Inbound Marketing to scale and empower SaaS business growth :

Let’s define the functions GDD, A, Cand C2:

In a period of 24 months (2 years), we have:

SaaS Inbound Marketing Journey:

Let’s break down the graphic and explain in more details each step of the SaaS Inbound Marketing Journey:

Attract:

Attracting visitors is where it all starts. We want to make sure our visitors are the right visitors, that they have come to your site looking for the right information, and that they are as qualified as possible. This is the first stage in moving visitors through our journey and we want to attract our ideal customers right here at the beginning so as to optimize the other stages going forward.

Attract is the stage everyone is most familiar with, believes they understand most, and is the first thing most people think of when talking about marketing in general. Naturally, it is also the stage that is most often executed incorrectly. If this stage is not setup to perform properly and drive targeted traffic, your visitors will never make it through the complete journey, or worse the wrong ones will. 

  • Customer lifecycle stage: Stranger - Visitor
  • Buyer’s journey stage: Awareness
  • Goals: Demand Generation, Brand Awareness, Increase Traffic

Learn more about the best Strategies & KPIs for the Attract stage >

Convert:

The primary difference in SaaS is knowing what a lead looks like and understanding the sales stages within your company. You will want to define your stages, Lead, MQL and SQL as they can be defined differently depending upon your business.  For the Convert stage you will need to properly implement lead nurturing to be able to move the new contact through the funnel and to the next stage.

  • Customer lifecycle stage: Visitor - Lead
  • Buyer’s journey stage: Consideration
  • Goals: Lead Generation, Visitor To MQL (Marketing Qualified Lead)

Learn more about the best Strategies & KPIs for the Convert stage >

 

Close:

The Close stage is a bit different in SaaS since it is much more active than a one-and-done sales model. There is a need to always be selling in SaaS since these companies operate on a subscription model with recurring revenue. This requires a focus on retention as well as upselling or cross-selling opportunities for expansion revenue. In other words, the “close” period never really ends.

It’s important for SaaS companies to build strategies and sales enablement materials to help the sales team to better execute these expansion revenue opportunities. This will ultimately help lead to negative churn, which is the golden goose of a successful SaaS.

  • Customer lifecycle stage: Lead - Customer
  • Buyer’s journey stage: Decision
  • Goals: SQL (Sales Qualified Lead) to Customer, Negative Churn

Learn more about the best Strategies & KPIs for the Close stage >

 

Delight:

Delight is key component of marketing that is too often overlooked. It is widely talked about but not so widely implemented. Our goal here is very simple, brand advocacy. If we delight the customer throughout the entire SaaS marketing journey and they find success in your product solving their problem then it is almost inevitable that they will become brand advocates and help to spread the word about your product.

  • Customer lifecycle stage: Customer - Promoter
  • Buyer’s journey stage: Awareness, Consideration, Decision
  • Goals: Brand Advocacy



SaaS Data-Driven Inbound Marketing Analytics:

The process ofData-Driven Inbound Marketing Analytics starts with big data acquisition and leads to accurate modeling. UsingData-Driven Inbound Marketing to understandwhat happened andwhat is likely to happen allows you to deploy better performing lead generation campaigns and forecast ROI with uncanny accuracy.

Report: What Happened?

Report any significant changes in your data before trying to understand the reason you are not reaching your business goals.

 

Analyze: Why It Happened?

Use both machine and hypothesis-based data mining to detect all events that may be related to what happened. From that data, you can draw patterns and correlate what and why.

 

Monitor: What Is Happening Now?

Real-time data dashboards allow you to monitor to the minute, along with a specific timeframe. You should only trust data to validate decisions and corrective lead acquisition strategies.

 

Simulate: What Might Happen?

Every piece of information is useless unless integrated into predictive models that help understand and simulate. This is particularly valuable when devising an inbound marketing strategy to increase lead conversion rate.

 

Predict: What Will Happen?

Model scenarios help develop a strategy to reduce risks and create a plan of action to resolve issues as soon as possible. You should repeat the process for all problems, focusing especially on those that would have a big impact on your business growth.

 

If you have any further questions, feel free to reach out to us and chat about your marketing goals.

 

SHARE WITH US YOUR THOUGHTS IN THE COMMENTS SECTION BELOW!

 


Leave a comment

Comments will be approved before showing up.

REGULARLY LEARNING