Article | July 23, 2021
After the pandemic hit us in 2020, most businesses have gradually shifted from physical or in-person interactions to a virtual platform. The situation accelerated the demand for better collaboration tools such as Software as a Service (SaaS). As a result, SaaS organizations offering all-inclusive services aim to grow in the coming years. Many organizations are leveraging the advantages of B2B SaaS marketing to sustain and excel at the competitive edge. During a conversation with Media 7, Stacey Witt, the Chief Marketing Officer at LoadSpring, said, “Our vendors and partners understand the agility and flexibility of our cloud platform and want their applications to be SaaS-enabled.”
SaaS businesses offer services starting from user authentication technology to cloud infrastructure. According to Gartner, Software as a service (SaaS) will remain the principal market segment, which is forecasted to grow to $ 151.1 Billion in 2021. Hence, 2021 is the best time to explore the benefits of SaaS and improve the marketing strategies to occupy a more significant share of the flourishing global market.
What is B2B SaaS Marketing?
B2B SaaS stands for business-to-business Software-as-a-Service. B2B SaaS is a cloud-based software distribution model used by businesses for numerous operations such as accounting, office productivity, customer relationship management (CRM), and other work-related activities. It is licensed software available on a subscription basis from a third-party provider, which hosts the applications and allows access to the customers through the internet. B2B SaaS Marketing is simply the technique used to market SaaS. As a flexible, scalable, and cost-efficient platform, SaaS triggers the attention of businesses to enter the market. Salesforce, the popular customer relationship management (CRM) tool, is the ideal example of a SaaS company.
SaaS companies have experienced a significant surge in client acquisition since the beginning of the pandemic and expect a steady rise in the future. Earlier, the marketers have focused on experimenting latest trends for business growth, but now considering its increasing demand across various businesses, a strategic approach is the need of the hour. Suppose you have not prepared your B2B SaaS marketing strategy yet in 2021. In that case, it is high time to start now by selecting the technics that are proven and can yield effective results by converting your marketing efforts highest rates possible.
10 Imperative B2B SaaS Marketing Strategies for 2021
According to BetterCloud, today, entrepreneurs of all sizes estimate that 70% of the business apps they use are SaaS-based. However, the forecast says that the numbers will rise to 85% by 2025.
SaaS platforms have made their products more scalable and subscription-based to handle the rising demand. However, if your SaaS marketing efforts are not up to the mark, your product can get lost in the mass. Here are the ten critical SaaS growth strategies to help you contend, survive, stay relevant, and succeed in the competitive world.
Emphasize Competitor Analysis
Competitor analysis is one of the essential parameters for preparing marketing strategies, and SaaS Marketing is no exception. It helps identify the major competitors and study their product, sales, marketing, and customer retention strategies. Competitor analysis will help you to develop better practices than your competitors and expand accordingly. By performing competitor analysis, you can identify the product's unique value proposition and stay updated on the latest trends. It also helps to analyze competitor's actions for better performance. As a result, you can assess and identify areas of betterment and opportunities in the market. Additionally, you can track the customer reviews on the products of your competitors and identify the gaps.
Focus on SaaS Content Marketing
Posting engaging content has a direct or indirect impact on your marketing outcome. A robust content marketing strategy helps create brand awareness, connect with the prospects, improve ranking, establish domain knowledge, and boost traffic engagement ratio. The tone of confidence in your content can help you gain customer reliance and be a potential gamechanger in a challenging SaaS ecosystem. In addition, you can use reprocessed content to target diverse audiences.
According to the ProfitWell study, SaaS companies that use content marketing experience 30% higher growth rates and 5-10% better retaining capacities. To ensure a robust SaaS content marketing strategy, you should:
Regularly update your content
Compelling and engaging content helps to nurture leads. To accommodate the challenges and demand fluctuations in 2020, many brands updated their content strategy to accentuate credibility, empathy, and value. Moreover, since social media use has increased noticeably due to the pandemic, organizations have also modified their communication strategy on social media. Updating current blog posts with latest information will benefit your SaaS marketing efforts and boost them on different networks to gain traffic. Insightful and up-to-date content also drives social media subscribers and followers.
Study your target’s preference
The more you know your target audience, the better way you can design content. Therefore, it is significant to segregate the targets based on their preferences to get relevant information and messages and successfully build subscribed audience database. You can also study their content preferences by collecting customer data to plan an effective marketing strategy for B2B SaaS.
Track your SaaS Content marketing performance
After content preparation, tracking the performance of your creation is vital. This performance analysis will help to change your content strategy for better lead generation. You can use Google Analytics to determine the lead generation and conversion path post you have set your goals. You can also use Google Analytics to measure the performance of your content by analyzing the sequence of users' actions on your website.
Implement and Maintain Expert SEO Strategy
A robust SEO strategy is a must for a successful B2B SaaS marketing strategy. That is because more than half of all website traffic comes from organic searches on Google. To ensure your SaaS platform is trust-worthy and index-worthy, you need to consider three types of SEO marketing strategy:
Technical SEO: Technical SEO refers to optimizing the on-site HTML components to allow Google crawlers to locate and index your website pages easily. It also makes your SEO performance effective by good loading speed.
On-Page SEO: Creating keyword-rich, compelling, and valuable content comes under the on-page SEO strategy. It helps Google crawlers understand the subject of your page so that they can be precisely indexed for relevant search queries.
Off-Page SEO: Improving your site's backlink profile is related to the off-page SEO strategy for B2B SaaS marketing so that Google identifies it as a highly authoritative and trustworthy source.
Implementing an SEO strategy is only the primary step. However, the only means to maintain search engine rankings is to constantly optimize your website according to the latest ranking criteria.
Optimize PPC Campaign
Advertising is one of the best and beneficial digital marketing tactics for SaaS marketers. Investing in Google and social media ads is a good idea if you have a decent marketing budget but not enough organic reach. You can target prospects through advertising, and with the right deal, you can get an assured ROI.
To optimize your PPC campaign, you need to run an A/B test for best placement, copy keywords, and target the right audience. Further, your ads should be keyword-enriched for better visibility on search engine result pages. Then, you can use PPC tools to expand visibility. In addition, you need to track your ad performance and reform your strategies if required. Above all, your ads should convey the value proposition and include compelling calls-to-action (CTAs) to drive the visitor's action.
Attractive Website is the key
Your website is one of the most vital marketing assets, and developing a dynamic website is the primary stepping stone for planning a robust marketing strategy. It is the face of your brand and the center of all your activities. Without a good website, your SaaS organization will face issues with conversion rates. As websites play a critical role in promoting the value of your product, it is amongst essential SaaS marketing techniques. Further, when you combine marketing goals with sales strategy, you clarify what will make it best for your SaaS business. If your website is attracting a lot of qualified traffic, it can proportionately increase the conversion list.
Create an ABM (Account-Based Marketing) Strategy
Account-Based-Marketing (ABM) helps organizations to grow in the market. An ABM strategy allows you to identify targets, create an email database, send targeted emails, ads, direct mail, and share success stories. Account-based marketing ensures that the marketers connect with pre-qualified leads and interact with them on a personalized level. With account-based marketing, marketers can gather volumes of information on each business and communicate with them based on their earlier activities.
SaaS Lead Generation and Conversion
Lead generation is one of the most significant yet most challenging parts of any SaaS business. Whatever strategies you implicate should head towards generating workable leads for your business. If your plan is not good enough to generate leads, you will not get new customers, and subsequently, your SaaS business will not grow. The lead generation technique for B2B SaaS is different from other marketing techniques because the product here does not have a physical existence. Hence, prospects have a choice of multiple alternatives on the internet. Inevitably, planning a robust lead generation tactic is crucial for B2B SaaS marketing.
Along with other marketing strategies, encouraging referrals and optimizing freemium strategy bring highly impactful results. When people decide to make a purchase, 88% of consumers trust the recommendations from family, friends, and colleagues. Viva-voce publicity can earn you many referrals and increase your sign-ups. In addition, freemium products always gain attraction. According to the global IT workforce management and optimization company, Blue Tree, 44% of SaaS companies offer a free demo. You can provide a core understanding of your product, yet you don't want to share so much away that most of your audience loses interest and drift away. Also, you must ease it out for freemium users to submit suggestions or report bugs, and you can utilize that information to optimize your overall marketing strategy.
Improve Your SaaS Pricing Structure
The pricing structure is one of the significant elements in SaaS marketing. It would help if you experiment with the prices based on the best for your business and audiences. With the evolution of your business, you need to consider the types of entrepreneurs who use your service and the features that they emphasize.
A well-structured pricing page is beneficial for SaaS marketers that clearly shows the required information for the target audiences to complete the conversion process. For example, if you offer a discount/deal/money-back guarantee, make sure it is in bold terms on the top of the page. Further, you can also include time-limited clauses to create urgency and intensify conversions.
Get Reviewed on Top Third-Party Review Sites
According to G2 and Heinz Marketing, 92% of B2B buyers mostly purchase after reading a trusted review. B2B SaaS marketing teams must pay special attention to this because customers rely on crucial reviews for efficient decision-making before investing. Businesses refer to sites like G2 when they are researching products. These sites provide reviews from similar entrepreneurs and attract high-intent buyers who will eventually make a purchase decision. These sites let them learn about their experiences so they can find the best fit for their brand. Make sure to list your business page on any relevant review site and optimize your information and meta description with keywords related to your brand.
Collaboration is Critical
Merging your marketing resources with a peer entrepreneur can increase business growth for both of your brands. Collaboration in the B2B SaaS marketplace can be a cost-effective way of enhancing your business and reaping long-term benefits. Here are some ways of collaboration:
Co-marketing: When two or more brands jointly promote a content piece, special offer, or an event, it is known as co-marketing. This form of collaboration helps you to expand your reach to new communities through new channels. Further, it allows you to gain more social media followers or newsletter subscriptions.
Partner or reseller: Partnering with businesses with similar customer bases can be risky if your organization has a limited number of internal sales resources. The successful SaaS partner programs must include free joining, co-marketing support, and a partner portal to manage relationships. If your partners are satisfied, they might just become your most active community members.
Event Partnership: Due to the impact of the pandemic on social gatherings, the events space has experienced more disruption since last year. Although event partnerships existed before Covid-19, the protocols and formats have changed, in 2021. It is vital for businesses to either organize or participate in an event to reach audiences. An event partner can promote your brand through their marketing channels.
The SaaS marketplace is a competitive arena, and with robust B2B SaaS marketing techniques, you can elevate your business. Deloitte says, 93% of CIOs have adopted or planning to adopt cloud SaaS. Further, due to the pandemic, SaaS marketers are about to witness advanced ways of connecting with target audiences. With the 10 SaaS marketing tactics discussed in this article, you can amplify the number of visitors to your website and enhance the possibility to produce a higher ROI and expand the client base. Tracking the performances of these strategies is also significant to optimize them for even better results in SaaS marketing and customer retention.
Frequently Asked Questions
Why is SaaS so effective?
SaaS is a cost-efficient, easy to maintain, flexible, agile and scalable cloud platform. SaaS applications consume less bandwidth enabling optimum time-management capability. Further, the SaaS vendors handle the maintenance responsibilities, which reduces work hours and downtime. Additionally, web-based usability allows access to SaaS easily from any location with internet connectivity.
How do companies use SaaS?
SaaS, or software as a service, is a cloud-based centrally hosted software delivery model. SaaS applications are licensed to customers via a subscription plan. A SaaS company allows the application to be accessed over the internet by maintaining servers, databases, and software. The users can access the software from anywhere in any device.
"name": "Why is SaaS so effective?",
"text": "SaaS is a cost-efficient, easy to maintain, flexible, agile, and scalable cloud platform. SaaS applications consume less bandwidth enabling optimum time-management capability. Further, the SaaS vendors handle the maintenance responsibilities, which reduces work hours and downtime. Additionally, web-based usability allows access to SaaS easily from any location with internet connectivity."
"name": "How do companies use SaaS?",
"text": "SaaS, or software as a service, is a cloud-based centrally hosted software delivery model. SaaS applications are licensed to customers via a subscription plan. A SaaS company allows the application to be accessed over the internet by maintaining servers, databases, and software. The users can access the software from anywhere in any device."
Article | June 30, 2021
While cloud computing technology is already at the matured stage, many organizations have recognized its extensive benefits and begun integrating it to achieve their business goals. According to Markets and Markets, the global cloud computing market size expects a hike from USD 371.4 billion in 2020 to USD 832.1 billion by 2025, at a Compound Annual Growth Rate (CAGR) of 17.5%. Thus, by adopting cloud computing technology continuously in various sectors, businesses are paving their route to success. Although the last year was challenging for marketers due to the global pandemic, the widespread vaccination drives are reopening some industrial sectors, contributing to improved marketers' confidence this year. Marketing or, better to say, digital marketing is one of the prime verticals to reap maximum benefit by integrating with cloud computing technology. We know how the cloud serves extensive benefits to businesses and trends in the technology market. Cloud computing and marketing can jointly make the organizations future-ready and drive tremendous business growth. The combination can considerably change how organizations can improve their marketing strategies.
This article will elaborate on the benefits of integrating cloud computing with digital marketing and how this exclusive collaboration works for business growth.
Top benefits of Cloud Integration in Digital Marketing
By integrating cloud services into digital marketing, several organizations of all sizes can succeed and enhance their versatility. Cloud computing democratizes the platform, allowing businesses to gain traction and collaborate easily. Marketers also appreciate the flexibility of the cloud, which allows scaling with fluctuations at any point in time. As per Skyhigh’s research, the cloud can help companies with collaborative tasks, file sharing, content sharing, and data security. The average employee uses 36 cloud-based services in their daily schedule. Integrating cloud computing and marketing strategies, small enterprises can compete with industry giants, save costs, improve productivity, and streamline workflows.
Easy Data Accessibility
In the modern world, data is king. When you promote your products and services online, you are not communicating with your target audience in person; hence, you need to find a more brilliant way to learn about your target market. The experts at Outreach Monks say the ideal way to drive decisions from the target audience is by thoroughly knowing them. When you have essential customer data, you see the demand of your target audience and their expectations from your products or services. Thus, you may track and store much data captured from the surveys, questionnaires, events, advertisements, etc., and monitor their interest. However, manual efforts to store and organize all of this information can be laborious and time-consuming. A cloud data center offering cloud computing services for marketing makes it easy to store, manage and access your data, making remote work possible. The cloud allows you to improve collaboration and communication both within the team and with clients. Additionally, the risk of data loss is negligible.
As compared to the legacy data storage method, cloud computing allows more cost-savings. As a marketer, when your primary focus is minimum investment, a collaboration of cloud computing and marketing techniques is the best choice for you. As saving cost is one of the primary motives, with cloud computing, you no longer need to set up and pay for expensive infrastructure, hardware, or licensing fees to store the crucial marketing data. In addition, you have the option to automate the processes and improve efficiency and save time. Hence, cost-efficiency is a direct benefit for enterprises that trust the cloud for their digital marketing strategy.
Enhanced Data Analytics
Marketers have a vast collection of actionable, real-time customer data in-store. However, arbitrary data is not helpful unless marketers have the correct tools to analyze and extract valuable insights. The marketers can leverage cloud-based data analytics tools to track leads, evaluate new marketing channels with negligible risk, and determine the fundamentals of marketing strategy that is the best suite for the target audience. Further, with SaaS platforms like cloud-based CRM applications, it is easier to keep track of the needs of prospects and customers. Based on a survey by Fortune Business Insights, the global cloud analytics market size recorded USD 13.15 billion in 2018 and is estimated to reach USD 72.40 billion by 2026, at a CAGR of 24.3% during the forecast tenure.
Valuable Insights for Engaging Content
Apart from providing information about the target audience, the cloud-empowered data analytics tools also serve vital insights on the content to attract prospects. Marketing content is the key motivational factor behind inbound marketing that engages the audience and helps them decide whether or not to purchase products or services. Hence, ensuring the quality of marketing and business content is the route to client engagements and conversions. Cloud-based data analytics tools help you recognize the best-performing content and provide information about the customers' interaction with that particular content piece. Further, it can also identify strategic modifications made by the marketers to attract more customer attention. In addition, the power to effectively analyze and utilize the insights helps in effective decision-making.
Expands Inbound Marketing Tactics
Along with the content, social media engagement is amongst the most vital elements of the marketing strategy. The popular cloud-based platforms such as Facebook, YouTube, Twitter, and Instagram serve massive scope for empowering inbound marketing. Since these platforms are the receiver of massive user traffic every day, they prove to be the best tools for expanding the business reach. Thus, you get an opportunity to amplify their products and services through digital marketing with the adoption of cloud computing.
Efficient Time Management
The cloud computing tools allow you to control content and deploy strategies without any dependencies on other departments, allowing you to save time. As a result, cloud computing and marketing jointly help you improve processes, streamline the operations, stay focused and implement strategies more rapidly. Because, once you reduce the departmental interdependencies, implementing marketing plans and goals becomes more manageable. Additionally, the cloud-based systems have a nominal learning curve, and hence it cuts down the extra time taken for training new joiners. Thus, the automation of marketing operations empowers you by saving time. As a result, you can now shift your efforts to the other critical aspects of the business.
Improved Data Security
Cloud computing helps to provide a secured environment for digital marketers. Every piece of customer data that your digital marketing team stores is crucial, and you cannot afford to lose it. By integrating cloud computing and marketing, you can eradicate the chances of data loss, and thus, data security has greater significance towards your business growth. According to Salesforce, 94% of businesses experience significant online security improvements after shifting their data to the cloud. Data security and reliability matters when dealing with customer information. Otherwise, you may lose your customers' trust impacting the reputation of your business. Cloud services allow your organization to manage your customers' data, and it is critically important to maintain synchronization with data privacy regulations and compliance. Salesforce also attests that a massive 91% cloud helps to deal with government compliance requirements.
For the digital marketing process to work perfectly for your business, you have to use multiple tools concurrently with specific techniques. These tools may comprise PR marketing, email marketing, digital advertising, web analytics, and many more. You may also look forward to connecting with the right influencers to have maximum impact on your target audience. However, you may lose out time in the process. Thus, cloud computing and marketing collaboration requirements arise where cloud computing can help you streamline productivity using these techniques. It can help identify and reach the right influencer by saving your time to improve your customer reach.
Brings in Innovation
Marketers get exposure to several new marketing tools for enhanced accessibility, processes, and analytics when they integrate cloud computing and marketing. These tools effectively save time and energy, resulting in more bandwidth to focus on innovation. Now, you can have more time to research the target audiences, understand their interests, and spend more time creating innovative campaigns to connect with the customers. As a result, you can expand the reach of the business. By default, innovation in marketing positively impacts sales and drives comprehensive growth for the organization.
Why are Marketers inclined towards controlling their data?
The COVID-19 pandemic toppled traditional means of doing business and communicating. The recent CMO survey reveals that 72% of the marketers report that the significance of marketing has increased during the pandemic year. Thus, controlling customer-critical data to churn it into valuable insights is the priority for marketers. With the adoption of innovative and advanced techniques such as cloud computing services for the marketing landscape, they find practical solutions to utilize their data for the dynamic trends of the marketing world. Ever since Big Data has attained global focus, it has attracted marketers- big-time. It can provide valuable insights for solutions to all kinds of business problems. Today, data is the key to tap success in the business and marketing world.
In a Nutshell
When two of the intrinsic departments (Marketing and IT Departments) of your business team up, success is inevitable. Undoubtedly, several long-lasting benefits come from integrating cloud solutions with your digital marketing strategy. However, the incorporation may require an initial investment by your organization, yet its outcome is worthwhile. Therefore, businesses today should completely utilize the opportunity to mix cloud computing and marketing to design effective digital marketing strategies. The best tactic is to leverage cloud-based apps to help assess and optimize marketing strategies to place the right content in the proper forum and comply with all the rules and regulations. In a recent interview with Media7, Eric Sleeth, Senior Marketing Manager at Veriday, said, "With the battles and changes around privacy legislation, advertising, and cookies, there will be a major upliftment that all organizations need to go through to learn new technology and tactics to adapt to these changes."
What is Cloud Computing and Marketing?
Integrating cloud computing services with digital marketing is an innovative step to empower marketers to utilize advanced technology and innovate their marketing strategies. The combination of cloud computing and marketing can help to upgrade the marketing strategies of an organization. Moreover, it also offers easy data accessibility, flexibility to scale, price management, valuable marketing insights, security, time efficiency, and innovation.
Is cloud computing and marketing effective for small businesses?
Cloud computing provides a robust platform for all sizes of businesses, allowing them to engage with a wide range of prospects, and grow marketing resources at the same pace. It equalizes the opportunities so that small businesses get identical exposure as their large-scale peers. Hence, cloud computing and marketing are equally effective for small businesses as the industry giants.
How can cloud computing help to connect with the target audience?
For marketers, the cloud is an all-inclusive, ready solution, which provides on-demand services to marketers. It provides valuable data analytics which helps to understand the needs and demands of the target audience. It also offers insights on effective content that attracts the customers and allows the marketers to improvise their strategies to reach prospects.
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"text": "Integrating cloud computing services with digital marketing is an innovative step to empower marketers to utilize advanced technology and innovate their marketing strategies. The combination of cloud computing and marketing can help to upgrade the marketing strategies of an organization. Moreover, it also offers easy data accessibility, flexibility to scale, price management, valuable marketing insights, security, time efficiency, and innovation."
"name": "Is cloud computing and marketing effective for small businesses?",
"text": "Cloud computing provides a robust platform for all sizes of businesses, allowing them to engage with a wide range of prospects, and grow marketing resources at the same pace. It equalizes the opportunities so that small businesses get identical exposure as their large-scale peers. Hence, cloud computing and marketing are equally effective for small businesses as the industry giants."
"name": "How can cloud computing help to connect with the target audience?",
"text": "For marketers, the cloud is an all-inclusive, ready solution, which provides on-demand services to marketers. It provides valuable data analytics which helps to understand the needs and demands of the target audience. It also offers insights on effective content that attracts the customers and allows the marketers to improvise their strategies to reach prospects."
Article | April 1, 2020
Internet is flooded with memes about Earth being closed due to one of the biggest pandemic of the 21st century: COVID-19. While the world is hell-bent in trying to push back on novel coronavirus, Cloud Computing firms could emerge as a prominent and strong key player in this battle.With large-scale industrial shutdowns, public lockdown taking place around the globe to contain virus spread, work from home has gained more importance than before. As people are caught up in a dilemma about what to do indoors other than connecting with family, they do forget how blessed they are than they were a decade ago. While Netflix gives us the much-needed respite, cloud computing and storage have enabled video conferencing, e-commerce shopping, remote project collaboration, gaming, online classes, editing, etc.The remote data storage and processing services provided by Amazon, Microsoft Corp, Google, etc. act as an essential link for people to connect with workspace online. More companies, firms connecting online means more data, along with the pre-existing data about COVID-19 to ease research in the drug industry, trace origins of the virus, etc. As a result, to address growing storage issues, cloud computing saves us again. The cloud allows data interoperability in a scalable, cost-efficient manner by, data collection, processing, analyzing, and sharing across platforms.
Article | February 10, 2020
With the huge amounts of data in all fields, a future in the cloud is imperative to help deal with this explosion of data, especially in the field of intelligence technology. This is the reason why the US Central Intelligence Agency is updating its cloud technology. The agency has recently released a draft request for proposal for its Commercial Cloud Enterprise contract.The C2E tens of billions contract will be a multi-award commercial cloud computing contract with a five-year base period and two five-year options for a period of performance of up to 15 years, according to nextgov.com.In a March 2019 presentation by the Directorate of Digital Innovation, a division of the CIA, the department outlined its vision for C2E. It would be broad and include infrastructure, platform and software cloud services supporting a broad range of users, with a variety of security clearances and a worldwide presence, as reported by techcrunch.com. The principal C2E Program objective is to acquire cloud computing services directly from commercial cloud service providers with established records for innovation and operational excellence in cloud service delivery for a large customer base,the department stated in the presentation.Apparently, the agency prefers to avoid all the attention that the Pentagon’s JEDI cloud procurement process got, and quietly go about its business.