SaaS Product Marketing - 5 Best Practices To Boost Customer Acquisition

Did you know that the SaaS market will generate $282.20 billion in revenue in 2024 and is projected to reach $374.50 billion in 2028, according to Statista?

While most SaaS companies implement AI in every possible segment of their business, SaaS product marketing has a lot of potential, but only a few use it properly.

A few question arises:

• What is SaaS product marketing? 
• How does it differ from traditional marketing? 
• And most importantly, how does it help your SaaS business?

In this post, I'll provide an overview of SaaS product marketing and its components.

So, stay tuned!

What is Product Marketing in SaaS?

SaaS product marketing is the process of introducing your SaaS product to the market. 

It's about promoting and selling SaaS products and services to gain new customers and build your brand in the industry.

This type of marketing focuses on defining your product's position, message, and competitive edge. 

It also supports sales and marketing teams in aligning their efforts and aims to generate and capitalize on business opportunities.

SaaS Product Marketing vs Traditional Marketing

Traditional product marketing focuses on acquiring customers, while SaaS product marketing combines both acquisition and retention efforts. 

This ongoing process significantly impacts SaaS product growth.

SaaS product marketers are experts in your product.

They understand every detail of your product, and like all product marketers, they are positioned between the product and marketing teams, having deep knowledge of product benefits.

Here are more concrete characteristics of SaaS product marketing:

• Relies on the product as the primary acquisition engine, often through free trials or freemium models(using product-led content techniques)
• Develops messages and positions for products and services.
• Drives product growth by guiding users through all stages of the funnel journey compared to traditional marketing.

To put it more into perspective, check out the difference between the funnels they cover to understand it better:

SaaS product marketing demands more effort but provides much better long-term results.

So, how to implement SaaS product marketing?

5 Best Practices for SaaS Product Marketing

1. Have a Pre-Launch Plan

In SaaS, the sales process doesn't end when a deal is closed. 

It's essential to keep customers satisfied and engaged as your product and the market evolve. 

Here's where you and your team need to define why your product stands out in the SaaS market. 

You'll likely spend time researching competitors, understanding the market better, and crafting the perfect strategy. 

Here's a simple checklist to ensure you're heading in the right direction:

• Product Positioning: Define what makes your product unique and how it fits into the market.
• Competitors & Alternatives: Research competitors and alternatives to understand your product's competition.
• Customer Persona: Create detailed profiles of your ideal customers.
• Customer Journey: Map out the journey your customers take to identify opportunities for engagement.
• Budget, Goals & KPIs: Set clear budgets, goals, and key performance indicators to measure success.

Tactics & Channels: Identify the marketing tactics and channels you'll use, such as content marketing, social media, email, video, SEO, and ads.

Your marketing content should encourage customers to explore your product continuously.

2. Bring New Users Continuously

Product marketers utilize their understanding of the product to craft messaging and content that encourages conversions at every funnel stage. 

This ongoing onboarding process ensures sustained growth for the SaaS business, continuously replacing leaving or transitioning customers.

A great practice for this is by utilizing content marketing and case studies/success stories.

There are many success stories showing how content marketing benefits SaaS companies by bringing in consistent traffic and leads.

The same as we did for the SaaS AI tool.

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To achieve similar outcomes for your business:

• develop a content plan based on data, 
• set SMART goals, 
• study your competitors' content, and 
• decide on the topics and formats you should focus on.

Or you can ask our team for some tips to help you increase the number of qualified leads.

3. Boost Existing User Adoption

After your user signs up for the free trial, that's just the beginning. 

Product marketers go further by actively engaging users to boost adoption. 

They might highlight features tailored to their niche or role, drawing users deeper into the product experience, etc.

A good practice to convert them easier is to gather customers' feedback.

How do we put that into practice?

Ask your customers for feedback regularly and use it to improve your product and marketing plans. 

Positive reviews and success stories can draw in new customers, while constructive feedback helps you fix any issues and enhance your product.

4. Lower Churn Rate

Product marketers closely monitor the customer journey to help customers thrive with the product and renew their subscriptions. 

They're good at understanding and identifying what their audience needs and offering fitting solutions at every step. 

This strategy fights against losing customers and ensures your business keeps earning steady revenue leading to increased ROI.

Here are a few steps to put into practice and apply within your business:

• Employ tooltips to encourage customers to use features and interact more
• Customize the onboarding experience to boost how long customers stay with you
• Guide new users through your SaaS product with an interactive tour
• Empower customers to find answers themselves with self-help options
• Keep users engaged through in-app notifications
• Address negative feedback from non-satisfied customers and see how to make them happier
• Keep educating your current customers to ensure they stay satisfied
• Re-engage customers through targeted email campaigns

5. Find New Opportunities to Scale Users and Grow

Encouraging customers to upgrade or purchase additional services can boost the value of your business. 

Product marketing teams spot the right moments to promote account expansion. 

It might happen when a customer reaches a certain level of activity or explores exclusive features.

This means understanding not only who your ideal clients are but also what they're searching for and whether they're aware of your product. 

Effective SaaS marketing can adapt to current industry trends and the interests of potential customers. 

It's not about changing your product to follow internet trends but rather adjusting your messaging and content based on what's relevant.

While strategies may vary depending on your product or service, these practices are common in successful B2B SaaS marketing campaigns. 

For instance, Spotify introduces features like Spotify Wrapped to keep subscribers engaged, while Wistia uses podcasts and videos to educate consumers. 

Incorporating these tactics, along with others, will help ensure your marketing remains dynamic, sustainable, and beneficial to your business.

Let’s review some great SaaS product marketing examples to generate ideas for your business.

3 Best SaaS Product Marketing Examples To Get Ideas From

Now, let's get into some real-life examples that have achieved remarkable results within the SaaS niche.

1. Notion

Notion implemented a savvy approach to SaaS product marketing by enticing free users to upgrade to paid plans.

They strategically integrate prompts and tips within the platform while users navigate through different sections or templates.

These prompts highlight the additional features and benefits available in the paid version of Notion.

By presenting these prompts during moments of engagement, such as when users are creating new pages or organizing their workspace, Notion effectively educates users about the value of upgrading.

This approach not only enhances user experience by providing helpful tips but also subtly encourages users to consider the benefits of upgrading to a paid plan.

Overall, Notion's strategy effectively targets free users, educates them about the paid features, and increases the likelihood of conversion to paid subscribers.

2. WeTransfer

WeTransfer showed a great approach to SaaS product marketing by targeting free users to become paid subscribers.

They use the loading screens during file uploads to highlight the benefits of their paid version.

This helps users discover the paid features while waiting for their files to upload, preventing them from getting bored and leaving the platform. 

This strategy serves a dual purpose: 

• Educating users about the paid plan and 
• Reducing the likelihood of them exiting the software. 

The messaging is friendly and effective, attracting more potential paying customers who are already engaged with the product. 

This method tackles user churn while aiming to increase paid subscriptions, making it a powerful strategy.

3. Slack

Slack employs a smart strategy in SaaS product marketing, enticing free users to explore premium features.

Even in its free version, Slack offers extensive communication tools, providing users with a robust experience.

During the user's activity, Slack subtly promotes the advantages of its paid plans, encouraging users to explore additional features without disrupting their workflow.

This approach serves to inform users about the benefits of upgrading while maintaining their engagement and reducing the likelihood of them leaving the platform.

The messaging is inviting and persuasive, attracting more potential subscribers who are already invested in the platform.

By seamlessly integrating promotional content and addressing user needs, Slack effectively lowers churn and encourages users to upgrade to paid plans.

Elevate Your Product Acquisition with Product-led Content

Now, you should have a simple understanding of SaaS product marketing and how it works.

Displaying how your product's main features work in real-life situations can greatly enhance your product marketing efforts.

And a great way to achieve that is through product-led content.

If you're interested in implementing post-launch product-led growth to increase your product acquisition and generate qualified leads, we can help.

We used the same principle to help the SaaS AI tool generate thousands of leads and get from 0 to 60k monthly organic traffic.

And we can do the same for you.

Interested to hear about the process behind it?

Schedule a free consultation to hear how we can help you bring hundreds of qualified leads per month through product-led content!

FAQ

How Are SaaS Products Marketed?

SaaS products are marketed through various channels, including digital advertising, SEO and content marketing, email campaigns, social media platforms, and partnerships. Marketers focus on showcasing the unique features, benefits, and value proposition of the SaaS product to attract and retain customers.

How Do You Create a Marketing Strategy for a SaaS Product?

Creating a marketing strategy for a SaaS product involves understanding the target audience, identifying key value propositions, setting clear goals, and selecting appropriate marketing channels. Develop a content marketing plan, utilize customer feedback, optimize pricing strategies, and prioritize customer retention and expansion.

What Is SaaS Product Strategy?

SaaS product strategy involves defining the long-term vision, goals, and roadmap for a SaaS product. It includes identifying target markets, analyzing competition, prioritizing features, and aligning product development with customer needs to drive growth and success in the market.

What Does SaaS Stand for in Marketing?

In marketing, SaaS stands for "Software as a Service." It refers to a software business model where software is cloud-based and gets accessed on a subscription basis. SaaS products are typically centrally managed and offer scalability, flexibility, and cost-effectiveness for businesses.