Pricey SaaStr: What are some greatest practices for promoting a brand new product/service to your present SaaS shoppers?
First, be sure your NPS is excessive. And drive it even greater.
Right here’s the underside line: in case your NPS is say > 40 or so, a good portion of your prospects love you. In case your NPS is say > 60 or so, a ton of your prospects love you.
Companies are searching for options to their issues.
If a enterprise’ very favourite vendor has one other answer to a different of their issues — they’ll need to have a look. You’ll truly be doing them a favor:
- They’ll take the decision.
- They’ll attend the webinar.
- They’ll learn the e-mail.
But when your NPS is low, they received’t.
So my #1 greatest apply is get your NPS up. Then, mainly any strategy will work. Name. E mail. Weblog. Tweet. Have buyer success do a gentle promote. Have gross sales do a tough sale. It can all work — to the phase of your prospects that actually love you.
And in case your NPS is low, phase it. And attain out to not the purchasers you assume are pleased — however the ones which have instructed you they’re. Those that say they’ll suggest you to others.
Second, be considerate about promoting merchandise to totally different stakeholders at your present prospects.
Nearly each SaaS founder I do know and who has spoken at SaaStr has stated simply now laborious it’s to promote right into a new stakeholder as a buyer. If the CMO already buys from you, e.g., it’s quite a bit simpler to promote her extra merchandise than to promote a CRO to whom you don’t have a relationship with a brand new product. It may be accomplished, however it takes much more time, cash and power. It took HubSpot years to penetrate CRM/gross sales even after constructing deep relationships with entrepreneurs.
Spencer Skates, CEO of Amplitude, has an important deep dive right here on that matter. It was his #1 mistake going multi-product: