Every founder says, “Let’s do what Adam does”.

But what does he do?

He runs 2 SaaS companies:

Retention.com at 22 million ARR

RB2B at 1.35 million ARR

He implemented a freemium strategy and bootstrapped RB2B to 1.35 million ARR within 17 weeks of launch.

The freemium strategy = RB2B is 100% free forever for some users.

In the beginning, this cost him.

He got 3000 users in a couple of weeks.

How many of them were paying customers?

Just 15.

What did he do to recover?

Did this strategy work?

How does he even make money if his product is free forever?

How sustainable is this pricing model?

He answers these and more in our latest TL;DR episode.

He’s THE most requested guest!

If you’re into SaaS, don’t miss this.

It’s not every day you hear a SaaS leader talk about their 💲strategy.

Btw, did you know what company inspired him to follow a freemium strategy?

Hint: It’s an email automation platform

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95 leads from 15-20 BoFu articles? No one….except @Lashay Lewis.

What did @Lashay do differently differently?

1. Spoke to the teams involved in creating these blogs: Product, Marketing, Sales, and CS.

2. Didn’t stop at the blogs. She turned those insights into Comparison pages. (rarely do companies do this)
   

She pulled it with 0$. And no new tool. (Just used @Ahrefs for keyword research)

How many people did it take? 2 - just her and another content marketer.

Feels too unrealistic? Good, watch the podcast and know her exact process.

This episode is for those who think:

1. SEO is dead

2. Content marketing is dead

3. Marketing is dead (and can’t get good leads)

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The most common question founders/marketers ask me: “How to get G2 reviews?”

I didn’t have the right answer until this episode with @Nick Bennett.

Co-founder of @TACK and @ClubPF He drove 83 #G2 reviews in 3 days at 0 cost!

Here’s how:

1. He made a list of users who filled out an MPS survey in the last 90 days.

   (He emailed 310 folks.

   I did the math: He got a frickkin 24% conversion rate 🤯)

2. He shot them an email. Of course, no mass emails or AI-generated ones. (The message was very simple and playful.)

   
   

Yep, that’s it. He waited for people to send him a screenshot of proof. And so many did!

This seems too easy to be true. The key here isn’t in the steps but in the nuances.

For example, what’s the message you need to send? Can you offer something in return? Should you only target users who rated you highly in the MPS survey?

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Ryan and I work in ad agencies.

Refine Labs & Spear Growth.

We’ve audited 100s of Google ad accounts.

So, we decided to turn this TLDR into a discussion.

Note: This episode is not for beginners.

We share examples of our clients’ campaigns including some of the coolest experiments we’ve run.

We especially focus on how we've reduced CAC.

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5k/month ad spend = ?? pipeline

Ryan generated 700k in pipeline 🤯

This wasn’t always the case.

His client had been running Google ads for the last 12 months.

They got 900 leads!

Guess how many converted?

Then, Ryan (Senior Performance Marketing Manager at Refine Labs) took over.

They had a limited budget, so he set up 5 tight campaigns.

For the first 3 months, nothing really worked.

Then, 5-figure deals started coming in.

All through non-branded keywords in Google ads.

What did he change?

A lot.

Things didn’t work.. till something did.

In this case, setting up audiences for search worked.

He was able to target B2B users much more accurately.

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Every B2B SaaS company has a podcast. 🎤

You get a subject-matter expert.

They talk for an hour on topics that interest your ICP.

Your brand grows.

It’s a win-win for all.

Yet 48% of the audience leave the podcast mid-way.

Why?

They want the meat of the podcast ASAP.

1 hour is a long commitment.

Madhav (Head of Marketing) was quick to realize this.

He experimented with something new.

He created a 5-min video series on LinkedIn, Youtube and Meta.

He cuts the fluff and asks 5 questions.

Each of these ties to their product in some way.

Why does this work?

1.⁠ ⁠Low penalty of consuming bad content

2.⁠ ⁠Caters to low attention span

3.⁠ ⁠Easily sharable

Results?

100x more views!

These consumable bites are 🔥

In 9 weeks, they saw an increase in the sales pipeline!

He explains his entire strategy in 37 min.

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You spend $$ on paid media.

Yet your landing pages don’t drive pipeline.

Where are you going wrong?

We asked the OG Tas Bober and she answered.

(Her answers compel you to rethink your entire strategy)

Unless you’re living under a rock, you already know who she is.

In case you don’t, she consults B2B SaaS companies on their landing page and paid ads strategy.

She talks numbers and drives results.

Her clients see 2-3x conversions on their landing pages.

She applies a few B2C CRO principles to B2B.

Want to know how her conversion framework?

Listen to the podcast.

I guarantee you won’t look at your landing pages the same way.

I was constantly scribbling notes on this podcast.

You will too!

Especially, if you’ve a difficult ICP:

DevOps, Security Teams, Engineers

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Only 5% of your ICP is in-market.

95% aren’t even aware of your category.

How do you generate demand for such a big chunk?

We asked and Madhav (Head of Marketing at Storylane) answered.

He is in this exact situation.

He is generating demand for a category that’s brand-new.

His goal?

Go from 1 to 10 million ARR.

He figured out 3 demand-gen strategies that work wonders:

1. Capture existing demand from an adjacent category.

2. Hang out where the customer is

3. Build on insight-led content

   
   

Madhav breaks down all 3 strategies in the podcast.

Know the best plan of action for demand gen.

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