Growth Hacking b2b SaGrowth Hacking: 21 Actionable and Unique B2B SaaS Growth Hacks You Can Test Today

Growth Hacking: 21 B2B SaaS Growth Hacks to Test Today
A guide by SaaS Marketing expert and Growth Hacker Lincoln Murphy of Sixteen Ventures
What is Growth Hacking?

Growth Hacking is not tactics, techniques, or even strategies. More than anything, its a mindset of understanding customer and user behavior as well as market dynamics and whats technically possible or should be and using your imagination to make it happen.
Copyright 2013 Lincoln Murphy. All Rights Reserved.
Growth Hacking Tactics vs. Marketing Strategy
Whats included here are tactics and - while everyone loves tactics - if they dont make sense within your very well thought-out SaaS marketing strategy, you should probably not implement them, right? In fact, you should also probably make sure you have a well thought-out SaaS marketing strategy, too.
Do these hacks work? Got examples or results?

Some of these growth hacks Ive used and have seen a big impact others are just ideas I havent implemented yet but might if the occasion arises and some are just crazy ideas that I think would work if the situation is right. Im not gonna tell you which ones are which so use your imagination and a good bit of caution. Im also not going to show you live examples of what Ive implemented or give you results. You see, Ive helped my clients with these tactics and theyd like a little bit more time out in front of you.
The Goal of this Presentation on Growth Hacking
The goal is to get you thinking in the right direction, thats all.
http://sixteenventures.com
Growth Hacking Presentation Source
This presentation is based on my epic SaaS Marketing: 21 Growth Hacks to Test Today post... you can nd a lot more detail on the techniques and ideas presented here: http://sixteenventures.com/saas-marketing-growth-hacks
Growth Hack #1: Back Fill Data for Fun and Prot
This is 2013 and data is more pervasive and easier to get than ever before. Why not auto-ll as much as possible for your customers surprise them with how easy things are for them to get going. Auto-ll and then let them correct/update/etc. Not doing this in this day and age is just lazy Example: A SaaS CRM that automatically adds demographic information to customers as theyre added.
Copyright 2013 Lincoln Murphy. All Rights Reserved. http://sixteenventures.com
Growth Hack #2: Dedicated Widget Landing Pages

What if you thought real hard about how you could leverage that logic payload as the truly viral marketing scheme that it is? Well, rst you might treat it like an actual marketing campaign, meaning you would send people to a dedicated landing page from your widget. Tons of SaaS companies have widgets that their customers embed on their websites, and most of those have links back to their sites, right? Okay. Well, the problem is most companies just link back to their main marketing site.
Growth Hack #3: Powered By Ego!

Im sorry, but powered by is just stupid its time to get a real Call to Action (CTA). Powered by is all about ego its all about you.. Make it about them. Maybe in 2003 Powered by was ne because technology was all ooh neato. but now its like WTF is in it for me? Seriously, even the grand-daddy of em all Hotmail, way back in 1996, had an actual CTA: Get your free email at Hotmail
Growth Hack #4: Aggressive Widgets

IWhat if we really, really really used Widgets to our advantage!?!? What could we do. Well, how about instead of sending people who click on Powered by to a landing page (you wont do that, right? See #3), get em to sign-up or learn more right there in the widget. Maybe dont do this with your paying customers (or do I dunno), but if the idea behind all these people out there using your stuff for free is viral expansion and spreading the word, then its up to you to make that happen.
Growth Hack #5: Retargeting Widget?
Maybe put a retargeting pixel in the widget. Too much? Okay, put it on the landing page or in the sign-up/more info screen in the widget (see #2 and #4 above) If they showed interest, dont let em go that easy!
Growth Hack #6: Thank You for Missing Opportunities

We know that businesses that have a mailing list and let folks opt-in to that list often miss the opportunity presented by the thank you page. They dont generally customize this or use it for up- or cross-sells or to engage further. Unfortunately, the opportunity missing also happens with the Email Marketing companies themselves. Are you being aggressive enough on default Please Conrm pages and emails to ensure that the person signing-up for the list knows they can and should sign-up for your Email Marketing app?
Growth Hack #7: Tweetactional Messages?

Due to GMails recent changes, something to test is taking their Email Address, nding their Twitter Handle (several ways to do this), and then tweeting transactional messages / reports to them as well as sending them an email. Of course, you could also ask them for their Twitter handle or get them to login via Twitter, too. Whatever. If youd like to be less aggressive, you could simply use Twitter to remind them to check their email because you sent them their weekly activity report!
Growth Hack #8: Help Them Help You

If you push content to 3rd party sites lets say you make it super easy to share videos from your app via YouTube optimize that output to send trafc back to your site and to be found via search. Remember, Youtube is basically the 2nd largest search engine out there, but even more, since its a Google property, videos show up in Google search engine result pages (SERPs). So even if people arent searching directly on Youtube, they might be searching on Google, nd the video, see your URL in the description or annotation, click the link to hit your landing page, sign-up for your app, and pay you.
Growth Hack #9: Well Do it For You For a Fee
After your users do a few things by hand, show em an offer to do it for them. Take FriendOrFollow for example, I can either click individual followers to unfollow them or I can subscribe to their service and unfollow everyone in one fell swoop. Once the user has unfollowed 25 people by hand, for example, remind them that they can easily and quickly unfollow everyone that doesnt follow them back with just ONE click for only $9.99!
Growth Hack #10: Break Stuff!

If you gure out that most people that become paying customers have at least one interaction with your Customer Support team, it might make sense to get more people to interact with your support team, right? You could cause a problem that requires them to contact support. You can either let them contact support oryou can use that to reach out proactively and x the problem. It might help to do this after theyve reached a certain milestone or Common Conversion Activity (CCA) during the Free Trial.
Growth Hack #11: Orchestrated Virality

If you think viral expansion has no place in B2B SaaS apps and they cant go viral thats ne. Disagreeing with me in this case doesnt hurt me, it hurts you. Need I point to super-successful companies like Box and Yammer that have proven that internal, highly-orchestrated virality is not just possible but the key to inltrating and locking-down Fortune 500 very B2B customers? Consider internal virality that can be orchestrated inside of companies (peer to peer, up and down the chain of command, etc.), between trading partners, from customer to vendor and vice versa, etc.
Growth Hack #12: Turn Negatives into Positives
Tell your users and customers something in a positive way rather than your typical negative speak. Instead of 18 people unsubscribed from this campaign maybe say something like You had 82% subscriber retention on this campaign. Be nice to people.
Growth Hack #13: Eliminate Dead Ends

But dont just tell people something, though. Tell them what to do next. Tell them why this information youre giving them matters. You had 82% subscriber retention on this campaign. Click here to nd out how to keep even more subscribers next time! Ask this about everything you send to your users / customers right now: what can they easily do with this information? If its not obvious or easy x that.
Growth Hack #14: Personal Follow-up
This is simple when someone signs-up for your app, send em an email and say that you saw they signed-up and ask them an open-ended question to start a conversation. You can do this by hand or it can be automagical but it can result in a huge boost in engagement and conversions. Some people dont like to do this with automation, but I say automation isnt meant to replace human interaction, it just allows you to do what youd do by hand if you had unlimited time and resources.
Growth Hack #15: Reactivation Nation!
In addition to simply sending an email to try to get customers to come back and try your stuff again, you can reactivate Free Trials that didnt convert as well as former / deactivated users another way. Leverage email pre-targeting and retargeting There are ways to use an email address to target social media users as well as more traditional ad retargeting by using their email address.
Growth Hack #16: Capitalize on Understanding Social Capital
The reality is most apps ask people to share the app with their friends way too early in their relationship. People dont know, like, and trust you yet, and youre asking them on step 3 of your Free Trial sign-up to share your app with their colleagues. Lets talk about Social Capital and youll understand why that doesnt work. One of the simplest things you can do is remove the invite a colleague thing from the initial engagement process in your Free Trial.
Growth Hack #17: IRL Gifts
Send em something in real life a gift; ideally something that helps them do more with your product, faster. But know the difference between a gift and a reward. A gift is delightful and unexpected. A reward is a quid pro quo like sign-up and activate your account and well send you a t-shirt rewards have their place, but gifts mean more. Physical Welcome Packet, a book, a t-shirt, etc.
Growth Hack #18: Stop Wasting Real Estate
Theres an epidemic of wasted real estate in SaaS apps that could be used to drive conversions, viral expansion, etc. Think about post-signup / login pages, introducing interstitials into the mix, various screens in-app, forgot your password pages even the postLogout Page.
Growth Hack #19: Help Page Offer
If you have a survey at the end of your help page, when someone says yes, this was helpful have a CTA for a One Time Offer (OTO) or to spread the word. If you power (remember dont do that, see #3 above) help pages/ systems for SaaS vendors, consider helping them make this happen. You instantly become MUCH more valuable in the process.
Growth Hack #20: Project-Thinking is Hurting your LTV
LTV is Customer Lifetime Value and it is the amount of revenue your customer will pay you while theyre a customer. The longer the customer lifetime, the higher the LTV. Makes sense, right? Well if your customers come in for short-term projects, they might not stay that long, giving you a low LTV. So, if you have a project-oriented customer-base maybe you have a Project Management system you have to educate them on *other* ways to use your SaaS so theyll continue to beyond the project they came in for.
Growth Hack #21: Dynamic Entry Points

Web Apps havent changed much (see #1 above) since they were created, and few are truly taking advantage of what that web-centricity (network effect) really means. Everyone who enters your app for the rst time comes in through the same process They have the same experience, even though they came in with different intent, from different sources, etc. Your dynamic web app is doing nothing to serve the dynamic nature of your audience.
Growth Hack #21: Dynamic Entry Points
Growth Hack #22: (Bonus!)Use your imagination!
What we call Growth Hacking today, and what its been forever and what itll be later Marketing isnt just about tactics. Tactics change. Tactics are different for every situation. No, its about a mindset of understanding customer and user behavior as well as market dynamics and whats technically possible or should be and using your imagination to make it happen. There are no rules here just a way of thinking about stuff.
Growth Hack #23: LetsOptimize your SaaS Sales Funnel
Get your SaaS Sales Funnel Optimization Review and Ill help you start converting more customers fast!
Growth Hacking Presentation Source
This presentation is based on my epic SaaS Marketing: 21 Growth Hacks to Test Today post... you can nd a lot more detail on the techniques and ideas presented here: http://sixteenventures.com/saas-marketing-growth-hacks
Thank You!
Lincoln Murphy Sixteen Ventures lincoln@sixteenventures.com http://sixteenventures.com @lincolnmurphy


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Growth Hacking: 21 B2B SaaS Growth Hacks to Test Today

What is Growth Hacking?

Copyright 2013 Lincoln Murphy. All Rights Reserved.

Growth Hacking Tactics vs. Marketing Strategy

Do these hacks work? Got examples or results?

The Goal of this Presentation on Growth Hacking

Copyright 2013 Lincoln Murphy. All Rights Reserved.

Growth Hacking Presentation Source

Copyright 2013 Lincoln Murphy. All Rights Reserved.

Growth Hack #2: Dedicated Widget Landing Pages

Growth Hack #3: Powered By Ego!

Copyright 2013 Lincoln Murphy. All Rights Reserved.

Growth Hack #4: Aggressive Widgets

Growth Hack #5: Retargeting Widget?

Copyright 2013 Lincoln Murphy. All Rights Reserved.

Growth Hack #6: Thank You for Missing Opportunities

Growth Hack #7: Tweetactional Messages?

Growth Hack #8: Help Them Help You

Growth Hack #9: Well Do it For You For a Fee

Growth Hack #10: Break Stuff!

Growth Hack #11: Orchestrated Virality

Growth Hack #12: Turn Negatives into Positives

Copyright 2013 Lincoln Murphy. All Rights Reserved.

Growth Hack #13: Eliminate Dead Ends

Growth Hack #14: Personal Follow-up

Growth Hack #15: Reactivation Nation!

Copyright 2013 Lincoln Murphy. All Rights Reserved.

Growth Hack #16: Capitalize on Understanding Social Capital

Growth Hack #17: IRL Gifts

Growth Hack #18: Stop Wasting Real Estate

Copyright 2013 Lincoln Murphy. All Rights Reserved.

Growth Hack #19: Help Page Offer

Copyright 2013 Lincoln Murphy. All Rights Reserved.

Growth Hack #20: Project-Thinking is Hurting your LTV

Growth Hack #21: Dynamic Entry Points

Growth Hack #21: Dynamic Entry Points

Copyright 2013 Lincoln Murphy. All Rights Reserved.

Growth Hack #22: (Bonus!)Use your imagination!

Growth Hack #23: LetsOptimize your SaaS Sales Funnel

Copyright 2013 Lincoln Murphy. All Rights Reserved.

Growth Hacking Presentation Source

Copyright 2013 Lincoln Murphy. All Rights Reserved.

Lincoln Murphy Sixteen Ventures lincoln@sixteenventures.com http://sixteenventures.com @lincolnmurphy

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