Return-Path: Delivered-To: andrew@sterlingcal.com Received: from reseller401.webserversystems.com by reseller401.webserversystems.com with LMTP id YL1REy0GNWZFYwcAchKAPA (envelope-from ) for ; Fri, 03 May 2024 10:43:41 -0500 Return-path: Envelope-to: andrew@sterlingcal.com Delivery-date: Fri, 03 May 2024 10:43:41 -0500 Received: from o31.ptr6229.mail.beehiiv.com ([149.72.184.219]:41952) by reseller401.webserversystems.com with esmtps (TLS1.2) tls TLS_ECDHE_RSA_WITH_AES_128_GCM_SHA256 (Exim 4.96.2) (envelope-from ) id 1s2v4V-00230P-1t for andrew@sterlingcal.com; Fri, 03 May 2024 10:43:41 -0500 DKIM-Signature: v=1; a=rsa-sha256; c=relaxed/relaxed; d=mail.beehiiv.com; h=content-type:from:mime-version:subject:reply-to:list-unsubscribe:to: cc:content-type:from:subject:to; s=s1; bh=SmcF8DIJodrpAcmZvD6kgZBCrqIka6TPNRVz6JisCoA=; b=Yqw14+InExvrT58v/HCy3ksqU0IjG+y1Dg8xqGsXZS8YcyC+EoBH3k1JKCrYMrPulh7m jRI5maH0gG0M013d8xTT/U5+stdTvS6cna51CWyE8a3uc7lCXsDutGyfM9b4Mk7QXQMQ8t 5ogpMSvcIQziy1jIoBSErITLEvkQRts1HRzbKdHXve7dx2YIfBMboIX6sbB9JAAEwGdhg0 g8Tl8lm4EfXPEo1WEWTNYnD/e1Y/KZpTOawUjCBNp5m/kqbYhgliImhrf5W6HO0GFU/Blu OBDz11BgUdf6mx4Js2ogQdzEzjUIr+cWaRVUBCo+pc7qO45Mm5FcL4l325MUWSDQ== Received: by filterdrecv-79946f9649-l65mv with SMTP id filterdrecv-79946f9649-l65mv-1-66350620-12 2024-05-03 15:43:28.09664252 +0000 UTC m=+320557.181413763 Received: from MzczMzExMjU (unknown) by geopod-ismtpd-16 (SG) with HTTP id lA5UYhBcQv2RQzwJeWLuJg Fri, 03 May 2024 15:43:28.084 +0000 (UTC) Content-Type: multipart/alternative; boundary=1bb548edece0b2e8c6554ba7fe62314d98e0f352f10618396494e1bfeea6 Date: Fri, 03 May 2024 15:43:28 +0000 (UTC) From: Ryan Allis Mime-Version: 1.0 Message-ID: Subject: SaaS Omnipresence: How to Win In Your SaaS Niche Reply-To: Ryan Allis List-Unsubscribe: =?us-ascii?Q?=3Cmailto=3A8a46fb20-5b78-45e0-ae38-2525b17867ca+1d17dc26-c1df-44e?= =?us-ascii?Q?0-812a-883b6ad5b6bc=40unsub=2Ebeehiiv=2Ecom=3E=2C?= =?us-ascii?Q?_=3Chttps=3A=2F=2Fsaasrise=2Ebeehiiv=2Ecom=2Fsubscribe=2F1d17dc26-c1df-44e0-812?= =?us-ascii?Q?a-883b6ad5b6bc=2Fmanage=3E?= x-newsletter-signup: https://saasrise.beehiiv.com/subscribe x-beehiiv-type: automation_step x-list-id: 8a46fb20-5b78-45e0-ae38-2525b17867ca x-newsletter-id: https://saasrise.beehiiv.com/ Feedback-ID: automation_step:8a46fb20-5b78-45e0-ae38-2525b17867ca:cfa52acda08d1fe x-beehiiv-ids: =?us-ascii?Q?{=22account=5Fname=22=3A=22https=3A=2F=2Fsaasrise=2Ebeehiiv=2Ecom=2F=22=2C=22category=22=3A=22au?= =?us-ascii?Q?tomation=5Fstep=22=2C=22email=5Fgenerated=5Fat=22=3A171?= =?us-ascii?Q?4751007=2C=22user=5Fid=22=3A=228a46fb20-5b78-45e0-a?= =?us-ascii?Q?e38-2525b17867ca=22}?= sId: 8a46fb20-5b78-45e0-ae38-2525b17867ca x-list-owner: X-SG-EID: =?us-ascii?Q?u001=2Esr+Zi4HchtZiAIrGLItAkqAJLamgo33aet=2FuqlkyaJPf=2Fx4cfuqMKIwYl?= =?us-ascii?Q?dAofkCR68C2a3749fFAiIGPJkwLFUULcGP9Msf2?= =?us-ascii?Q?V921+5=2Fzy3fzK7fULpEZG4s2Dix0cVC1YZeUX0B?= =?us-ascii?Q?Lbw92PTkIMEAbb1NGMkcMRbV0bZdICGEbYA01J2?= =?us-ascii?Q?x2fZAUQ+yFIPRcEAIGnw2Izho0tr0z9gwo0mqQ3?= =?us-ascii?Q?TBVljhi4wT+=2F0cS=2FjYB6A89wydzuTwfWTt4QSyI?= =?us-ascii?Q?2yE0?= X-SG-ID: =?us-ascii?Q?u001=2ESdBcvi+Evd=2FbQef8eZF3BpTL9BgbK5wfSJMJGMsmprBgbBeQK=2Fv=2FUCazh?= =?us-ascii?Q?m7BxiXY1aT1Rnn5rubeVVtKbUw6WnOV7aXXsa3h?= =?us-ascii?Q?qivXP2=2FQtyugC5RUlt3xzLFr67lupuSawfoOPr7?= =?us-ascii?Q?opnWDoGIPiPrStsspmEQMkaezg=2Fpzo13d2SLmvB?= =?us-ascii?Q?S4aD5Q3tT0AJ8ECjQoVGh7jDJSqL0eAwSvU8Rcp?= =?us-ascii?Q?dNFz7NXwV7Bu0WaeCJPfeShS=2FSkb98K1JbxkKYz?= =?us-ascii?Q?7fmSdyDGdCVTAT6FakZbx4KqBEBXynKhB7F3zAr?= =?us-ascii?Q?N7QM21g9ZWjDN1ZGAekD8IPht9UjGob4jEjRpQi?= =?us-ascii?Q?yQSWE4XVN3V0i7hhEifC+8TIQ8SOlelg=2FqASeZF?= =?us-ascii?Q?jUPDMTa5C3xxX49kqUPUGjoxZmMOAQXK432jZLM?= =?us-ascii?Q?n+jzbgCBjnpSNawQEzD8kEVaeJeEYFMj+Fmgiz4?= =?us-ascii?Q?G?= To: "andrew@sterlingcal.com" X-Entity-ID: u001.sWV69YT6CipfOgvvxr5vQg== X-Spam-Status: No, score=0.4 X-Spam-Score: 4 X-Spam-Bar: / X-Spam-Flag: NO --1bb548edece0b2e8c6554ba7fe62314d98e0f352f10618396494e1bfeea6 Content-Transfer-Encoding: quoted-printable Content-Type: text/plain; charset=utf-8 Mime-Version: 1.0 View image: (https://link.mail.beehiiv.com/ss/c/u001.iONMcImK8a-Nu11tvHuwRy= 6IuNhWBSU-OefUNG_54MFrp7oQZDQYoJZtF4HjyqrnkzkhEVCZ2wGoWyGWMYi-4YcGLiyKspRbo= 5767Fj5icyiktY2YoJwHTyFw2kifQxRpjxb_yGN_yjiYLlt8Dz8H_XuVJpiRnQlromEMElF5aKD= BDvVkzZpSC5aZl0HSXQjIe239p8oyrnkfzvj9aeTW29-VDjah5ChCvMJCuoF3UudC24ThtnNJlf= jvt6Y-BqvUpjESdJovSx1JnQEZDYIPQZ3gxWylra6qDf8qLIdRIw/461/4UaZqblERXqEm-XJpw= 2sDw/t0/h001.4-IypbBpkVfrtFU5gm5Ev4Zyc-E2GjXvn18oEkFnvLs Follow image link: (https://link.mail.beehiiv.com/ss/c/u001.d1Y1-FGtvkksf5D= -7I1gfdvb1VvSm5a8W0-LVmoN4MC4_xhCeo-nvJ2pa2x_2kyI/461/4UaZqblERXqEm-XJpw2sD= w/t1/h001.fD2D1EgLmgpq24UNN0WpS4jxJeQts_RYitrdpnJQ-UA Caption:=20 Today=E2=80=99s featured article is about how to absolutely dominate your S= aaS niche using retargeting, outbound custom audiences, and lookalike audie= nces. This might be one of the most valuable articles you=E2=80=99ve ever read on= positioning your SaaS firm as #1 in the minds of your prospects, rapidly s= caling up MRR, and increasing your sales conversion rates.=20 If you like it, I encourage you to take one minute and [apply to join our c= ommunity, SaasRise here](https://link.mail.beehiiv.com/ss/c/u001.3RWQk7PsMc= GZFaHJD4ymO9Yhj06TDYx0UZXAf518upgNjHMcqZNvUekeF8uxjg2W/461/4UaZqblERXqEm-XJ= pw2sDw/t2/h001.mUDyRqFg19ffWPcYrOm3ym1p2GNP9LapiK-X8pySIZc We=E2=80=99re bu= ilding the #1 community for SaaS CEOs and founders with $1M+ in ARR. We=E2= =80=99d love to have you in it! I=E2=80=99ll be back in touch next week with even more killer SaaS scaling = content. I=E2=80=99m here to help! All the best, Ryan Allis CEO & Founder, [Saa](https://link.mail.beehiiv.com/ss/c/u001.d1Y1-FGtvkksf5= D-7I1gfZhEIMvX8vXWZQqHB6MecCmGl21IiY_4NdJvnnqfxBSb/461/4UaZqblERXqEm-XJpw2s= Dw/t3/h001.Nao2_js7wloElIV-jQ5gKIXGQFg40mE8zbWGLJuTxhs[sRise](https://link.= mail.beehiiv.com/ss/c/u001.d1Y1-FGtvkksf5D-7I1gfZhEIMvX8vXWZQqHB6MecCmGl21I= iY_4NdJvnnqfxBSb/461/4UaZqblERXqEm-XJpw2sDw/t4/h001.rqozdRYY3V11IfYYSzSWbtc= 18T0OxfHffIos18Cy4LY SaaS Growth & Scaling Community =E2=80=9C_P.S. - __[Apply here to join our weekly SaaS CEO & Founder Gr= owth Mastermind here](https://link.mail.beehiiv.com/ss/c/u001.d1Y1-FGtvkksf= 5D-7I1gfZhEIMvX8vXWZQqHB6MecClL6BdhsE4k4ZqviGkdhecB/461/4UaZqblERXqEm-XJpw2= sDw/t5/h001._EakVvAgfTbvHbz4HjVSvw3xXlOyjf-8vC_WKWB3gUI We meet every Wedne= sday at 11am, 1pm and 3pm ET (three time options)._=E2=80=9C =E2=80=94=20 View image: (https://link.mail.beehiiv.com/ss/c/u001.iONMcImK8a-Nu11tvHuwRy= 6IuNhWBSU-OefUNG_54MFrp7oQZDQYoJZtF4HjyqrnkzkhEVCZ2wGoWyGWMYi-4YcGLiyKspRbo= 5767Fj5icyiktY2YoJwHTyFw2kifQxRpjxb_yGN_yjiYLlt8Dz8HyjSYrnjkjpCivynsmXCLuuI= HapzZRIWSOzjr7_YKAqxv1sa2k4XFpNKLB3FAJeKe1KAxnyfnGGCk1RPyczd23Dq05uSQLl1t8Z= hUPZqoQxA/461/4UaZqblERXqEm-XJpw2sDw/t6/h001.vegvO5MoO_v4t93XvMF1vZkdgpJJks= 7v3hJR7jG29vo Follow image link: (https://link.mail.beehiiv.com/ss/c/u001.d1Y1-FGtvkksf5D= -7I1gfZhEIMvX8vXWZQqHB6MecCmGl21IiY_4NdJvnnqfxBSb/461/4UaZqblERXqEm-XJpw2sD= w/t7/h001.VAJoOqRFpkeYUMVW4wXGq4tObo2VYeu5QQwVs2Rb55Y Caption:=20 ## _**Omnipresence: How to Absolutely Dominate Your SaaS Niche Using Retarg= eting, Outbound Custom Audiences, and Lookalike Audiences**_ _By Ryan Allis, Founder of __[Saa](https://link.mail.beehiiv.com/ss/c/u001.= d1Y1-FGtvkksf5D-7I1gfZhEIMvX8vXWZQqHB6MecCmxjc0KA4j7HFxi-D9AMBQs/461/4UaZqb= lERXqEm-XJpw2sDw/t8/h001.bUYAlyfJFwPzr8GGfgjmD2ozAxcMQLy-2kf8pg5ywLw[sRise]= (https://link.mail.beehiiv.com/ss/c/u001.d1Y1-FGtvkksf5D-7I1gfZhEIMvX8vXWZQ= qHB6MecCmxjc0KA4j7HFxi-D9AMBQs/461/4UaZqblERXqEm-XJpw2sDw/t9/h001.pSdgbEHxU= eM8shs6gmQLyr7g5WaXnfwaCEj1cGDPVUs & Former CEO/Co-Founder of iContact_ =E2=80=9C_**About the author:**__ Ryan Allis was the co-founder and CEO of = iContact and grew the firm to 70,000 customers, 1 million users, 300 employ= ees, $50M per year in sales, and an exit for $169M. He is a three time INC = 500 CEO and today he coaches SaaS CEOs on scaling. Ryan is the founder of _= __[Saa](https://link.mail.beehiiv.com/ss/c/u001.d1Y1-FGtvkksf5D-7I1gfZhEIMv= X8vXWZQqHB6MecClhxw5Qi4HCyZGW8ixF1fqt/461/4UaZqblERXqEm-XJpw2sDw/t10/h001.m= QRXLqa_e9ZDrCaxo7qpstqr8v-ZH9roUpsJMOpiYsg[sRise](https://link.mail.beehiiv= .com/ss/c/u001.iONMcImK8a-Nu11tvHuwRzA0t_5eScHdzFd21xBwIujciBU99UkwnKfWYBWl= T8Jf/461/4UaZqblERXqEm-XJpw2sDw/t11/h001.2vRqWKUsk28gsOrPpV-bazEp2eqFGE64z_= V4ZmA0eoE the mastermind community for growth-focused SaaS CEOs and founder= s with $1M-$100M in ARR. You can ___[apply to join here](www.thesaascircle.= com)___. _=E2=80=9C =E2=80=94=20 Achieving omnipresence online in the minds of your prospects is actually no= t that difficult or expensive. And it can be set up in about one day of wor= k by turning on retargeting ads, outbound sales list custom audience ads, a= nd a customer lookalike list ads. If you=E2=80=99re a B2B SaaS provider, you can achieve omnipresence for aro= und $50 per day in ad spend on LinkedIn, Meta, and Google Display Network. = If you=E2=80=99re a B2C SaaS provider, you can still achieve this, but your= potential audience is larger so it will cost a bit more. Being omnipresent online within your niche is absolutely essential to MRR g= rowth and being respected by your prospects, partners, and potential team m= embers. And it=E2=80=99s really not that hard to appear omnipresent to the 50,000 o= r 100,000 people who might fit squarely within your Ideal Client Profile (I= CP) =E2=80=93 as long as you already have an email list of them to create a= custom audience with or have at least 1000 existing prospects you can buil= d a lookalike audience from. And if you don=E2=80=99t already have this list, you can buy or build it qu= ickly.=20 I define omnipresence as simply this: **at least 25% of your ICP in your ge= ographic target market is seeing one of your ads at least weekly**.=20 If you can make this happen, you=E2=80=99ll see __extraordinary differences= __ in conversion rates, the way prospects treat your salespeople, and the w= ay people talk about your brand in the marketplace.=20 So how do you set your company up to appear omnipresent online? There are 3= Steps to Digital Omnipresence for SaaS companies.=20 Just set the following up over the next few days (it=E2=80=99s maybe 3-5 ho= urs of work total to do a basic v1 setup)=E2=80=A6 1. **Retargeting** - Install retargeting pixels for Meta, LinkedIn, and Goo= gle Display Network and turn on $10/day of retargeting ads to start so that= website visitors and prospects see your ads everywhere they go on the inte= rnet. 2. **Outbound Audience Matching** - (This is the one few firms do yet yet b= ut is super powerful) Upload your outbound sales email lists to create a cu= stom audience on Meta, LinkedIn, and Google Display Network and start servi= ng ads to this audience so they see your ads before they hear from you via = email. 1. On Meta, this is called [Custom Audience Remarketing](https://link.mai= l.beehiiv.com/ss/c/u001.d1Y1-FGtvkksf5D-7I1gfVfClDgyl8sKK9jdxngjSiSpctTnUdi= 2Mv-aQpuPr7Grj0YwzfUStud_MLEkcz6aR0llCHVzRwRqRIKN4XbBfEercvJ89hxLzFuvZOpLJ3= -KB0m4TPoP3CPaajzBXq5nLg/461/4UaZqblERXqEm-XJpw2sDw/t12/h001.ifndPIvMxuiydJ= dhGrEO7NL6TXCYejK-RVgKU_7oHYw 2. On LinkedIn, this is called [Matched Audience Contact Targeting](https:/= /link.mail.beehiiv.com/ss/c/u001.wqaZgCRqk7XfQ2qmFlclWOEjZ7q_0IbKXjaABlrJ6S= Rsa4IoWMr1JQKsogCvt6YSi1cx9DtpKs6b-GoEOdbN4amNvGI6lUz9d59S0XWwbLN_Az6jUfd_4= QT2gTKYp4iJ/461/4UaZqblERXqEm-XJpw2sDw/t13/h001.PWAHKTcFzlK6KZ4a3-R9x-yfuHK= 7dA6Nw6IYvSCkzBA 3. On Google Ads, this is called [Customer Match Remarketing](https://link.= mail.beehiiv.com/ss/c/u001.UXwWVAixgZ-oyJn_0myWAdOZr8oOiwQoSCGKvg4QgdzBr1P1= uJaN1A2BdRE2qX1b4i_YsVCzGqldRWHARidnyGk5wirP3sxtNcmnqUSSOf0/461/4UaZqblERXq= Em-XJpw2sDw/t14/h001.rugyOq_uXEqUNWZdoccWbA-lrdGRcfh4bgWGGLxYiDM 3. **Prospect Lookalike List **- Finally, upload your existing customer lis= t (if more than 1000 customers) and/or your existing qualified prospect lis= t to Meta and LinkedIn and create a 0.1% match Lookalike Audience. Then sta= rt serving ads to this audience which is highly similar to your existing cu= stomers or prospects. Track the CPL and CPA and scale up what works. Do all three of these steps and you=E2=80=99ll appear to be omnipresent eve= rywhere your qualified prospects go online on their computer or mobile phon= e. Even more specific tips on how to do all this the right way are below. You can set up all three of these steps yourself within a 3-5 hours of wor= k or if easier, simply forward this post to your marketing manager or ad ag= ency to set it up for you. This isn=E2=80=99t rocket science. It=E2=80=99s = just a matter of doing it. _**Want someone to do this for you? **_If you don=E2=80=99t want to do it y= ourself, join our community [SaasRise](https://link.mail.beehiiv.com/ss/c/u= 001.d1Y1-FGtvkksf5D-7I1gfZhEIMvX8vXWZQqHB6MecCmGl21IiY_4NdJvnnqfxBSb/461/4U= aZqblERXqEm-XJpw2sDw/t15/h001.gfjRe0RTnf9veCpxGzxdlvI-L2GXuZec2ui56Ilu-co a= nd then reach out to me =E2=80=94> we can set it up for you through our don= e-for-you implementation service. ### **Achieving Omnipresence for Bob The Prospect** Let=E2=80=99s take the case of Bob, an ideal prospect in your target market= . View image: (https://link.mail.beehiiv.com/ss/c/u001.iONMcImK8a-Nu11tvHuwRy= 6IuNhWBSU-OefUNG_54MFrp7oQZDQYoJZtF4HjyqrnkzkhEVCZ2wGoWyGWMYi-4YcGLiyKspRbo= 5767Fj5icyiktY2YoJwHTyFw2kifQxRpjxb_yGN_yjiYLlt8Dz8H463fua_DLnMQRSotnLaGv8a= G3oiu0wZbkmz9qJ7AFYH_7dv7LxlsDO95p8xlmsoRicUyxMDUm5vw-RzHjvrPtB2D8WNxUnH5pw= 6JJgUKX7W6OTvvEu7FcA3q2o1_nb8HA/461/4UaZqblERXqEm-XJpw2sDw/t16/h001.mOdKdHJ= dmsZkLnUwIlqMxVwHuMiYMvyzTY57rxFoD0c Caption:=20 1. Bob is reading the Wall Street Journal online at 8am =E2=80=93 boom ther= e=E2=80=99s your ad via the Google Display network offering a case study.=20 2. Now it=E2=80=99s 2pm and Bob is on LinkedIn searching for job candidates= . Boom =E2=80=93 there=E2=80=99s your ad offering a demo.=20 3. Now it=E2=80=99s 10pm and Bob is scrolling his Instagram feed =E2=80=93 = boom there=E2=80=99s your ad offering a recorded educational webinar next w= eek. Everywhere Bob goes. There you are. All moving your prospect forward in the= sales cycle and down the sales funnel. This is omnipresence.=20 All possible due to matching Bob=E2=80=99s email (which you already have or= get from [Seamless.ai](https://link.mail.beehiiv.com/ss/c/u001.3bMUS06lOro= G_XKPpmi_bgwYT27JReatrp1wGdQgcJs/461/4UaZqblERXqEm-XJpw2sDw/t17/h001.5mSaxX= W0-8YUUDDC12tsAaLXn5pCKEL9sqhig03DSpg Apollo, Uplead, Zoominfo, LinkedIn Sa= les Navigator, etc.) with the email that he uses on LinkedIn, Meta, Google = Drive, and YouTube. If it=E2=80=99s the same, it=E2=80=99s a match.=20 Match rates for B2B lists are usually around 30-50% on LinkedIn (since most= people use their professional email there) and around 15-30% on Facebook (= since many people use their personal emails).=20 Measure the success of the retargeting campaign by the increase in visits t= o your site from people who are actively considering your product, increase= s in booked demos, increases in case studies downloaded, increases in SQLs,= and a shortened length of sales cycle. Measure the success of your outbound audience and lookalike campaign by the= CPL, cost per MQL, number of leads, number of MQLs, number of demos, and n= umber of closed customers in a quarter. The difference between =E2=80=9Cjust another competitor=E2=80=9D and =E2=80= =9Cthe competitor that dominates mindshare=E2=80=9D in the mind of your pro= spect is everything when it comes to sales demo show up rates, free trial c= onversion rates, and customer word-of-mouth.=20 This is one of the most fun topics to write about because it=E2=80=99s so e= ffective right now at driving additional customer acquisition (through high= er conversion rates, more trials, more demos, and shorter sales cycles). These are the types of topics we talk about all the time inside [Saa](https= ://link.mail.beehiiv.com/ss/c/u001.UXwWVAixgZ-oyJn_0myWAb91GdGyGVv9pdjG2DYl= Jp0/461/4UaZqblERXqEm-XJpw2sDw/t18/h001.sQV8tHA-0NBvoPd8nbsDVevruHjO3p1nhQU= PjDTjUFE[sRise](https://link.mail.beehiiv.com/ss/c/u001.iONMcImK8a-Nu11tvHu= wR-f4On1cHtGf4DJn5coPRqZIsLK0WuIDFMAgIpJOcVCh/461/4UaZqblERXqEm-XJpw2sDw/t1= 9/h001.dybvnqI_GX_WCwq80R9lmZu426DkRxWycvf5K0sQ9zQ our our private membersh= ip community for growth-focused SaaS CEOs and Founders. We are all SaaS CEO= s/Founders helping each other grow MRR faster. You can [apply to join us he= re](https://link.mail.beehiiv.com/ss/c/u001.UXwWVAixgZ-oyJn_0myWAd8vA1Wvqe3= WhxBdae9dxCg/461/4UaZqblERXqEm-XJpw2sDw/t20/h001.D1rC2GGCikXG_u-NANYc2wFg_f= 28oyD0sRWSYTGEn7g ## **A Deeper Dive Into Retargeting, Outbound Audience Matching, and Lookal= ike Audiences** Now, let=E2=80=99s go a bit deeper into each of these three areas.=20 ### **Step 1: Set Up Prospect Retargeting Ads** Show ads to bring people who have already visited your site in the last 180= days back to your site on Meta, LinkedIn, and Google Display network. 1. Retargeting will often shorten your sales cycles and increase the percep= tion among prospects that =E2=80=9Cyou are everywhere.=E2=80=9D=20 2. Usually $10-$20 per day is enough to start depending on how many visitor= s you=E2=80=99re already getting. Around $10 in retargeting per 1000 daily = visitors is enough to ensure most of your visitors see your ad a few times = per week. So if you have 5,000 daily visitors (a lot for a B2B SaaS site), = $50/day is sufficient retargeting spend. 3. Using custom pixels that fire when certain actions occur, you can show d= ifferent ads based on the actions they=E2=80=99ve previously taken. For exa= mple: 1. An ad for a trial user designed to get them to log back into the produ= ct and start using it 2. An ad for a prospect who has booked a sales demo promoting a client case= study PDF download 3. An ad for someone who has only visited your site, encouraging them to do= wnload an educational PDF lead magnet and give you their email address so y= ou can get them on your automated prospect follow-up list 4. An ad for your existing customers telling them about new features so the= y use the product more and more. 4. If you don=E2=80=99t yet have a visitor=E2=80=99s email address, your go= al should be to offer them something valuable in exchange for it so that yo= u can get them on your list and into the top of your funnel. 5. If you already have your prospect=E2=80=99s email address, your goal sho= uld be to build authority with them (through case studies and valuable educ= ational content) and drive them into a free trial or a sales demo of your p= roduct. View image: (https://link.mail.beehiiv.com/ss/c/u001.iONMcImK8a-Nu11tvHuwRy= 6IuNhWBSU-OefUNG_54MFrp7oQZDQYoJZtF4HjyqrnkzkhEVCZ2wGoWyGWMYi-4YcGLiyKspRbo= 5767Fj5icyiktY2YoJwHTyFw2kifQxRpjxb_yGN_yjiYLlt8Dz8H4mHsDm1DwJnteCJiY76N6HK= lLPIFyM9dw8z5sER46dm63ecRSt67XAJ1ywrCe73oWw_eWi2aO4rgN0AgZGATZM18eiOut4k_Au= c6MLETEWt/461/4UaZqblERXqEm-XJpw2sDw/t21/h001.c4YljR5BNb67dNQwjjD_E4BCsvtRO= MqAAQI6mSoAq3M Caption: An overview of the simple process of retargeting, which was invent= ed in 1998 by Doubleclick ### **Step 2: Match Outbound Lists to Custom Audiences on Meta, LinkedIn, a= nd Google Display** This is one of the most powerful techniques for =E2=80=9Cblanketing the air= waves=E2=80=9D and ensuring that your prospects in your ABM lists that are = being reached in your outbound campaigns know about your brand and value pr= oposition BEFORE you email them. 1. First build or buy an email list for your exact niche and Ideal Client P= rofile (ICP). If you can build/buy a 20,000-100,000 contact email list of p= eople in your ICP, that will be gold. 2. You can build the list using Seamless.ai, Apollo, Uplead, Zoominfo, or L= inkedIn Sales Navigator.=20 3. I personally use Seamless.ai + LinkedIn Sales Navigator. Or you can use = Google to find someone who=E2=80=99s already built an email list of people = in your exact target market and purchase it.=20 4. Then, upload that email list to Meta, LinkedIn, and Google to create a C= ustom Audience using that list. Make sure the email list is at least 1000 c= ontacts for it to work. The bigger the better, as long as all the contacts = are in your ICP. 1. On Meta, this is called [Custom Audience Remarketing](https://link.mai= l.beehiiv.com/ss/c/u001.d1Y1-FGtvkksf5D-7I1gfVfClDgyl8sKK9jdxngjSiSpctTnUdi= 2Mv-aQpuPr7Grj0YwzfUStud_MLEkcz6aR0llCHVzRwRqRIKN4XbBfEercvJ89hxLzFuvZOpLJ3= -KB0m4TPoP3CPaajzBXq5nLg/461/4UaZqblERXqEm-XJpw2sDw/t22/h001.wd1BgDjhnFk6uA= ypil-V6_dq8CD0aKuyuk4_Ox79KCw 2. On LinkedIn, this is called [Matched Audience Contact Targeting](https:/= /link.mail.beehiiv.com/ss/c/u001.wqaZgCRqk7XfQ2qmFlclWOEjZ7q_0IbKXjaABlrJ6S= Rsa4IoWMr1JQKsogCvt6YSi1cx9DtpKs6b-GoEOdbN4amNvGI6lUz9d59S0XWwbLPjoAHyrciqd= ZKIdrkS5Gh8/461/4UaZqblERXqEm-XJpw2sDw/t23/h001.DzePILqHdpdc8AIHcCN7-BMuBtB= ITeIvbZ1bHjehk_c You can choose to target the exact matched people on the p= rospect list (recommended to start with) or all the people who work at the = companies on the list, or all the people with certain job titles at the com= panies on the list. 3. On Google Ads, this is called [Customer Match Remarketing](https://link.= mail.beehiiv.com/ss/c/u001.UXwWVAixgZ-oyJn_0myWAdOZr8oOiwQoSCGKvg4QgdzBr1P1= uJaN1A2BdRE2qX1b4i_YsVCzGqldRWHARidnyGk5wirP3sxtNcmnqUSSOf0/461/4UaZqblERXq= Em-XJpw2sDw/t24/h001.Ae2TS9GjWAKUmp7IGLQ-1NrNS9uU2RoSnhkmWGVyCCw View image: (https://link.mail.beehiiv.com/ss/c/u001.iONMcImK8a-Nu11tvHuwRy= 6IuNhWBSU-OefUNG_54MFrp7oQZDQYoJZtF4HjyqrnkzkhEVCZ2wGoWyGWMYi-4YcGLiyKspRbo= 5767Fj5icyiktY2YoJwHTyFw2kifQxRpjxb_yGN_yjiYLlt8Dz8H6z7sNW7EuJ9GgbeOHgRAO8e= U06pZtKudtSM60M2ccA_eb1CSQO5JEtzVjQR7xmfoas49O-_qh8SpOBZEJomJ0fJ5vRhyqTkw-e= egUDSecvfmpkCqeCpVENAYGjzunDVOA/461/4UaZqblERXqEm-XJpw2sDw/t25/h001.n7vID0a= XJXloQpLeYRL8Jr3Y2nPnS2C4PBkkHYd3QnE Caption: LinkedIn=E2=80=99s three options for remarketing: company targetin= g, contact targeting, and visitor retargeting 5. Depending on the social platform, around 15% to 50% of the emails will m= atch an exact user profile.=20 6. Then, turn on ads to these audiences. 7. To be clear, with this strategy you=E2=80=99re showing ads to people who= are in your target market but who are NOT yet active prospects or customer= s. They are however people who are in your target market (target job title = + target company size + target industry) that you=E2=80=99ve sourced from b= uilt or bought outbound sales lists. 8. Send this traffic to a landing page either promoting a free trial of you= r product or a PDF lead magnet (case study or how-to guide that builds auth= ority within your niche) 9. Calculate the CPL and CPA and if the CPL and CPA is profitable, scale up= the daily ad spend.=20 10. Start with $40/day of ad spend and scale it up if it works. Offer eithe= r a free trial, free demo, case study, or educational PDF lead magnet in ex= change for the visitor email address.=20 11. Then get the lead onto an automated email nurturing sequence designed t= o get them to take a demo/sign up as a customer. _**Combining Outbound Audience Ads With Outbound Email: **_If your Annual C= ontract Value (ACV) is above $10k (minimum needed to make outbound cost eff= ective), you can also send 1:1 emails to the people on the list (aka outbou= nd marketing) so that the prospect is hearing about your product via email = and via ads on LinkedIn, Facebook, Instagram, and Google Display Network. Y= ou can do this yourself (see [Reply.io](https://link.mail.beehiiv.com/ss/c/= u001.iONMcImK8a-Nu11tvHuwRx1rIh5J-v0jnRPc_0e561g/461/4UaZqblERXqEm-XJpw2sDw= /t26/h001.kMaLoH0yG-fN086wpjy610sjlrFqW_ZPU3jCCvhMXSs [Outreach](https://li= nk.mail.beehiiv.com/ss/c/u001.iONMcImK8a-Nu11tvHuwR8BoRempbCxqp8mN_oQonFfQC= vtpTLrE3Ra1g2lQ-YaB/461/4UaZqblERXqEm-XJpw2sDw/t27/h001.I8UW3zvD8xr9E271OVc= OrygF76ucVpPCXihXEqrkUXk or [YAMM](https://link.mail.beehiiv.com/ss/c/u001.= iONMcImK8a-Nu11tvHuwR2XqnU-tTX9hL3k0xazN1xk/461/4UaZqblERXqEm-XJpw2sDw/t28/= h001.t02goUuXbBVUCSADDfuVrO4J6FHle9rMaNoHJXiUS3Y via an SDR, or via an outs= ourced firm like [Revenue Accelerator](https://link.mail.beehiiv.com/ss/c/u= 001.d1Y1-FGtvkksf5D-7I1gfZiAHWgei9_OIHWilMMH5ovIMTpAKFhio8sk_sXuqfwU/461/4U= aZqblERXqEm-XJpw2sDw/t29/h001.UDkiBGgzkxiONRiXQ6Z1HyKwDQ6k1k9U19AL6mQH7Ds ### **Step 3: Start Marketing to a Prospect Lookalike Audience** Now let=E2=80=99s talk about how to acquire more customers and prospects th= at are psychographically and demographically similar to your existing custo= mers and prospects (similar interests, geographies, ages, genders, job titl= es, income levels etc.). View image: (https://link.mail.beehiiv.com/ss/c/u001.iONMcImK8a-Nu11tvHuwRy= 6IuNhWBSU-OefUNG_54MFrp7oQZDQYoJZtF4HjyqrnkzkhEVCZ2wGoWyGWMYi-4YcGLiyKspRbo= 5767Fj5icyiktY2YoJwHTyFw2kifQxRpjxb_yGN_yjiYLlt8Dz8H3uAWhJH4za9i0wWvKfT-ikc= oszWpgzfwZ-diFV0VFSAohYeIS4b1csHbzFIutaTvAFkhB3G5NRKMMC8zZJKHM7l9gExBTi-iqk= cn_J_w9ah/461/4UaZqblERXqEm-XJpw2sDw/t30/h001.xSIFa3NCjOGth3BoBFNzmka7VbEZS= yolPeQeEkpvg2Y Caption: You feed in a list of your top customers or prospects and LinkedIn= and Meta spit out a few hours later an audience of very similar people to = advertise to. Magic! Lookalike audiences are audiences on Meta (Facebook + Instagram + WhatsApp = + Messenger) and LinkedIn that are highly similar to existing customer list= s or prospect lists. Here=E2=80=99s how to do it. 1. Upload your customer list to Meta and LinkedIn to create a custom audien= ce of people who are very similar to your existing customers psychographica= lly and demographically. 1. This only works on Meta and LinkedIn. Google Display used to have some= thing called =E2=80=9CSimilar Audiences=E2=80=9D but they don=E2=80=99t any= longer. 2. I recommend using a 0.1% match to start with (which means only people wh= o are 99.9% similar), then calculating the CPL/CPA, and then if you max out= the 0.1% match moving to a 0.2% match, and so on.=20 3. Do an initial test of ad spend to this audience to determine the CPL and= CPA. 1. Decide on whether you are optimizing based on the cost per lead, cost = per MQL, cost per SQL, or cost per customer. If you have a low price (under= $200/mo) and a short sales cycle (under 2 weeks) optimize based on cost pe= r customer. If you have a high price and a long sales cycle, optimize initi= ally based on cost per MQL or SQL. 4. You=E2=80=99ll want to spend enough in the test that you get at least 2-= 3 paying customers from the audience 1. A good rule of thumb for a test budget is whatever the amount of money= usually needed to acquire 2-3 incremental customers or 20-30 incremental q= ualified leads (enough leads that a couple convert into paying customers ov= er the following months). 5. A $5k-$10k test for each channel (LI, Meta) should do it for most SMB/Mi= d-market SaaS providers. It may take more like $25k to do a proper test to = determine the CPL and CPA for a higher produced offering. 6. Be sure you know your maximum CPA that you=E2=80=99re willing to spend t= o acquire an incremental customer. 1. For venture backed high growth SaaS companies this is usually around 9= -12 months of upfront revenue spent on S&M to acquire an incremental custom= er. 2. For bootstrapped SaaS companies where profitability is essential, this i= s usually around 3-6 months of upfront revenue spent on S&M to acquire an i= ncremental customer 7. If your CPA is below your maximum CPA, scale up your ad spend. If it=E2= =80=99s not, improve your landing page, audience, call-to-action, ad, and o= ffer continually until it is. 8. Keep doing testing and Conversion Rate Optimization (CRO) on your ad ima= ge, ad headline, ad copy, landing page, lead magnet, and follow-up sequence= so that you can reduce your CPL and CPA =E2=80=93 and be able to increase = your monthly spend so you can dominate your market. Follow the steps above and you=E2=80=99ll likely see a noticeable increase = in your sales activities and new MQLs per month. Have questions about how to implement this? [Apply to join SaasRise](https:= //link.mail.beehiiv.com/ss/c/u001.UXwWVAixgZ-oyJn_0myWAb91GdGyGVv9pdjG2DYlJ= p0/461/4UaZqblERXqEm-XJpw2sDw/t31/h001.TFRpUDoldgTjJFfsjexDqERKrhbG6sQ68sS1= Y3uNH7E and I=E2=80=99ll personally help you out inside the community. ### **Achieving Digital Dominance In Your Niche** Digital dominance combined with clear CPL and CPA goals is the way we got i= Contact to 70,000 paying customers and $50M ARR and a $169M exit to a publi= cly traded company and that way I guided the CEOs of Tatango, Green Packet,= [Seamless.ai](https://link.mail.beehiiv.com/ss/c/u001.3bMUS06lOroG_XKPpmi_= bgwYT27JReatrp1wGdQgcJs/461/4UaZqblERXqEm-XJpw2sDw/t32/h001.s109FTA4sn-5lco= q7_jD8ygjuXArcT-72H4RHnTK77A Pipeline, and Dow Janes to over $250M in colle= ctive annual sales and over 400,000 paying customers.=20 And digital dominance (combining paid search + paid social + content market= ing + outbound sales + affiliate marketing) is the way you=E2=80=99ll break= out the growth plateau and get your SaaS business above $50M ARR and to a = 9 figure exit. I hope this guide has been helpful. For more support, take a moment to [joi= n our weekly SaaS CEO mastermind here](https://link.mail.beehiiv.com/ss/c/u= 001.UXwWVAixgZ-oyJn_0myWAd8vA1Wvqe3WhxBdae9dxCg/461/4UaZqblERXqEm-XJpw2sDw/= t33/h001.U-73qnr1fF0F0F74DSD2anstujRum1OY5JcgYGxlm0M We meet every Wednesda= y! We=E2=80=99re building the #1 community for SaaS founders focused on rap= idly growing MRR. =E2=80=94=E2=80=94=E2=80=94=E2=80=94=E2=80=94=E2=80=94=E2=80=94=E2=80=94=E2= =80=94=E2=80=94=E2=80=94=E2=80=94=E2=80=94=E2=80=94=E2=80=94=E2=80=94=E2=80= =94=E2=80=94=E2=80=94=E2=80=94=E2=80=94=E2=80=94=E2=80=94=E2=80=94=E2=80=94= =E2=80=94=E2=80=94 _**About this article: **_If you like this article and want more my free 12= 40 slide [SaaS Growth Playbook](https://link.mail.beehiiv.com/ss/c/u001.FFZ= tJeQpwndDgTRpDqFJvL779viTrGYjpt97inVIgiLZQ9g5u9k_oAiPWOltrAVKpXRgLkJowQ_qke= taIztfKw/461/4UaZqblERXqEm-XJpw2sDw/t34/h001.wVKP5-O3YRSVthqe1aEucd0QFK28zu= BkQsF_A9dUBqc goes into even greater detail about each stage of this proces= s.=20 _**Join the Community:**_** **For more how-to-scale-up support and content,= [apply to join SaaS Circle](https://link.mail.beehiiv.com/ss/c/u001.iONMcI= mK8a-Nu11tvHuwR-f4On1cHtGf4DJn5coPRqZIsLK0WuIDFMAgIpJOcVCh/461/4UaZqblERXqE= m-XJpw2sDw/t35/h001.qLwjazShmMlzbI3XM3u8n4zoMJ6Q_qXr2_uAMOq64k0 our masterm= ind community for growth-focused SaaS CEOs. We offer a free two-week trial = to the community for qualified SaaS CEOs and founders. View image: (https://link.mail.beehiiv.com/ss/c/u001.iONMcImK8a-Nu11tvHuwRy= 6IuNhWBSU-OefUNG_54MFrp7oQZDQYoJZtF4HjyqrnkzkhEVCZ2wGoWyGWMYi-4YcGLiyKspRbo= 5767Fj5icyiktY2YoJwHTyFw2kifQxRpjxb_yGN_yjiYLlt8Dz8H_5_SsAp1v1aQKa3pVbxlBqr= OLafvFRvcNVwGqPSrgqhaU7C0JGY6ImDAUy58OamzS7NqDz6NSXj4PQVpxWWSebdt0TDy7rESjV= wi750PyUkfbU5VfzboJLZ2Uhz_4GtXQ/461/4UaZqblERXqEm-XJpw2sDw/t36/h001.oAfi5vE= Fe-UhtpSFFRlvy_s_V_rUVXW8FMFgKR8hs-Q Follow image link: (https://link.mail.beehiiv.com/ss/c/u001.UXwWVAixgZ-oyJn= _0myWAb91GdGyGVv9pdjG2DYlJp0/461/4UaZqblERXqEm-XJpw2sDw/t37/h001.4F-pzcFFyT= 1tdVR4vX1IKIvCk59wKtqdOqAe-9lrQTM Caption:=20 =E2=80=94=E2=80=94=E2=80=94=E2=80=94=E2=80=94=E2=80=94=E2=80=94=E2=80=94=E2= =80=94=E2=80=94=E2=80=94=E2=80=94=E2=80=94=E2=80=94=E2=80=94=E2=80=94=E2=80= =94=E2=80=94=E2=80=94=E2=80=94=E2=80=94=E2=80=94=E2=80=94=E2=80=94=E2=80=94= =E2=80=94=E2=80=94 ### _**About The Author**_ View image: (https://link.mail.beehiiv.com/ss/c/u001.iONMcImK8a-Nu11tvHuwRy= 6IuNhWBSU-OefUNG_54MFrp7oQZDQYoJZtF4HjyqrnkzkhEVCZ2wGoWyGWMYi-4YcGLiyKspRbo= 5767Fj5icyiktY2YoJwHTyFw2kifQxRpjxb_yGN_yjiYLlt8Dz8H2hzRZAKdFAM8WKkjcZBhOrY= 8eGdxtmlO6DV-1sUWXFqsYO3TMjaddJdXR1Rm0pekx773cPssEra4l_TpccZRSwjRbI4qeEz3j2= BqCrCZxef/461/4UaZqblERXqEm-XJpw2sDw/t38/h001.estg_JMslfm0rbdbtUrJauhpLA7Bs= T9L-nZLu-M_CiA Caption:=20 =E2=80=9C_Ryan Allis is the founder of _[SaasRise](https://link.mail.beehii= v.com/ss/c/u001.NkfPY-42SJzeHZE9SToDeLGrQ6oSsd8lGxLnzKA6jFATJXhny7LCdLJYmV2= bXLBU/461/4UaZqblERXqEm-XJpw2sDw/t39/h001.bYpgP4qk6H8VJsgF9tsTNlK8AeLLXpq8r= YuLspLIFzc the mastermind community for growth-focused SaaS CEOs. He is a t= hree time INC 500 CEO. He was previously CEO of iContact and grew the firm = as founder/CEO to 70,000 customers, 1 million users, 300 employees, $50M pe= r year in sales, and an exit for $169M to Vocus (NASDAQ:VOCS). _ _Since the sale of iContact, Ryan has been the CEO coach to high-growth Saa= S firms including Tatango, Seamless.ai, Pipeline, Datalyse, Green Packet, R= evenue Accelerator, Galleon, and EventMobi. Ryan has been part of the EO an= d Summit Series communities, and is the founder of Hive.org, a global commu= nity for purpose-driven leaders. _ _He holds an MBA from Harvard Business School, where he was Co-President of= the Social Enterprise Club and a member of the Harvard Graduate School Lea= dership Institute._=E2=80=9C =E2=80=94=20 ## _**Helpful Free SaaS Growth Resources**_ View image: (https://link.mail.beehiiv.com/ss/c/u001.iONMcImK8a-Nu11tvHuwRy= 6IuNhWBSU-OefUNG_54MFrp7oQZDQYoJZtF4HjyqrnkzkhEVCZ2wGoWyGWMYi-4YcGLiyKspRbo= 5767Fj5icyiktY2YoJwHTyFw2kifQxRpjxb_yGN_yjiYLlt8Dz8H6TRMnAedb1QvhbI5wbQIpsE= QyZKMWh2KCusx_OJWQ0y5b3Xfdf3NCXotyWb39gTwF9PHBst9cI4E1mGv_TCPg396SCcex35hyP= 2zyVsNdlzK0HqPeF2cHsrMYCGo4JqpQ/461/4UaZqblERXqEm-XJpw2sDw/t40/h001.ZVO35JW= MmOXQ2LR-SRCsxeTUAfLvaaPSNXd2Sgx8F3M Follow image link: (https://link.mail.beehiiv.com/ss/c/u001.FFZtJeQpwndDgTR= pDqFJvL779viTrGYjpt97inVIgiLZQ9g5u9k_oAiPWOltrAVKpXRgLkJowQ_qketaIztfKw/461= /4UaZqblERXqEm-XJpw2sDw/t41/h001.nyRq2-wpvQkXDli9wUSBnnEYr2_mFlvbHi6naYLgIA= w Caption:=20 _The most in-depth guide for scaling up SaaS companies from $0 to $50M in A= RR. Including over 1,200 slides on every aspect of SaaS scaling._ Download Now (https://link.mail.beehiiv.com/ss/c/u001.FFZtJeQpwndDgTRpDqFJv= L779viTrGYjpt97inVIgiLZQ9g5u9k_oAiPWOltrAVKpXRgLkJowQ_qketaIztfKw/461/4UaZq= blERXqEm-XJpw2sDw/t42/h001.srpYheXdlY-prr_1e6KIOZ55CR9Pao9e4gxFFhXCLWY View image: (https://link.mail.beehiiv.com/ss/c/u001.iONMcImK8a-Nu11tvHuwRy= 6IuNhWBSU-OefUNG_54MFrp7oQZDQYoJZtF4HjyqrnkzkhEVCZ2wGoWyGWMYi-4YcGLiyKspRbo= 5767Fj5icyiktY2YoJwHTyFw2kifQxRpjxb_yGN_yjiYLlt8Dz8H4DJIwxVeg7S0YS6akuD0zOD= pHndVZ3i2SZmQ3UZhvDCCMXiQz2T372SKUNwcHRI0H8PabrkgCTqjrZezK9LSZcOJMtXwuwT4m9= DZCvQv_5Z/461/4UaZqblERXqEm-XJpw2sDw/t43/h001.tWaEaRqEgcJVsxiHr5Oav78whiq5i= M_pkKKN1eshtPc Follow image link: (https://link.mail.beehiiv.com/ss/c/u001.FFZtJeQpwndDgTR= pDqFJvL779viTrGYjpt97inVIgiIDJrRVO8S3oMVsYXBWqIg7dDN3qruwJH4QLPuEk2d47Q/461= /4UaZqblERXqEm-XJpw2sDw/t44/h001.Mw3cTuVfGRc4lA5Hbzex51mhT9hrVhps0x_fHg48YF= M Caption:=20 _A fourteen page in-depth PDF on we take each CEO client through a six-phas= e process designed to increase lead volume, customer acquisition, and reven= ue growth =E2=80=94 and then scale up the sales team, executive team, and i= nvestor support as we help you prepare for future fundraising rounds (if ne= eded) or an exit (if desired)._ Download Now (https://link.mail.beehiiv.com/ss/c/u001.FFZtJeQpwndDgTRpDqFJv= L779viTrGYjpt97inVIgiIDJrRVO8S3oMVsYXBWqIg7dDN3qruwJH4QLPuEk2d47Q/461/4UaZq= blERXqEm-XJpw2sDw/t45/h001.hXz8lgSCtu9jzexj9b6OT2CFfDMBsHrt9D3iQaRjct8 View image: (https://link.mail.beehiiv.com/ss/c/u001.iONMcImK8a-Nu11tvHuwRy= 6IuNhWBSU-OefUNG_54MFrp7oQZDQYoJZtF4HjyqrnkzkhEVCZ2wGoWyGWMYi-4YcGLiyKspRbo= 5767Fj5icyiktY2YoJwHTyFw2kifQxRpjxb_yGN_yjiYLlt8Dz8H24z_6X3jJeaZ4oltYn60-eB= W0Kona7oXEPkr1828iTymGoW04ICQDW3BizxLAwRCI30hbDnikO5kXfkglq2yfDiOXLkfXCRV6v= 87-z9L3cvvcpYKySH0XY4-CVcnYSC-w/461/4UaZqblERXqEm-XJpw2sDw/t46/h001.9S6hqdK= bFsk4jb7EAFpTxeoRraLpZUfU6SBzlX_zHAo Caption:=20 _A twenty page in-depth PDF on how to scale a B2B SaaS Company from $1M to = $50M ARR. Covering CAC-based customer acquisition, sales team scaling, vent= ure capital markets, and preparing for the exit. _ Download Now (https://link.mail.beehiiv.com/ss/c/u001.FFZtJeQpwndDgTRpDqFJv= L779viTrGYjpt97inVIgiLtj-0TmrDHvi4By4wwZDzy0jVwsm87j6AS9vYD8rVERQ/461/4UaZq= blERXqEm-XJpw2sDw/t47/h001.r6KxgQGwhtmR4y67gj7NU_8wkp3avGTQZUmXWr4KJOU View image: (https://link.mail.beehiiv.com/ss/c/u001.iONMcImK8a-Nu11tvHuwRy= 6IuNhWBSU-OefUNG_54MFrp7oQZDQYoJZtF4HjyqrnkzkhEVCZ2wGoWyGWMYi-4YcGLiyKspRbo= 5767Fj5icyiktY2YoJwHTyFw2kifQxRpjxb_yGN_yjiYLlt8Dz8H0F-ayGsChEpMQHHq0cbpwUi= f0S4e4Kl7ODqb3W5AcwK5ihGEyPqpF6uJrNqHX6CoPH3T3hHexBW-x3PMpgJc9k/461/4UaZqbl= ERXqEm-XJpw2sDw/t48/h001.iv9-C3De2oqW-kSeXGLyjzdQslBcubjlvFzMv6ERejM Follow image link: (https://link.mail.beehiiv.com/ss/c/u001.FFZtJeQpwndDgTR= pDqFJvL779viTrGYjpt97inVIgiIGkl0zMnx4ciEDFzUmYwbbVxmKOGNwugiDzFY4T1Hp8w/461= /4UaZqblERXqEm-XJpw2sDw/t49/h001.zNPUhKEgZoYujr4T3fqj1Om-gfv7wXGAVuL1IWTaWu= 0 Caption:=20 _The SaaS Growth Formula was written to help SaaS CEOs who are focused on g= rowing their company's sales - by implementing a simple formula called The = Growth Formula. This formula is for companies that have already established= product/market fit, already have paying customers, and are now ready to sc= ale up through scientific and CAC-based digital marketing, inbound sales, a= nd outbound sales._ Download Now (https://link.mail.beehiiv.com/ss/c/u001.FFZtJeQpwndDgTRpDqFJv= L779viTrGYjpt97inVIgiIGkl0zMnx4ciEDFzUmYwbbVxmKOGNwugiDzFY4T1Hp8w/461/4UaZq= blERXqEm-XJpw2sDw/t50/h001.6sKHT6aq9fh-WYAR8pqCEvP4wcHHMJsEiCr2XsQF770 _We=E2=80=99ll see you next time with more great SaaS growth and scaling co= ntent!_ --1bb548edece0b2e8c6554ba7fe62314d98e0f352f10618396494e1bfeea6 Content-Transfer-Encoding: quoted-printable Content-Type: text/html; charset=utf-8 Mime-Version: 1.0 <= meta name=3D"supported-color-schemes" content=3D"light"/>SaaS Omnipr= esence: How to Win In Your SaaS NicheSaaS Omnipresence: How to Win In Your Sa= aS Niche
Using Retargeting, Outb= ound Custom Audiences, & Lookalike Audiences To Absolutely Dominate Your Sa= aS Niche  ‌ ‌ ‌ ‌ ‌&= #160;‌ ‌ ‌ ‌ ‌ ̴= 4; ‌ ‌ ‌ ‌ ‌ &#= 8204; ‌ ‌ ‌ ‌ ‌ = ;‌ ‌ ‌ ‌ ‌ ‌&#= 160;‌ ‌ ‌ ‌ ‌ ‌= ; ‌ ‌ ‌ ‌ ‌ = 204; ‌ ‌ ‌ ‌ ‌ = ‌ ‌ ‌ ‌ ‌ ‌= 60;‌ ‌ ‌ ‌ ‌ ‌=  ‌ ‌ ‌ ‌ ‌ R= 04; ‌ ‌ ‌ ‌ ‌ &= #8204; ‌ ‌ ‌ ‌ ‌= 0;‌ ‌ ‌ ‌ ‌ ‌&= #160;‌ ‌ ‌ ‌ ‌ ̴= 4; ‌ ‌ ‌ ‌ ‌ &#= 8204; ‌ ‌ ‌ ‌ ‌ = ;‌ ‌ ‌ ‌ ‌ ‌&#= 160;‌ ‌ ‌ ‌ ‌ ‌= ; ‌ ‌ ‌ ‌ ‌ = 204; ‌ ‌ ‌ ‌ ‌ = ‌ ‌ ‌ ‌ ‌ ‌= 60;‌ ‌ ‌ ‌ ‌ ‌=  ‌ ‌ ‌ ‌ ‌ R= 04; ‌ ‌ ‌ ‌ ‌ &= #8204; ‌ ‌ ‌ ‌ ‌= 0;‌ ‌ ‌ ‌ ‌ ‌&= #160;‌ ‌ ‌ ‌ ‌ ̴= 4; ‌ ‌ ‌ ‌ ‌ &#= 8204; ‌ ‌ ‌ ‌ ‌ = ;‌ ‌ ‌ ‌ ‌ ‌&#= 160;‌ ‌ ‌ ‌ ‌ ‌= ; ‌ ‌ ‌ ‌ ‌ = 204; ‌ ‌ ‌ ‌ ‌ = ‌ ‌ ‌ ‌ ‌
3D""

Today=E2=80=99s featured article is about how to a= bsolutely dominate your SaaS niche using retargeting, outbound custom audie= nces, and lookalike audiences.

<= tr>
3D""

= This might be one of the most valuable articles you=E2=80=99ve ever read o= n positioning your SaaS firm as #1 in the minds of your prospects, rapidly = scaling up MRR, and increasing your sales conversion rates.

If you like it, I encourage you to take one m= inute and apply to join our= community, SaasRise here. We=E2=80=99re building the #1 communi= ty for SaaS CEOs and founders with $1M+ in ARR. We=E2=80=99d love to have y= ou in it!

I=E2=80=99ll be back= in touch next week with even more killer SaaS scaling content. I=E2=80=99m= here to help!

All the best,
Ryan Allis
CEO & Founder, SaasRise
SaaS Growth & Scaling Commu= nity

<= p style=3D"margin:0px;text-align:left;">P.S. - Apply here to join our weekly SaaS CEO & Foun= der Growth Mastermind here. We meet every Wednesday at 11= am, 1pm and 3pm ET (three time options).

=
=3D""
SaasRise & Former CEO/Co-Founder of iContact=
<= /tr><= td class=3D"dd" align=3D"left" style=3D"padding:0px 15px;text-align:left;wo= rd-break:break-word;">

This is one of the most fun topics to write about= because it=E2=80=99s so effective right now at driving additional customer= acquisition (through higher conversion rates, more trials, more demos, and= shorter sales cycles).

<= td id=3D"a-deeper-dive-into-retargeting-outb" class=3D"dd" align=3D"left" v= align=3D"top" style=3D"padding:0px 15px;text-align:left;">

A Deeper D= ive Into Retargeting, Outbound Audience Matching, and Lookalike Audiences

= <= tr>

Step 3: Star= t Marketing to a Prospect Lookalike Audience

About the author: Ryan Allis was the co-founder and CE= O of iContact and grew the firm to 70,000 customers, 1 million users, 300 e= mployees, $50M per year in sales, and an exit for $169M. He is a three time= INC 500 CEO and today he coaches SaaS CEOs on scaling. Ryan is the founder= of SaasRise, the mastermind community for growth-focused SaaS CEOs = and founders with $1M-$100M in ARR. You can apply to= join here.

Achieving omnipresence onlin= e in the minds of your prospects is actually not that difficult or expensiv= e. And it can be set up in about one day of work by turning on retargeting = ads, outbound sales list custom audience ads, and a customer lookalike list= ads.

If you=E2=80=99re a B2B = SaaS provider, you can achieve omnipresence for around $50 per day in ad sp= end on LinkedIn, Meta, and Google Display Network. If you=E2=80=99re a B2C = SaaS provider, you can still achieve this, but your potential audience is l= arger so it will cost a bit more.

Being omnipresent online within your niche is absolutely essential to = MRR growth and being respected by your prospects, partners, and potential t= eam members.

And it=E2=80=99s = really not that hard to appear omnipresent to the 50,000 or 100,000 people = who might fit squarely within your Ideal Client Profile (ICP) =E2=80=93 as = long as you already have an email list of them to create a custom audience = with or have at least 1000 existing prospects you can build a lookalike aud= ience from.

And if you don=E2= =80=99t already have this list, you can buy or build it quickly.

I define omnipresence as simply this: at least 25% of your ICP in your geographic target market is seeing one of= your ads at least weekly.

= If you can make this happen, you=E2=80=99ll see extraordinary differences in conversion rate= s, the way prospects treat your salespeople, and the way people talk about = your brand in the marketplace.

= So how do you set your company up to appear omnipresent online? There are = 3 Steps to Digital Omnipresence for SaaS companies.

Just set the following up over the next few days (it= =E2=80=99s maybe 3-5 hours of work total to do a basic v1 setup)=E2=80=A6 <= /p>

  1. Retargeting= - Install retargeting pixels for Meta, LinkedIn, and Google Display Ne= twork and turn on $10/day of retargeting ads to start so that website visit= ors and prospects see your ads everywhere they go on the internet.

  2. Outbound Audience Matching - (This is the one fe= w firms do yet yet but is super powerful) Upload your outbound sales email = lists to create a custom audience on Meta, LinkedIn, and Google Display Net= work and start serving ads to this audience so they see your ads before the= y hear from you via email.

    1. On Meta, = this is called Cu= stom Audience Remarketing

    2. =

      On LinkedI= n, this is called Matched Audience Con= tact Targeting

    3. On Google Ads, this i= s called Customer Match Remarketing

    =

  3. Prospect Lookalike List - Finally, upload yo= ur existing customer list (if more than 1000 customers) and/or your existin= g qualified prospect list to Meta and LinkedIn and create a 0.1% match Look= alike Audience. Then start serving ads to this audience which is highly sim= ilar to your existing customers or prospects. Track the CPL and CPA and sca= le up what works.

Do all three of these steps and you=E2=80=99ll appear to be omnipresen= t everywhere your qualified prospects go online on their computer or mobile= phone. Even more specific tips on how to do all this the right way are bel= ow.

You can set up all three o= f these steps yourself within a 3-5 hours of work or if easier, simply forw= ard this post to your marketing manager or ad agency to set it up for you. = This isn=E2=80=99t rocket science. It=E2=80=99s just a matter of doing it. =

Want someone to do this f= or you? If you don=E2=80=99t want to do it yourself, join our commu= nity SaasRise = and then reach out to me =E2=80=94> we can set it up for you through our= done-for-you implementation service.

Achieving Omnipresence for B= ob The Prospect

Let=E2=80= =99s take the case of Bob, an ideal prospect in your target market.

3D""

  1. Bob is reading the Wall Street Journal online at 8am =E2=80=93 b= oom there=E2=80=99s your ad via the Google Display network offering a case = study.

  2. Now it=E2=80=99s 2pm and Bob is on Link= edIn searching for job candidates. Boom =E2=80=93 there=E2=80=99s your ad o= ffering a demo.

  3. Now it=E2=80=99s 10pm and Bob = is scrolling his Instagram feed =E2=80=93 boom there=E2=80=99s your ad offe= ring a recorded educational webinar next week.

Everywhere Bob goes. There you are. All mo= ving your prospect forward in the sales cycle and down the sales funnel. Th= is is omnipresence.

All possib= le due to matching Bob=E2=80=99s email (which you already have or get from = Seamless.ai, Apollo, Uplead, Zoominfo,= LinkedIn Sales Navigator, etc.) with the email that he uses on LinkedIn, M= eta, Google Drive, and YouTube. If it=E2=80=99s the same, it=E2=80=99s a ma= tch.

Match rates for B2B lists= are usually around 30-50% on LinkedIn (since most people use their profess= ional email there) and around 15-30% on Facebook (since many people use the= ir personal emails).

Measure t= he success of the retargeting campaign by the increase in visits to your si= te from people who are actively considering your product, increases in book= ed demos, increases in case studies downloaded, increases in SQLs, and a sh= ortened length of sales cycle.

= Measure the success of your outbound audience and lookalike campaign by th= e CPL, cost per MQL, number of leads, number of MQLs, number of demos, and = number of closed customers in a quarter.

The difference between =E2=80=9Cjust another competitor=E2=80=9D= and =E2=80=9Cthe competitor that dominates mindshare=E2=80=9D in the mind = of your prospect is everything when it comes to sales demo show up rates, f= ree trial conversion rates, and customer word-of-mouth.

These = are the types of topics we talk about all the time inside SaasRise, our our = private membership community for growth-focused SaaS CEOs and Founders. We = are all SaaS CEOs/Founders helping each other grow MRR faster. You can apply to join us here.

Now, let=E2=80=99s go a bit= deeper into each of these three areas.

Step 1: Set Up Prospect Re= targeting Ads

Show ads t= o bring people who have already visited your site in the last 180 days back= to your site on Meta, LinkedIn, and Google Display network.

  1. Retargeting will often sho= rten your sales cycles and increase the perception among prospects that =E2= =80=9Cyou are everywhere.=E2=80=9D

  2. <= p style=3D"padding:0px;text-align:left;word-break:break-word;"> Usually $10= -$20 per day is enough to start depending on how many visitors you=E2=80=99= re already getting. Around $10 in retargeting per 1000 daily visitors is en= ough to ensure most of your visitors see your ad a few times per week. So i= f you have 5,000 daily visitors (a lot for a B2B SaaS site), $50/day is suf= ficient retargeting spend.

  3. Using custom pixel= s that fire when certain actions occur, you can show different ads based on= the actions they=E2=80=99ve previously taken. For example:

    1. An ad for a trial user designed to get them to lo= g back into the product and start using it

    2. An = ad for a prospect who has booked a sales demo promoting a client case study= PDF download

    3. An ad for someone who has only v= isited your site, encouraging them to download an educational PDF lead magn= et and give you their email address so you can get them on your automated p= rospect follow-up list

    4. An ad for your existing= customers telling them about new features so they use the product more and= more.

  4. If you don=E2=80=99t yet have= a visitor=E2=80=99s email address, your goal should be to offer them somet= hing valuable in exchange for it so that you can get them on your list and = into the top of your funnel.

  5. If you already ha= ve your prospect=E2=80=99s email address, your goal should be to build auth= ority with them (through case studies and valuable educational content) and= drive them into a free trial or a sales demo of your product.

3D""

An overview of the simple process of retargeting, which was inve= nted in 1998 by Doubleclick

Step 2: Match Outboun= d Lists to Custom Audiences on Meta, LinkedIn, and Google Display

<= /td>

This is one of the most powerful te= chniques for =E2=80=9Cblanketing the airwaves=E2=80=9D and ensuring that yo= ur prospects in your ABM lists that are being reached in your outbound camp= aigns know about your brand and value proposition BEFORE you email them.

  1. First build or= buy an email list for your exact niche and Ideal Client Profile (ICP). If = you can build/buy a 20,000-100,000 contact email list of people in your ICP= , that will be gold.

  2. You can build the list us= ing Seamless.ai, Apollo, Uplead, Zoominfo, or LinkedIn Sales Navigator.

  3. I personally use Seamless.ai + LinkedIn Sales Nav= igator. Or you can use Google to find someone who=E2=80=99s already built a= n email list of people in your exact target market and purchase it.

  4. Then, upload that email list to Meta, LinkedIn, and G= oogle to create a Custom Audience using that list. Make sure the email list= is at least 1000 contacts for it to work. The bigger the better, as long a= s all the contacts are in your ICP.

    1. = On Meta, this is called Custom Audience Remarketing

    2. O= n LinkedIn, this is called Matched Aud= ience Contact Targeting. You can choose to target the exact matc= hed people on the prospect list (recommended to start with) or all the peop= le who work at the companies on the list, or all the people with certain jo= b titles at the companies on the list.

    3. On Goog= le Ads, this is called Customer Match Remarketing

LinkedIn=E2=80= =99s three options for remarketing: company targeting, contact targeting, a= nd visitor retargeting

  1. Depending on the social platform, around 15% to= 50% of the emails will match an exact user profile.

  2. Then, turn on ads to these audiences.

  3. T= o be clear, with this strategy you=E2=80=99re showing ads to people who are= in your target market but who are NOT yet active prospects or customers. T= hey are however people who are in your target market (target job title + ta= rget company size + target industry) that you=E2=80=99ve sourced from built= or bought outbound sales lists.

  4. Send this tra= ffic to a landing page either promoting a free trial of your product or a P= DF lead magnet (case study or how-to guide that builds authority within you= r niche)

  5. Calculate the CPL and CPA and if the = CPL and CPA is profitable, scale up the daily ad spend.

  6. Start with $40/day of ad spend and scale it up if it works. Offe= r either a free trial, free demo, case study, or educational PDF lead magne= t in exchange for the visitor email address.

  7. T= hen get the lead onto an automated email nurturing sequence designed to get= them to take a demo/sign up as a customer.

Combining Outbound Audience Ads With Out= bound Email: If your Annual Contract Value (ACV) is above $10k (min= imum needed to make outbound cost effective), you can also send 1:1 emails = to the people on the list (aka outbound marketing) so that the prospect is = hearing about your product via email and via ads on LinkedIn, Facebook, Ins= tagram, and Google Display Network. You can do this yourself (see Reply.io, Outreach, or YAMM), via an SDR, or via an outsourced firm like Revenue Accelerator).

Now let=E2=80=99s talk about how to acquire more custome= rs and prospects that are psychographically and demographically similar to = your existing customers and prospects (similar interests, geographies, ages= , genders, job titles, income levels etc.).

3D""

You feed in a list of yo= ur top customers or prospects and LinkedIn and Meta spit out a few hours la= ter an audience of very similar people to advertise to. Magic!

Lookalike audiences are a= udiences on Meta (Facebook + Instagram + WhatsApp + Messenger) and LinkedIn= that are highly similar to existing customer lists or prospect lists. Here= =E2=80=99s how to do it.

  1. Upload your customer list to Meta and LinkedIn to create a cu= stom audience of people who are very similar to your existing customers psy= chographically and demographically.

    1. = This only works on Meta and LinkedIn. Google Display used to have something= called =E2=80=9CSimilar Audiences=E2=80=9D but they don=E2=80=99t any long= er.

  2. I recommend using a 0.1% match t= o start with (which means only people who are 99.9% similar), then calculat= ing the CPL/CPA, and then if you max out the 0.1% match moving to a 0.2% ma= tch, and so on.

    =

  1. Do an initial test of ad spend to this audience to dete= rmine the CPL and CPA.

    1. Decide on whe= ther you are optimizing based on the cost per lead, cost per MQL, cost per = SQL, or cost per customer. If you have a low price (under $200/mo) and a sh= ort sales cycle (under 2 weeks) optimize based on cost per customer. If you= have a high price and a long sales cycle, optimize initially based on cost= per MQL or SQL.

  2. You=E2=80=99ll wan= t to spend enough in the test that you get at least 2-3 paying customers fr= om the audience

    1. A good rule of thu= mb for a test budget is whatever the amount of money usually needed to acqu= ire 2-3 incremental customers or 20-30 incremental qualified leads (enough = leads that a couple convert into paying customers over the following months= ).

  3. A $5k-$10k test for each channel = (LI, Meta) should do it for most SMB/Mid-market SaaS providers. It may take= more like $25k to do a proper test to determine the CPL and CPA for a high= er produced offering.

  4. Be sure you know your ma= ximum CPA that you=E2=80=99re willing to spend to acquire an incremental cu= stomer.

    1. For venture backed high grow= th SaaS companies this is usually around 9-12 months of upfront revenue spe= nt on S&M to acquire an incremental customer.

    2. = For bootstrapped SaaS companies where profitability is essential, this is u= sually around 3-6 months of upfront revenue spent on S&M to acquire an incr= emental customer

  5. If your CPA is bel= ow your maximum CPA, scale up your ad spend. If it=E2=80=99s not, improve y= our landing page, audience, call-to-action, ad, and offer continually until= it is.

  6. Keep doing testing and Conversion Rate= Optimization (CRO) on your ad image, ad headline, ad copy, landing page, l= ead magnet, and follow-up sequence so that you can reduce your CPL and CPA = =E2=80=93 and be able to increase your monthly spend so you can dominate yo= ur market.

Fol= low the steps above and you=E2=80=99ll likely see a noticeable increase in = your sales activities and new MQLs per month.

Have questions about how to implement this? Apply to join SaasRise and I=E2=80=99ll personally = help you out inside the community.

Achieving Digital Dominance I= n Your Niche

Digital domin= ance combined with clear CPL and CPA goals is the way we got iContact to 70= ,000 paying customers and $50M ARR and a $169M exit to a publicly traded co= mpany and that way I guided the CEOs of Tatango, Green Packet, Seamless.ai, Pipeline, and Dow Janes to over $250M= in collective annual sales and over 400,000 paying customers.

And digital dominance (combining paid sear= ch + paid social + content marketing + outbound sales + affiliate marketing= ) is the way you=E2=80=99ll break out the growth plateau and get your SaaS = business above $50M ARR and to a 9 figure exit.

I hope this guide has been helpful. For more support, tak= e a moment to join our weekly SaaS CEO mastermind= here. We meet every Wednesday! We=E2=80=99re building the #1 co= mmunity for SaaS founders focused on rapidly growing MRR.

 

<= b>About this article: If you like this article and want more my fre= e 1240 slide SaaS Growth Playbook goes into even greater detail about = each stage of this process.

= Join the Community:=C2=A0For more how-to-scale-up support= and content, apply to join SaaS Circle, our mastermind community for growth-focused SaaS CEOs. We offer a free t= wo-week trial to the community for qualified SaaS CEOs and founders.

<= img src=3D"https://media.beehiiv.com/cdn-cgi/image/fit=3Dscale-down,format= =3Dauto,onerror=3Dredirect,quality=3D80/uploads/asset/file/fa8d20ab-1d3b-40= ab-a3ea-bcd140f27433/saasrise_homepage.jpg?t=3D1705952190" alt=3D"" height= =3D"auto" width=3D"630" style=3D"display:block;width:100%;" border=3D"0"/><= /a>
 

About The Author<= /i>

3D""
= <= /tr><= tr>=

Ryan Allis is the founder of SaasRise, the mastermind com= munity for growth-focused SaaS CEOs. He is a three time INC 500 CEO. He was= previously CEO of iContact and grew the firm as founder/CEO to 70,000 cust= omers, 1 million users, 300 employees, $50M per year in sales, and an exit = for $169M to Vocus (NASDAQ:VOCS).

Since the sale of iContact, Ryan has been the CEO coach to high-= growth SaaS firms including Tatango, Seamless.ai, Pipeline, Datalyse, Green= Packet, Revenue Accelerator, Galleon, and EventMobi. Ryan has been part of= the EO and Summit Series communities, and is the founder of Hive.org, a gl= obal community for purpose-driven leaders.

He holds an MBA from Harvard Business School, where he = was Co-President of the Social Enterprise Club and a member of the Harvard = Graduate School Leadership Institute.

Helpful Free SaaS Growth Resources

3D""

Th= e most in-depth guide for scaling up SaaS companies from $0 to $50M in ARR.= Including over 1,200 slides on every aspect of SaaS scaling.

Download Now
3D""

A fourteen page in-depth PDF on we take each CEO client through a six-phas= e process designed to increase lead volume, customer acquisition, and reven= ue growth =E2=80=94 and then scale up the sales team, executive team, and i= nvestor support as we help you prepare for future fundraising rounds (if ne= eded) or an exit (if desired).

Download Now
3D""

A twenty page in-dept= h PDF on how to scale a B2B SaaS Company from $1M to $50M ARR. Covering CAC= -based customer acquisition, sales team scaling, venture capital markets, a= nd preparing for the exit.

Download Now
3D""

The SaaS Growth Formula was written to help= SaaS CEOs who are focused on growing their company's sales - by implem= enting a simple formula called The Growth Formula. This formula is for comp= anies that have already established product/market fit, already have paying= customers, and are now ready to scale up through scientific and CAC-based = digital marketing, inbound sales, and outbound sales.

Download Now

We=E2=80=99ll see you next = time with more great SaaS growth and scaling content!

 

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