From 0 to 100 Customers: Transforming a B2B Startup with Strategic SEO and Inbound Marketing

When we launched our B2B SAAS product for mobile apps designed for businesses, many small businesses were unaware of the potential and affordability of developing and deploying apps. Our journey from 0 to 100 customers was not a linear one, but a strategic and multi-faceted approach that involved a blend of traditional and modern marketing techniques. This blog post will explore the journey we took and emphasize the role of inbound marketing and SEO in driving our initial customer base.

Initial Sales Strategies

The initial months were spent in a mix of face-to-face sales, attending trade shows, securing referrals, leveraging press releases, and participating in various networking events. These initial efforts laid the groundwork for our future success and allowed us to gain the initial traction needed to attract more customers.

Face-to-Face Sales

Our journey began with face-to-face sales. We would walk the streets, enter businesses, and book meetings to demonstrate our product. This method allowed us to build personal connections and showcase the value of our B2B SAAS product. Even in this digital age, direct interaction is still a powerful marketing tool.

Trade Shows and Exhibitions

Attending trade shows and exhibitions was another crucial strategy for us. These events provided us with a platform to display our product and sign up potential customers. In these environments, we were able to build brand awareness and network with industry professionals.

Referrals and Inbound Marketing

After gaining initial traction, inbound enquiries started pouring in. Inbound marketing, or SEO-driven content marketing, became our primary focus. By sharing knowledge in a Google-friendly way, we attracted potential customers searching for services similar to ours. This strategy shifted our focus from active sales to passive content creation, which has proved to be more sustainable and effective in the long run.

Press Releases

When launching a new product, it is essential to generate initial traction through press releases. These provide credible and targeted exposure, which often leads to inquiries and conversions. By leveraging the power of press releases, we were able to gain early adopters and set a positive path for our growth.

Product Hunt and Early Adopters

Platforms like Product Hunt are ideal for early adopters and tech-savvy businesses. By accidentally launching our product one time, we captured the attention of a community of early adopters. This initial exposure helped us secure a valuable set of early customers who then provided valuable feedback and guidance for our product development.

Partnerships and App Stores

Partnerships and integrations with established platforms like Shopify, Salesforce, and Constant Contact proved to be a game-changer in the growth of our business. These partnerships provided us with a ready market of potential customers through their app stores. While not all customers through these channels may be qualified, partnerships help in driving effective traffic with minimal effort.

LinkedIn Networking

Utilizing LinkedIn as a marketing tool was also instrumental. We used our free LinkedIn accounts to connect with businesses, email them, and set up meetings. This approach helped us convert more than 80 companies, showcasing the power of a well-targeted, organic sales strategy.

Strategic Partnerships with Complimentary Companies

The final piece of our puzzle is strategic partnerships with complementary companies. It makes perfect sense for CRM users to use our product for better CRM. Partnering with CRM users, marketing automation companies, and other relevant businesses can help us reach their existing customer base. This approach leverages the existing networks and relationships of our partners to drive traffic and generate leads.

From 0 to 100 customers is not just about finding the right strategies, but about executing them effectively and continuously refining our approach. In today's digital landscape, inbound marketing and SEO are pivotal in driving customer acquisition and building a sustainable business model. While the path may be challenging, the rewards are immense when done right.

Infographics and Videos

For a more visual understanding of the difference between inbound and outbound marketing, you can refer to the Inbound Marketing vs. Outbound Marketing infographic. Additionally, watching the video below can give you a deeper insight into this process:

Your browser does not support the video tag.

Key Takeaways:

Face-to-face sales Trade shows and exhibitions Referrals and inbound marketing Press releases and early adopter communities Partnerships and app stores LinkedIn networking Strategic partnerships with complementary companies