{"id":6147,"date":"2024-06-04T08:20:00","date_gmt":"2024-06-04T08:20:00","guid":{"rendered":"https:\/\/dev.matsio.com\/matsio\/saasboomi\/?p=6147"},"modified":"2024-08-24T14:49:43","modified_gmt":"2024-08-24T14:49:43","slug":"mastering-outbound-marketing-effective-strategies","status":"publish","type":"post","link":"https:\/\/dev.matsio.com\/matsio\/saasboomi\/saas\/marketing\/mastering-outbound-marketing-effective-strategies\/","title":{"rendered":"Mastering the Art of Outbound Marketing: Effective strategies to break through the noise"},"content":{"rendered":"

Some of us think that Outbound marketing is dead and have given up on it. Many of us still do outbound marketing strategies but are not sure how to make it feel natural and not look like a spammy outreach. Even for me, as an inbound marketer at heart, I believe content is the King. But today, <\/span>Vengat from Klenty<\/span><\/a>, really woke me up (and many others) to an all new world of Outbound Marketing.\u00a0<\/span><\/p>\n

Thanks to SaaSBoomi<\/a> and yes, I\u2019m going to share those valuable insights from the roundtable event held in Singapore, which showed us the bigger picture of how to unlock the power of outbound marketing. Let\u2019s go! <\/span><\/p>\n

1\/ Find your PMF & have conviction on the ICP before firing your GTM engine\u00a0<\/b><\/h2>\n

For any early stage SaaS start-up building from 0 to 1, it\u2019s crucial to first identify your ICP<\/a>, design the value proposition and prove product market fit<\/a>. Never make the mistake of building for multiple buyer personas and trying to solve everyone\u2019s problem. It\u2019s tempting to sell to everyone who is your potential prospect (especially if you are a Horizontal SaaS platform<\/a>), but remember that you have limited resources and you want them to spend their efforts in solving one deep problem rather than many.\u00a0<\/span><\/p>\n

While your solution could solve many different user problems in the future, identify what\u2019s the sweet spot today (aka which customers are willing to pay you. Period!). Now, when are you ready to build the GTM engine<\/a>? Recommended rule of thumb – once you start winning ICP deals consistently at above 15-20%, you are ready to move from founder led sales to founder led GTM. <\/span><\/p>\n

2\/ Identify the segment relevant for Outbound Marketing (PMF -> CMF)<\/b><\/h2>\n

Once you are confident with your unique value proposition (what\u2019s the pitch that will convince my prospects?), you need to identify the most efficient way of delivering this. Here\u2019s a simple framework that can help in identifying your GTM strategy<\/a>.\u00a0\u00a0<\/span><\/p>\n

Based on the ticket size of your customer, you should identify what\u2019s relevant to your business- either outbound\/sales led motion (or) PLG<\/a>\/inbound motion( or) a mix of both. For those looking to improve their outbound\/sales led motion, please read on!\u00a0<\/span><\/p>\n

First, breakdown your ICP further and choose the segment that\u2019s relevant to Outbound marketing (find the #channelmarketfit). You can slice based on (a) companies using a certain competitor (eg: target all product managers of Zynga), (b) companies who visited your website and are using a platform similar to yours, etc. Next, set up a solid team of SDRs+ Marketing executives who can kick-start the outbound motion by building a target list and qualifying them based on internal criteria.\u00a0<\/span><\/p>\n

This team needs to work like an engine, with a very rigorous process built into the strategy and followed through by repeatability. An outbound team is more than just SDRs. One way to make your SDRs more successful is to pair them with data ops for research and marketing resources to help build collateral and assets for each customer segment. <\/span><\/p>\n

3\/ Set measurable goals based on ACV<\/b><\/h2>\n

While the channels used for outbound remain the same (Call, Emails, LinkedIn\/ABM), each channel needs to have a different outreach marketing strategy and measurable goals for each SDR. Some tips on how you can set goals (let\u2019s assume revenue target as $1M)<\/span><\/p>\n