Category
Lower your CAC and build predictable pipeline. Tactics for SaaS customer acquisition, channel mix, and payback periods that compound over time.
17 articles
AcquisitionHow to use cohort analysis to decide whether to acquire more customers or better customers — with the LTV/CAC math, channel-level cohort quality metrics, and the Growth Ceiling implications of each strategy.
AcquisitionStep-by-step guide to launching a SaaS affiliate program. Covers commission structure options, cookie windows, PartnerStack vs Impact vs FirstPromoter vs Rewardful, affiliate fraud prevention, and conversion rate benchmarks.
AcquisitionSegment-specific CAC payback period benchmarks for SaaS. Learn why SMB payback should be 3-9 months, Mid-Market 9-18 months, and Enterprise 18-36 months — and how to calculate and optimize each.
AcquisitionA rigorous look at why most B2B SaaS referral programs underperform, what conditions actually make them work, and how to calculate the real CAC impact of a properly designed referral program.
AcquisitionIndustry benchmarks for freemium-to-paid conversion rates across B2B and B2C SaaS, plus the 4 levers that move conversion from the 2-5% median to the 8-15% top quartile.
AcquisitionLearn what a product-qualified lead actually is, how to build a PQL scoring model using usage depth, breadth, and aha moment signals, and the conversion benchmarks you should be hitting by score band.
AcquisitionA rigorous framework for when cold outbound is the right acquisition channel for B2B SaaS — with sequence benchmarks, ICP targeting criteria, ROI calculation, and the red flags that indicate outbound isn't working.
AcquisitionHow to calculate content marketing ROI for B2B SaaS with proper attribution models, organic CAC benchmarks, content performance metrics, and a framework for prioritizing content investment.
AcquisitionSaaS demo close rate benchmarks by segment, the demo structure that consistently outperforms, pre-demo qualification framework, follow-up sequences, and the 5 fixes that move close rate most.
AcquisitionCompare free trial, freemium, and reverse trial acquisition models with conversion benchmarks, CAC implications, activation rate data, and a decision framework by product type and ACV.
AcquisitionLearn how to discover, validate, and codify your Ideal Customer Profile at early stage SaaS — with interview frameworks, signal analysis, and common mistakes that destroy CAC efficiency.
AcquisitionUnderstand the difference between ICP (Ideal Customer Profile) and TAM (Total Addressable Market) for SaaS founders — with calculation frameworks, SAM as the bridge, and the growth strategy implications of confusing the two.