Bolts of selling to US customers from India Suresh Sambandam, OrangeScape, KissFLOW
Jul 01, 2015
Phase Relevance● After Product-Market Fit ( $1K to $5k MRR)
● Until getting to 'Growth Execution'($50K to $100K MRR)
● Essentially getting to the next 10X growth
B2B Customers Categorization● SOHO: Small office Home Office - 1 to 10
employees● VSB: Very Small Businesses - 10 to 50 employees● SMB: Small & Medium Sized Business - 50 to 500
employees● Mid-Market : 500 to 5000 employees● Enterprises: 5000+ employees
B2B Product Category Relevance● SaaS B2B SMB/Mid-Market - Yes
● SaaS B2B Enterprise - Partial
● SaaS B2B SOHO/VSB - Partial
● Classic Enterprise B2B - No
Marketing Product Sales(New / Repeat)
Customer Success
Bring Engage Convert Succeed
Marketing Product Sales CustomerSuccess
The Model
Website - Website is your core asset - Strong in house team needed- Say ‘NO’ to outsourcing of website- Minimum Team
- Developer- Creative Designer- Automation Engineer
SEO- Do it Slowly but Steady- Don’t alert Google- Build Backlinks (Naked and Anchor)- Directory Listing- Identify and track the keywords that matter- Improve Google Crawl Frequency
Adwords- Needs one dedicated person- A specialist and someone with number crunching
/ finance background- Potential Hires can be found at eCommerce
companies
Adwords - Target countriesAustraliaAustriaBahrainBarbadosBelgiumBrazilCanadaSri LankaChileTaiwanColombiaCook IslandsCzech Republic
DenmarkEthiopiaFranceGermanyGhanaHong KongIndiaIndonesiaIrelandIsraelItalyKenyaKuwait
LebanonLithuaniaMalaysiaMexicoMoroccoOmanNetherlandsNorwayPeruPhilippinesPolandPortugalQatar
Saudi ArabiaSingaporeVietnamSouth AfricaSpainSwitzerlandThailandUnited Arab EmiratesEgyptUnited KingdomUnited StatesUruguayVenezuela
Content Marketing- Develop a theme - One that can sustain for long time- A fresher can do it after 1 month of training- 10:80:10 Principle- Have a simple metric to track- Link it to performance- 2+2+2+1
Email Marketing- Show using LinkedIn - Database Creation can be Outsourced- Not using Email Marketing Software
Tools we are using- ChargeBee- Intercom- Mixpanel- Pipedrive- Google Analytics- Full Story- Sidekick- Zapier- IFTTT- KiSSDrip (Internal)- KiSSSync (Internal)- Various AppScripts (internal)
Multi-language - Have the framework in place- We stayed with English for 12 months- Then Spanish based on demand- Then Brazilian Portuguese - Hindi / Tamil - Say “NO”! (this is not the palace to show your passion)!
This might be different for your product!
Opening the communication- ‘Welcome Email’- Improved ‘conversation’ by 10X
Email Type # of Email # of Replies % Conv.
Welcome Email 582 16 2.74%
Alternative to Welcome Email 560 131 23.39%
http://kissflow.com/kissu_kissu/ditch-your-welcome-email/
Data Mining● First name● Last Name● Title● Company Size (SOHO / VSB / SMB / MidMarket /
Enterprise)● Board Phone number
- Done by a outsourcing company- Found through Elance- Costing around Rs. 5 - 10 / signup
Region Mapping● 3 Shifts
o 7pm to 3am o 9am to 7pmo 11am to 1am (Founding team timezone)
● Lead Assign done programmatically - no manual
● Based on Timezones
Monthly Metrics Review● Conversion Ratio● Organic Traffic Growth w/wo spikes● Conversion through Paid vs Organic● Conversion by Online Assets● Organic Traffic by Source● Signup Trend Paid vs Organic vs Source● Paid traffic by Source● CPS for Paid and Overall● CAC fully loaded● MRR Growth with New and Repeat split● Customer Count and User Count growth● A-ARPA trend 12 months