November 30, 2023
The Best SaaS Conferences You Can't Miss In 2024
Explore must-attend conferences in 2024, including the renowned SaaStr Annual. Follow SaaSMQL for insights into SaaS events 2024.
This article will discuss why direct mail marketing is so important for ABM's success and how to create an effective campaign. We'll also share some tips on measuring the success of your direct mail marketing campaigns.
Account-Based Marketing (ABM) is a critical strategy for today's business world. ABM is focused on target accounts and treating them as individuals rather than a generalized market. While there are many different ways to execute an ABM strategy, direct mail campaigns are one of the most under-looked yet essential tools businesses can use.
This article will discuss why direct mail marketing is so important for ABM's success and how to create an effective campaign. We'll also share some tips on measuring the success of your direct mail marketing campaigns.
Did you know that direct mail marketing is still one of the most effective ways to reach customers? Despite the rise of digital marketing, direct mail still has an average response rate of 3.4%, compared to just 0.6% for email campaigns.
If you're looking to drive results for your ABM strategy, then direct mail should be a key part of your plan. Here are four reasons why direct mail is so important for ABM's success.
Direct mail marketing is a campaign tactic that involves sending physical mail pieces to customers and prospects. It's used to promote a wide variety of products and services, and it is often used in conjunction with other marketing channels, such as email marketing and content marketing.
Direct mail marketing can effectively reach a target audience, but creating a well-designed direct mail piece that will grab attention and generate results requires knowing how to do it well.
The most successful direct mail campaigns are part of an ABM strategy. ABM is a type of B2B marketing that focuses on targeting a key list of fixed accounts with personalized messages and customized content.
It also targets individual roles within those accounts. The aim is to create a personalized and tailored approach that gets attention by resonating with the decision-makers at companies more likely to do business with you.
When direct mail is used as part of an ABM strategy, it can be an extremely effective way to get that attention and generate new leads, and close deals.
Although direct mail marketing may seem like a thing of the past, it is a less saturated but very effective marketing strategy for b2b marketers. Direct mail can be a great way to generate leads and reach your ideal buyers.
When you consider the ratio of emails received per day to the number of physical mail pieces, you begin to see that direct mail, when done right, is still very effective at reaching decision-makers.
One of the benefits of direct mail is that it allows you to personalize your message. For example, you can include specific information about your product or service that would be relevant to your ideal customer.
Additionally, direct mail is a great way to reach a specific target list, which is the definition of ABM. And again, direct mail gets more attention than digital, especially if you target high-level decision-makers.
Direct mail is an excellent complement to ABM strategies. By sending direct mail to specific accounts, you can further customize your message and increase your chances of generating conversions.
There are some key factors to keep in mind when creating a successful direct mail campaign to ensure its success.
This means segmenting your list by target, account, or persona and customizing your messaging to speak to each segment's specific needs and pain points.
You need to grab immediate attention and inspire action. Your offer needs to be irresistible - something that your target market just can't say no to.
As you describe what you do, avoid talking about features. Instead, focus on the results your target audience can expect if they engage with your company.
The truth is that open and engagement rates will soar if you add something fun and exciting for the prospect to open. They also come branded, which helps potential buyers remember you over time.
Examples include:
Bonus points if you can send items that are recycled or have sustainability (as in the example below).
Gifts are nice for getting attention, but you can also add incentives to shift that attention online. Some ideas include gift cards, product discounts, or free passes to events.
Recipients need to understand exactly what they need to do to take advantage of your offer. This tells your prospect what you want them to do next and makes it easy to take the next step.
There are a few things to keep in mind when crafting your call to action. First, make it specific and direct.
Second, use strong language that inspires action. And third, make it easy for the reader to follow through by providing a clear path.
Your goal should be to get recipients to take action, whether by visiting your website, scheduling a consultation, attending an event, or booking a demo.
How do you know if your direct mail campaign is successful? You can use a few key metrics to measure your direct mail campaign.
This is the number of people who respond to your direct mail campaign divided by the total number of people who received it. A good response rate for a direct mail campaign is between 1-3%.
Track conversions by adding a unique URL to the mail piece like www.mycompany.com/gift-card. If you've offered an incentive, it motivates people to type the entire URL.
You can also install website visitor tracking software on your site to tell you which companies visited and then match that to your direct mail campaign.
Conversion is the number of people who convert from leads to customers divided by the number of people who received your direct mail offer. A good conversion rate for a direct mail campaign is between 5-10%.
This is the total revenue generated from your direct mail campaign divided by the total cost of your direct mail campaign. A good ROI for a direct mail campaign is between 10-20%.
By measuring these key metrics, you can get a good idea of how successful your direct mail campaign has been.
Because direct mail campaigns can be expensive and difficult to measure. As a result, many companies are looking for ways to make their direct mail campaigns more efficient and effective.
One way to do this is to use data-driven direct mail. Data-driven direct mail uses data about potential customers to create highly personalized messages that are more likely to generate a response. This approach can be very effective, but it requires a significant investment in data gathering and analysis.
Another way to improve the efficiency of direct mail campaigns is to use technology to automate the process or have an agency expert execute it for you. There are a variety of SaaS platforms and agencies that can help to streamline the direct mail process, making it easier and faster to execute.
More sophisticated attribution methods can help improve your conversion and ROI metrics. There are both paid and free tools available. For example, Google Analytics recently upgraded its free product with more sophisticated attribution models so you can track the effectiveness of direct-to-digital buyer flows. Now you can see the digital pathways leading your direct mail respondents to take desirable actions and then reinforce your marketing efforts based on that data.
Direct mail is still a powerful marketing program if you're looking for a more personal touch or if your target market is harder to reach with digital campaigns. And don't forget, as with all marketing efforts, it's important to set campaign goals and measure your success against them. So let us help you get started! We have extensive experience using direct mail for ABM targets that get revenue results.
Explore must-attend conferences in 2024, including the renowned SaaStr Annual. Follow SaaSMQL for insights into SaaS events 2024.
In this comprehensive guide, we'll equip you with the tools and knowledge to get started with ABM, delving into how ABM works, key components of successful campaigns, and best practices for marketing to high-value accounts.
If you’re a small business in the SaaS space, the marketing landscape can seem overwhelming. There are countless platforms and apps out there that claim to help your business grow, but not all of them will be right for you.
As a SaaS company, you know that the success of your business depends on the number of new customers you get. You also know that it's getting harder and harder to get those leads because your competition is fierce.
If you’re a SaaS professional, you already know that events are an invaluable resource for small-business networking, SaaS lead generation, and even getting out of your comfort zone.
No matter what stage your SaaS startup is in, landing a whale–a big client that will account for a majority of your revenue–will help you generate the ARR required to keep growing. At this year’s SaaStr, the team at SaaSMQL showed hundreds of SaaS leaders an effective way to do just that. 🐳
Last year we shipped over 27,000 boxes on behalf of our clients. and learned a few lessons along the way. In this article, we’ll lay it all out for you.
SaaS demand generation is an essential part of getting new customers and growing your business, but it's not easy to do well. Read these 7 precious tips on how to build a powerful SaaS demand generation machine.
Let's take a look at the components of a great SaaS direct mail campaign that you can implement today to spur new growth.
In this piece, we will explore 15 of the most common mistakes beginners make with SaaS Marketing, and how to avoid them, so you can save time and energy lost by following ineffective methods.
What does it actually cost to get a new customer? This is a vital metric to master if you are looking to scale up your business in the near future. If you are a SaaS startup looking to build a predictable customer acquisition engine, or a SaaS Company that is ready to scale, this article is for yo
Demand generation is the most crucial role for every SaaS company. Startups need to get on board with key strategies that promote SaaS lead generation, and generate a consistent pipeline to feed the growing sales team. Do you have all the necessary elements in place to run a successful demand gene
In the following guide, we walk you through the basics of ABM and customer lifetime value — and why CLV is so critical for an effective account-based marketing strategy in the world of SaaS ABM.
SaaS demand generation can be complicated, but there are many ways to get your product to the front of your potential customers’ minds. Here we’ll go over some SaaS lead generation techniques that you can use to increase sales and beat the competition.
SaaS direct mail is also a powerful way to reach decision makers and influencers at companies that aren’t currently using your product or service. When used as part of an account-based strategy, your integrated direct mail has the ability to amplify your results exponentially.
In this article we explain why it's so important for SaaS companies to use outbound strategies and the six steps you need to follow in order to execute effective outbound campaigns.
If you are serious about growth in 2022, and who wouldn’t be with what the global economy just endured, then plan to attend at least one of 2022’s Top 12 SaaS Conferences.
When it comes to SaaS growth, you want to make sure that you are putting your best foot forward. This means working with the best account based marketing agency possible. How do you choose?
We have compiled a list of the top platforms for every SaaS companies interested in launching and scaling their Account-Based Marketing strategy.
Nurturing enterprise accounts requires continuous education through multiple channels before they might see a need for your solution. Here we discuss the most effective ways to use multiple channels to nurture your target accounts.
The shift to virtual events in 2020 and 2021, along with uncertainty about when live events will resume, makes this year’s budget planning a bit tougher than others. However, you can use the same methodology to set your team up for success in 2022.
If you’re targeting mid-market or enterprise companies, you can't rely on a single channel to drive engagement and qualified leads. Here we share examples of campaigns with solid ROI and show how to integrate different channels into a unique workflow.
HubSpot and Marketo are considered the #1 and #2 marketing automation softwares in the world. ActiveCampaign, on the other hand, is a powerful and easy-to-use marketing automation & sales CRM platform designed for small businesses on a budget. How do you decide which is right for you?
You might have a golden list of accounts that the sales team wants to focus on, but you don’t have the budget for a shiny new ABM platform. Jasmine Chung, Demand Generation Manager at Openprise, showed us how they are doing it at their company and the results they are seeing.
Intellimize used SaaSMQL’s expertise to launch targeted ABM campaigns, integrating Direct Mail with automated emails and LinkedIn ads to engage with 800 accounts within their ideal customer profile. Their investment generated $4.6M in ARR pipeline.
Looking for some no-nonsense SEO tips to boost your site’s search engine rankings? We sat down with Aaron Moskowitz, Director of SEO at Golden Hippo, and covered 5 easy-to-implement tactics that help increase your website's ranking and boost inbound traffic.
By tracking and taking action in improving essential metrics you can position your team for better performance and productivity. Here we provide some insights into what we believe are the most important KPIs every young B2B SaaS company should track as soon as revenue streams arise.
Here we explain step-by-step how at SaaSMQL we are able to consistently generate over $1M in new sales pipeline every month by using a targeted direct mail approach. We also discuss mistakes to avoid during the process and how to track the campaign performance.
Direct mail is the best-performing direct response channel, bringing in results “10 to 30 times better than email”. Most companies don’t leverage direct mail because it's hard to execute, and requires plenty of time and resources. Here we will go over the 7 steps to launching a direct mail campaign.
In a recent webinar for DemandGen Club, Arun Sivashankaran (Founder & CEO of FunnelEnvy) shared the good, bad, and ugly from his years of experience with B2B demand generation teams tackling account based analytics & personalization.
How do you know which programs are generating qualified leads and pipeline, and which aren’t? How can you make sure a lead is tagged correctly throughout the entirety of their buying journey? Here we discuss the basics of B2B marketing attribution.
Modern ABM marketers are seeing direct mail emerge as an effective channel for B2B companies to engage and convert target accounts. When direct mail campaigns are integrated into a broader account-based marketing strategy, they become a powerful channel to break through noise and reach prospects.
Your marketing “tech stack” is the set of technologies your organization uses to execute and analyze marketing across the customer lifecycle, and scale your business. The key goal of your marketing tech stack is to measure the impact of your marketing activities - making difficult processes easier.
Given the special nature of a direct mail package, it’s no wonder the average response rates are higher than email. Receiving a nice gift right at your desk in the middle of the work week is memorable, and shows that the sender made the effort to do something different.
A strong Demand Generation program allows a company to predictably scale the number of Opps sourced by simply increasing marketing spend. Whether you’re just starting out or have been running Demand Gen programs for years, here are a few core “sins” that your team should avoid at all costs.
Intent data can tell you when your target accounts show strong buying signals, allowing you to target the right people at the right time. Yet, many sales and marketing teams still aren’t sure how to include this new type of data in their workflows, let alone incorporate it into actionable programs.
Scaling is hard. You can have the best sales team in the world, but if they’re not focusing on the right accounts, their work likely won’t amount to new clients for your business. When you focus your efforts on ideal target companies, you maximize the campaign’s efficacy and conversion.
The lead handoff process is one of the biggest bottlenecks for every company trying to grow their sales pipeline. Marketing has invested money and resources to generate qualified leads, but they are not always properly assigned to the Sales team and followed-up with.
Low confidence in marketing attribution and ROI often causes SaaS companies to cut investments on demand generation. By tracking your CAC and the value of each stage of your marketing funnel, you can allocate your budget to drive real growth.
When direct mail campaigns are integrated into a broader account-based marketing strategy, they become a powerful channel to break through the noise and reach your ideal contacts.
Learn how to build effective Account-Based Marketing campaigns using LinkedIn Ads. We'll present specific examples and step-by-step instructions on how to target your named accounts and drive qualified leads.
In this video you'll learn how you can leverage intent data to increase conversion on your ABM campaigns and engage with your target accounts. We'll provide an intro about buyer intent data, the difference between 1st party data and 3rd party data, and how to track customers' offsite behaviors.
In this video you’ll learn how to draft a demand generation budget starting from your revenue goals. We’ll discuss about funnel metrics, Customer Acquisition Costs (CAC), what line items should be considered when creating the budget, how to forecast your ROI, and what tools can help you.
In this video you'll learn how to build the right target account list. By focusing all your efforts toward the ideal accounts, you'll maximize campaign's efficacy and conversion.
In this video we'll share lessons on how to generate pipeline sponsoring third-party conferences, how to best manage follow-ups and track results, and how to scale the strategy to 100+ events per year. We'll also discuss about best practices on how to run your first user conference successfully.
Direct mail has been emerging as an effective channel for B2B companies to engage and convert their target accounts. When direct mail campaigns are integrated into a broader account-based marketing strategy, they become a powerful channel to break through the noise and reach your ideal contacts.
The 8 most common sales mistakes that I frequently notice in venture-funded SaaS startups. These include adding territories too early or hire a bunch of AEs when there is no pipeline. Avoiding these early mistakes will impact your ARR from the beginning.
Marketing is no longer incentivized to simply generate leads at the top-of-the-funnel and throwing them to sales. The metrics that matter now are account engagement, number of opportunities generated, pipeline ($) and revenue.
Demand generation entails generating sales opportunities for your company's products or services. A good demand generation engine can help a company engage new prospects, generate interest online and offline, and attract prospects, which are then converted to leads and turned into sales pipeline.
SaaSMQL is an Account-Based Marketing agency that helps SaaS startups scale recurring revenue with high-impact multichannel campaigns.
All content © SaaSMQL, LLCPrivacy Policy
.png){kind=small}
