How I Helped INFIMA Break Into An Established Market
Ben Carter
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Posted Dec 26, 2024
Helped a SaaS break into an estalbished market by getting crystal clear in their messaging (and flipping the script on their acquisition strategy).
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I was hired to help a small SaaS company solidify their messaging as they tried to break into a well-established market.
After diving into my research, I realized the program’s strongest benefit didn’t resonate with the end-users they’d been selling to…
But it was transformational for service providers who looked after (and sold into) dozens or even hundreds of smaller companies…
With thousands of users under contract.
This meant that my client could close ONE account sale, and secure hundreds, or even thousands of license sales…
Instead of working overtime to sell 10-20 licenses at a time.
This revelation gave me license to tailor my client’s sales message to these service providers.
And finally release the team of VAs they had previously contracted to cold email thousands of organizations across the USA.
Today, my client has over 10x the number of users under contract compared to when we began working together…
All while spending a fraction of the time on account management.
Plus, every new sale now adds hundreds or even thousands of new users onto their system.
I wrote web copy, emails, printed fliers and even trade-show signage for this client…
As well as conducting interviews with their clients, to tease out eye-catching soundbytes for use as social proof across social media.
My client still engages me today to conduct research and advise on their messaging.