How to reach $1M in ARR as a b2b startup in 2024?

The Ultimate Marketing Playbook: How We’re Reaching $1M in ARR

Introduction

Are you running a B2B SaaS company with an ACV of $50k to $150k? Is your primary audience on LinkedIn? If so, this detailed, SEO-optimized marketing playbook will provide you with actionable insights to achieve your first $1M in Annual Recurring Revenue (ARR). Our strategies are not theoretical; they are proven tactics that have propelled us to 60% of our $1M ARR goal since January.

1. Start Selling Early

One of our key strategies was to start selling even before we had a product or formally established the company. This early engagement helped us refine our positioning, pricing, and messaging. For instance, we reached out to potential customers with a detailed pitch deck, seeking feedback and gauging interest. This proactive approach enabled us to build a pipeline and secure commitments early on.

Example: Imagine you’re developing a project management tool for marketing teams. By presenting your concept and proposed features to potential users, you can collect valuable feedback that shapes your final product while also generating early interest and commitments.

2. Leverage Warm Outbound

If you have a strong network in your market, use it to your advantage. We leveraged our 1st and 2nd degree connections, setting up over 100 calls with advisors, investors, and potential customers. A concise email followed by persistent follow-ups was our recipe for success.

Example: Draft a personalized email to your LinkedIn connections, highlighting your new SaaS product and requesting a brief call to discuss potential collaboration. Follow up with a reminder email if you don’t receive a response within a week.

3. Build a Great Website

Your website is your digital storefront. Our initial website was lackluster in 2023, but significant updates 2024 transformed it into a powerful marketing tool. Key features include public pricing, demo videos, and a self-serve booking system.

Example: Use tools like WordPress or Webflow to create a visually appealing and user-friendly website. Ensure it includes clear CTAs, customer testimonials, and a demo video that showcases your product’s key features and benefits.

4. Embrace Organic Social Media

Consistency on social media platforms, especially LinkedIn, has been crucial. By regularly sharing insights, updates, and industry news, we’ve built a robust online presence that supports our sales pipeline.

Example: Schedule weekly LinkedIn posts sharing valuable content such as blog articles, case studies, or industry insights. Engage with your audience by responding to comments and participating in relevant discussions.

5. Invest in Newsletter and Event Sponsorships

Sponsoring industry-specific events and newsletters has significantly boosted our brand awareness. We focused on partnerships that allowed us to create in-depth content rather than just placing a blue link.

Example: Sponsor a popular industry newsletter or event and contribute a guest article or host a webinar. This not only increases visibility but also positions you as a thought leader in your field.

6. Engage with the Community

We actively engage with CMOs and marketers through various online communities. Offering free education, hosting office hours, and providing ungated content have helped us build a strong community presence.

Example: Join relevant Slack or LinkedIn groups and offer free consultations or educational webinars. Share valuable resources without gating them to build trust and credibility within the community.

7. Share Strong Opinions

Don’t shy away from sharing strong opinions. Our stance on multi-touch attribution has sparked discussions and helped us stand out. Controversial or thought-provoking content can drive engagement and establish your brand’s unique voice.

Example: Publish a blog post or LinkedIn article presenting a bold opinion on a hot industry topic. Encourage discussion by inviting readers to share their thoughts and experiences.

8. Produce Long-Form Content

Launching our blog on day one and starting a podcast with 15 episodes so far has been crucial. This long-form content supports our sales process and establishes our expertise.

Example: Start a company blog and regularly publish in-depth articles on industry trends, best practices, and case studies. Consider launching a podcast where you interview industry experts and share insights.

9. Experiment with Short-Form Video

Short-form videos on platforms like LinkedIn, TikTok, and YouTube Shorts have expanded our reach. LinkedIn, in particular, has driven significant engagement due to our existing audience.

Example: Create short, engaging videos highlighting your product’s features, customer success stories, or quick tips. Share these videos on LinkedIn and other social media platforms to increase visibility and engagement.

10. Showcase Social Proof

Customer references and advisor endorsements on our website and in our marketing materials have provided immediate legitimacy to our brand. Event sponsorships and podcast content further enhance our social proof.

Example: Feature customer testimonials and case studies prominently on your website. Include quotes from satisfied customers and metrics showcasing your product’s impact.

Conclusion

This playbook outlines the strategic steps we’ve taken to reach our first $1M in ARR. From early selling and warm outbound strategies to building a great website and leveraging social proof, each tactic has been integral to our growth. Apply these strategies to your B2B SaaS business to achieve similar success.