The Information You Need to Sell Your SaaS Product to B2B Customers

Who likes B2B customers? You do.

As a SaaS company, you like selling to B2B customers. They boost your brand’s credibility and provide powerful social proof. Since they tend to stick around for longer than B2C customers, they lower your overall monthly churn risk. Not to mention the fact that B2B customers usually spend more than their B2C counterparts — more licenses and seats, usage, integrations, support, training, and more. The long term value (LTV) of a B2B customer can be quite high for your SaaS company.

But as a content marketer for SaaS companies, you’re pulled in a million different directions. You want to produce valuable and useful content for your audience, yet it’s hard to distill down the exact content these B2B customers want (versus the content they require to make a purchase from you). You’ve got your marketing campaigns all set up to work like a well-oiled machine, but then the development team drops an emergency patch or the customer success team needs your help with ad hoc content. Unless you drop everything to help, you risk losing the customer and hit your KPIs in a most painful way.

Or maybe you’re just not sure what information your B2B SaaS customers and prospects want to hear from you. You’ve tested a few things, published on numerous channels and…