Strategic insights from research

[rifat28dddd]

Case Study: B2B SaaS Startup - Strategy for Survival and Growth on a Limited Budget
Initial situation:
One of our projects is a B2B SaaS startup in the field of business process automation. The founders came to us after unsuccessful attempts to build marketing on their own: a good product, first paying clients, but promotion was built on enthusiasm and intuition.

Key challenges:
Financial constraints: the marketing budget was only 8% of revenue (the startup only raised a seed round);
Highly competitive market: 4 major players with marketing budgets >100 million rubles per year;
Fuzzy positioning: trying to solve "all problems for everyone";
Complex sales cycle: 5-7 people in the decision-making process, cycle up to 9 months.
We conducted a series of in-depth interviews with existing customers ghana cell phone number list and potential customers who abandoned the product. Key findings:

Values ​​mismatch. What the startup promoted: versatility, simple interface, low price. What customers valued: specialized industry solutions, integration with the existing IT ecosystem, expert support;
Targeting errors. Initial focus: a broad audience of medium-sized businesses in all industries. Identified niche: two specific industries where the product solved unique problems;
Ineffective funnel. Initially, the client focused on the number of demo impressions, while 74% of decisions were made after deep immersion in the client's business processes and personalized ROI justification.