SaaS Sales Outreach: Do Things That Don’t Scale to Stand Out – with Zandra Moore [292]
SaaS Sales Outreach: Do Things That Don't Scale to Stand Out
Zandra Moore is the co-founder and CEO of Panintelligence, a white-labeled business intelligence and predictive analytics solution for SaaS companies.
Zandra and her two co-founders acquired the product they were building at their old company and spun it into a new startup. They packed up and carried a server across a car park to their new office.
To get started, they got a list of 500 companies from Dunn and Bradstreet and sent each one a handwritten letter in the mail. It wasn't scalable, but it helped them land customers.
Since then, their startup has grown into a multiple 7-figure SaaS business with over 50 employees.
They're disrupting the SaaS analytics sector and competing against giants like Power BI and Tableau. And they're doing all this from a city in the north of England.
In this interview, we discuss:
How they leverage LinkedIn and content marketing to reach their ideal customers
How they've used high-touch and personalized cold outreach to get high response rates
How they're able to follow up with leads at least 12 times without being annoying
What they've learned so far about how to focus on very broad market opportunity
How they're differentiating and competing with some huge competitors
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