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Have you ever read anything along the lines of: "How ONE article generated $100M for our SaaS business"?
At this point, you probably thought: “Oh, I'd love that for MY business. How do I go about that?”
Well, that's what we'll look at in this guide: how to create a cutting-edge content marketing strategy for any SaaS business.
But I don't want you to waste time by regurgitating what you've already read elsewhere: to define your goals and metrics, map your funnel, do keyword research, create content, measure conversions, and then rinse and repeat.
That stuff isn't helpful.
It's probably as good as me telling you to"just do it the right way."
Instead, I intend to show you how to do it the right way.
The #1 Problem with SaaS Content Strategies Today
Do you know what’s the #1 issue with how SaaS companies envision their content strategies?
They focus on the wrong type of content.
You see, most SaaS companies I talk to say they've "been producing dozens of pieces of content but aren't seeing any results."
Take WriterZen, for example (I have nothing against them, I'm using their tool all the time, including this very moment).
They're a new player on the "SEO Content Optimization" block, similar to SurferSEO or Frase.
I can tell you that almost none of these people will buy from WriterZen - they just aren’t part of the right audience.
This type of content is called "Top of the Funnel Content." In this case, I'd argue it's even out of the funnel, but that’s a topic for another day.
This is a mistake so many SaaS companies make: they focus on content that has no chance of converting.
They spend money, energy, time, and resources on things that are bound to drive little revenue.
This probably happens because SaaS marketers think they need to "guide" people through the buyer's journey.
There are a few issues with this approach:
If you’ve achieved product/service market fit, you probably already have enough people looking for your product, or at least looking for something similar, to ignore top of the funnel content entirely.
Even though people need to be "educated" or "guided" during their journey, not all of it needs to happen on your website. Users visit a large number of websites before coming to yours. You're better off leaving the high-level education to others and focusing on reaping the benefits.
Even if this type of traffic ends up supplying sign-ups or downloads, you're going to have a very hard time turning these people into buyers, let alone long-term subscribers.
So, what should you do instead?
It’s simple: focus on Bottom of the Funnel content.
In other words, write about what keeps your users up at night.
The best part is that most SaaS founders already know that.
They just go with the flow.
With that said, the next question you’re probably asking yourself is: what’s the BOFU/MOFU content for your company?
Trust me, that's quite an easy problem to solve.
Let's see how.
They Ask, You Answer: The Bottom-Up Approach to SaaS Content Marketing
Now’s the time for the best piece of advice you'll find in any content-marketing-related piece of content.
Read "They Ask, You Answer" by Marcus Sheridan.Here it is on Amazon (this is not an affiliate link - I hate them too).
But before you read it, here’s the gist of the book:
Answer every question your prospective users/customers are asking in your content
Answer them with honesty and transparency
Focus on building trust with your content, and nothing else
Ignore keywords and search volumes for the most part
Talk about everything people need, even if you’re not comfortable doing so: - Pricing - Competition - Comparisons - Etc.
In other words: users come first.
Not buyers. Not customers.
In other words, you should approach your content marketing strategy bottom-up, not top-down.
Right. Thanks, Vince. But how does that help me design my strategy?
Bear with me for a few more paragraphs (short ones, in true 2020s web copywriting fashion).
You have a few exercises at your disposal to help you design any content strategy:
List 5 to 10 customer fears and address them.
Here’s my example. My customers have a few obvious fears:
Getting ripped off
Not getting results
Working with an unreliable provider
Spending more money than they could have
Here’s how I can address them on my website or social media:
Get customer testimonials, preferably video ones, as a means of reassurance
Create case studies to explain how we got results
Show examples of when we failed, and explain why (this will help people tremendously)
Be transparent about pricing, and how much our project cost.
And these are just a few ideas!
But you can see that by listing a few main customerfears, I was able to come up with a few types of content:
Different types of testimonials, preferably real-world ones
In-depth case studies where I highlight the exact process to get results
A case study where I highlight a project that failed, and why
A pricing page with pricing estimates, and a detailed look at how the industry prices SEO services, and how we price projects compared to the industry’s average.
Death to Keyword Metrics In SaaS Content Marketing
You may have noticed that I haven’t mentioned keywords yet.
This is a consequence of the bottom-up approach: we do NOT start with keyword research.
Instead, we start with topics and find keywords that fit them.
Most SaaS companies start the other way around.
They (or the freelancers & agencies they hire) start by dumping keyword ideas in their favorite SEO tool.
Then, they (kind of) clean it up and prioritize keywords based on volume and difficulty.
Search Volume, Keyword Difficulty & the Prioritization Mayhem
Ok, let's focus on Search Volume and Keyword Difficulty for a moment.
If you're familiar with any SEO tool, you know that these tools love these two metrics.
Search Volume is the number of times a specific keyword is searched per month
Keyword Difficulty represents how "difficult" it is to rank for that keyword.
What Google does in that situation is pretty logical: if it can't find any content, it shows content from authoritative websites.
That's how you end up with long-tail keywords showing up as highly difficult to rank for when they're really not.
Keyword Difficulty means very little. It's just a snapshot of how many links are pointing to the domains ranking for a query.
Links are definitely important, but they're not the only factor. If you build better content, you can rank without that many links.
On the other hand, Search Volume isn't really that useful either, for a few reasons:
It's a relative metric, not an absolute one. A keyword with the Search Volume of 10 isn't really searched 10 times a month - but it's searched 10 times less than a keyword with a Search Volume of 100. This means that Search Volume should always be considered within a specific topic, never as an absolute metric. (No, this isn't how people use it, I know, but that's just how it is).
It (kinda) tells you how much something is searched for, not how relevant that search is. Our previous "What is SEO" example is quite relevant here: this isn't good traffic. It isn't traffic that generates revenue.
Knowing all of this, you can see how prioritizing content ideas based on Search Volume and Keyword Difficulty doesn't sound like such a good idea anymore.
The days of "going after high-volume low-difficulty keywords" as a basis of your SEO strategy are gone.
Especially for SaaS companies.
So, what should you do instead?
Focus on search intent.
The answer is quite simple: focus on the intent of the query.
Try to answer these few questions when considering a topic:
Does the person typing this fit my Ideal Customer Profile (ICP)?
What are they trying to get out of their search?
What led them to search for this and what do they need to do to find it?
How can I help them do that?
This will help you determine how that topic or keyword is actually related to your product.
But how do you get these topic ideas?
I'm glad you asked.
Start with User Research - Do NOT Skip This Step
Yup, I'm going to say it again: you need to know your users.
SEO & SaaS content marketing should always start with a user-centric approach.
Users first, keywords last.
As we already established, Search Volume and Keyword Difficulty are vanity metrics - they don't do anything for you.
You should be talking to people instead in order to understand:
What problems they're trying to solve
The overarching "jobs" they're trying to do
Why they want from your product
Why they are using your product
Why they're considering switching (if that's the case)
Why they're sticking with you.
In order to do that, you can focus on your customer touchpoints:
It's a great method to uncover the root cause of the issue.
And this is what we need: to identify the root cause of the problem so we can ideate content.
Let me give you an example.
Just yesterday, I was on a call with a prospect of mine and I explained this method to him.
Luckily for him, I was using his product, so he could try the technique on me!
His product is a Virtual Workspace for remote teams called KosyOffice (see, you can earn a backlink from a discovery call!).
So, here’s how it went:
Him: Why did you sign up for Kosy?
Me: "Because I felt like it would be a good way for my team to feel more connected, and I wanted to give it a try."
Him: Why do you want your team to feel more connected?
Me: "Because we're 100% remote, and I want them to be part of the company. I want them to subscribe to what we do and feel like part of a team."
Him: Why do you want them to feel like they're part of the company?
Me: "Because I want them to be more productive and not feel stuck, and I want them to see me as a leader and not just a boss. We tried team-building activities in Zoom, but it's not easy."
Him: Why do you need more productivity from your team?
Me: "It's not necessarily that I need more productivity, but as a remote service business, it's hard to know when people need a hand or when they're spending too much time on something. The virtual workspace could help start small, 5 minutes conversations."
That discussion took less than 5 minutes.
In less than 5 minutes, he can ideate so much content:
How to help remote teams feel connected
Remote team productivity
Remote service business
Teambuilding in Zoom
Those high-level topics can then be flushed out - not yet exact articles.
Turning Content Topics Into Actual Content: A Rigorous Approach to SaaS Content Creation
Once you’ve ideated content topics, you need to turn them into actual content.
This is where keyword research comes into play.
Sample SaaS Keyword Research
Let's take remote team building.
There are already really good content ideas:
Remote team building (it can be a Hub page with lots of insights and expertise)
Remote team building activities /ideas (a listicle-type article with the product in mind)
How to build a strong culture in a remote team
But let's take it a step further.
We know that our user (that's me!) mentioned Google Meet.
So, we can perform the same research using Meet, Zoom, Gotomeeting, etc.
I run a search for "team building" in Semrush and used the "Include" filter to add tool names, making sure to click the "any" button:
And I got mixed results: people seem to be looking for Zoom only.
Well, that sounds weird to me.
Why aren’t people looking for Google Meet?
So, I decided to run a quick Google search.
People who are searching the term “team building” are actually looking for games and activities in Google Meet, Zoom, etc.
Back to Semrush.
At this point, you're probably thinking: "Yes, but that's quite remote from the product itself" (see what I did there? I'm a dad, after all!)
Yes, you’re right! This is where prioritization comes in.
You need to focus on BOFU topics first, so that zoom activitites thing is probably not the top priority.
But still, that’s content you can create at some point.
Out of one conversation with one guy (a pretty bright one for sure, but still), we got lots of content ideas.
Imagine repeating that with 10 sales calls, 10 support calls, and 10 success calls.
The results are simple: endless content ideas that your users will LOVE.
Prioritizing Content Ideas for SaaS Companies
At this stage, we still need to keep two things in mind:
We want to make sure we only write one piece of content per search intent, and
We want to be able to prioritize content ideas based on revenue and BOFU/MOFU/TOFU, not based on vanity metrics.
So, how do you keep track of all of that? Yup, you guessed it: it's spreadsheet time!
Create a simple spreadsheet with:
Your main keyword
Its volume (to compare it to others)
The "Pillar" it relates to (think of them as the main business topics related to your product)
The other keywords you want to target in the same article.
We need to make sure we’re never covering the same search intent twice.
For example, "Zoom meeting activities" and "Zoom meeting ideas" are the same intent.
We know this because the search results are very similar.
In this case, we need to group them and address both in the same article.
I could go on and on about this, but you get the idea.
It's an endless thing: you'll always find new topics to write about.
How much content do SaaS companies ACTUALLY need?
Another misunderstanding about SaaS content marketing has to do with the amount of content needed to be successful.
A lot of companies (and still, a lot of SEO and content marketers) think that they need to write a lot of content.
Some people think that they won't be successful unless they have hundreds of pieces of content on their website.
Fortunately, this couldn't be further from the truth.
If your targeting is right, and if you have the right positioning, you only need a handful of content pieces to generate revenue.
A few dozen articles about what keeps your ideal customer up at night will do the trick.
Does that mean you should stop there?
Of course not.
But you shouldn't think that you need 100 articles to get revenue.
It's like thinking that there's no point in jogging if you can't run a marathon.
It makes no sense.
What’s important is to promote your content, though.
There are a few ways SaaS companies can promote their content:
Organic social media traffic
Paid social media traffic
Third party websites (link building)
How to Source, Hire and Manage Writers for SaaS Content Creation?
We've covered a lot of things so far, but we haven’t got to the hardest part yet: SaaS Content Creation.
This is what most brands actually struggle with the most: the execution.
You can have the best plan in the world, but if the execution is subpar, then the result will be subpar.
Let's face it: SaaS Content Production (like any content production) is really HARD.
In order for your content to drive conversions (and revenue), you need it to convey expertise and trust.
In other words, SaaS companies cannot succeed with what we call "Search Engine Regurgitation".
Search Engine Regurgitation is when a writer who doesn't know anything about the topic, goes online, researches a few things, then writes an article about it. At a high level, it looks like the article is ok. However, if you look deeper, it's just random fluff designed to rank.
This is the opposite of what you want.
Take the article you're reading right now.
Do you think a random writer could write this?
Do you think I could go to a writer, tell them to write about "SaaS Content Marketing and Content Creation", and end up with what you are reading?
Chances are you're still reading up to this point because you can feel that I know what I'm talking about.
I'm not saying random stuff.
The most important pieces on your website should be written by someone who knows the topic very well.
Founder, co-founder, marketing exec, product owner - you name it.
So we're left with 2 problems now:
Knowing how to write
Knowing in detail what to write.
Knowing How to Write SaaS Content
The solution to this first problem is quite easy: hire a professional writer.
But Vince, you just told me not to!
That's true, I did.
But see, I'd rather have you actually publish content than think "I'm going to do it", and never do.
My opinion is that you can hire writers for articles that do not require a lot of expertise.
In our previous example, content such as "zoom meeting ideas" can probably be handled by a writer.
"How to build a strong remote team culture", on the other hand, would probably be a total disaster.
There are pros and cons to both solutions:
Whatever you choose to go with, remember this: do not publish any content without it being reviewed by an SME.
The review is a great time to add expertise to a piece of content. The more you do it, the better.
The Secret to SaaS Content Production: Writer Briefing
Handing out a content topic to a writer without briefing them is a recipe for disaster.
That is true whether the writer is in-house (an SME) or a freelancer.
Doing so will leave you with a worthless piece of content that doesn't have the right intent and is full of fluff - no good.
Conclusion: 9 Steps to the Perfect SaaS Content Marketing Strategy
I went pretty in-depth in this guide.
I hope it was helpful to you, and you get a better idea of how to approach content creation for your SaaS business.
To summarize, here are the main point of the article: :
Think bottom-up, not top-down.
Do user research by talking to people.
Ditch Search Volume & Keyword Difficulty as prioritization metrics.
Find content topics first, then think about keywords.
Write expert, value-added content, not regurgitated fluff.
Create content in-house or outsource, but always aim for the best quality.
Quality comes from GREAT briefs (we can help with that).
Measure results with the right attribution model.
Upcycle your content to make the most out of your efforts.
I'm the CEO & founder of ScaleCrush. You can often find me ranting way too much about BS marketing advice, fluffy and regurgitated content, and calling out gurus. I also happen to have my very own unoriginal thoughts about the stuff we're going through.
Marketing gurus are lying to you. Am I?
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