What strategy do you follow to understand your website visitors/customers?
Emilia: Basically, it’s about knowing your audience well and listening to their problems. I try to get on at least one call per week with our users to understand them, their pain-points, where they are in the user journey and where they are getting stuck in the journey. Apart from this, we use session recording tools to analyze how they are interacting with our tools. There is more direct and qualitative data from product intelligence tools.
What techniques do you use to draw the attention of your customers?
Emilia: Our main strategy relies on organic content. We position ourselves as a media company, we try to pose as the problem solvers for our users. Apart from that, we do paid ads, we have event marketing and Product Drive. Our main focus is on content creation. 80% organic content, google ads and event marketing. Repurposing the content and marketing it well works for us.
What’s your take on website personalization?
Emilia: We focus on displaying appropriate content for various segments of the visitors. We have used chatbots in the past to add to personalized visitor experiences.
What do you think about the evolving nature of SaaS marketing?
Emilia: The industry has become highly product-led. I think in the previous decades, software wasn’t known to be user-friendly, now we have cloud based solutions. Earlier the decision makers would sign up for long contracts, whereas in the present, they need not make purchase even for an annual plan. The industry is growing rapidly and so there are a variety of solutions available for you to choose from. One can find the right fit after a free trial. The importance of user experience has increased and also become the prime factor in decision making.
Companies are looking for solutions that save their time as so many of their competitors might already be doing it. So how can you convert a free trial user to a paid subscriber? We help our customers to answer that. I think this user-centric approach has been the biggest shift in SaaS marketing over the last 15 years.
Research and analytical thinking useful for Marketing
How did the experience as a news correspondent and learning at Cambridge University help you in marketing?
Emilia: I learnt research, analytical and critical thinking skills while I was a student at Cambridge University. I think these are transferable skills that helped me in content marketing and writing for products. Going to a good University challenges you in a lot of ways. It helped me express my message powerfully and effectively.
What is your secret formula for designing a paid campaign?
Emilia: I am mostly into organic content creation, however, I think the biggest advantage can be good keyword research, search volumes, CPC, the overlap with your competitors’ campaigns to name a few. Apart from this, you need to consider the requirements like the landing page, a great clickable copy while also keeping in mind the budget and creating experiments that are statistically significant.
Organic content is extremely important
What do you think is the most effective way to improve your brand presence?
Emilia: Organic content is crucial and let me explain why. We have tried different methods and nothing has been so effective. Moreover, the amount you spend on inorganic is high and you don't get as many leads. The only way that you can meet the needs of these customers and reach them is through SEO. That is where they are looking to educate themselves. Reach your target audience through the content, understand how they communicate and that’s the best way to create brand awareness.
Advice to budding marketers
What is the advice you would give to entry level marketers?
Emilia: Pick something that aligns with your skills or talents. If you are good at visuals, then designing is the thing for you and if you are good at analytics, then you can work in data analytics. Pick up a specialization.
“Become a T-shaped marketer. Acquire overall knowledge and also have deep knowledge about one specific area.”
Who is your mentor in marketing?
Emilia: I look up to our former VP and project manager. Besides this, I follow John Bonini, director of marketing at Databox. These are people whom I look up to for insights on marketing.