Let me run a scenario by you: I want you to have something I’m not finished making, and I’m not going to let you buy it, but I will let you pay to use it. and you will continue to pay me over time to use this thing that I continue to work on. And while you use it, I will get to see what you’re doing with my product. And I’ll use that information to figure out how I can sell you new things.
It doesn’t sound like a very good deal for you as a buyer, does it? But this is exactly how SaaS works, and most of the software in B2B and the world for that matter is now bought & sold this way, marketers don’t skip a beat explaining this aspect of their product. But surprisingly, some things about SaaS products do trip them up. And today we’re going to talk with someone who’s seen almost everything that can go wrong in marketing SaaS.
Mark Evans has worked in & written about the SaaS space for his whole career. He began as a technology journalist for the Globe & Mail, National Post, and Bloomberg News. Moving on from there, he co-founded what ended up being a wildly unsuccessful startup. Some of the mistakes you’ll hear are ones that he himself has made.
He now helps B2B SaaS companies accelerate growth with rock-solid marketing foundations underpinned by positioning, messaging, brand storytelling, and go-to-market plans.
Through his consultancy Marketing Spark he works with B2B SaaS companies as a fractional CMO, strategic advisor, brand strategist and coach.
he spends a lot of time focused on positioning, strategy, and systems that drive consistent and successful marketing,
We spoke to him in his hometown of Toronto, where in off-hours you can find him playing hockey and tennis.
People/Products/Concepts Mentioned in Show
Mark on TikTok
Mark on Twitter
Mark’s Marketing Spark podcast
Mark’s book: “Marketing Spark”
Eric Ries, author of “Lean Startup”