Summary

📌
Current Status
  1. Basis on our user calls, we have inferred that enterprises account for 15% of revenue totaling USD 350,400. This is from 35 paying customers at ARPA of USD 10K.
  1. Hotjar has a sales team based in Europe and USA.
📌
Goal
  1. Our goal is to at max 30% revenue from Enterprises.
  1. Our total target revenue increase is USD 2,336,000. Enterprise’s share can be at max USD 1,401,600.
  1. Out of all Enterprise share, we aim to achieve ~ 85% via Account-Based Marketing.
📌
Channels used to gain this:
  1. Events (30% - 35%)
  1. Partner (15% - 20%)
  1. Sales (25% -30%)
 
 
ABM
ABM Overview & Hotjar’s Strategy
🔍
ABM Overview & Hotjar’s Strategy
1
Who: Companies to Target
🎯
Who: Companies to Target
2
Where: ABM Channels
🔦
Where: ABM Channels
3
How to Measure: Key Metrics
🎿
How to Measure: Key Metrics
4
 

References

  1. https://accelerateagency.ai/saas-account-based-marketing-strategy#what-is-an-Account-based-Marketing-strategy
  1. https://www.stellarisvp.com/why-moving-upmarket-is-mostly-important-for-creating-large-saas-companies/
  1. https://www.kalaari.com/wp-content/uploads/2023/02/Kalaari-SaaS-–-Founder-Playbook.pdf
  1. https://developmentcorporate.com/2021/08/17/the-ugly-truth-of-b2b-saas-customer-acquisition-costs/
  1. https://bamboobox.ai/blog/b2b-customer-acquisition-cost-for-saas/
  1. https://www.linkedin.com/pulse/saas-b2b-customer-acquisition-strategy-retention-guide-/
  1. https://assets.ey.com/content/dam/ey-sites/ey-com/en_in/topics/technology/2023/02/ey-bellwethers-of-indian-saas.pdf
  1. https://www.cometly.com/post/b2b-benchmark-2023
  1. https://www.britopian.com/influencer-marketing/it-decision-makers/#:~:text=ITDM%2C which stands for “Information,decision-makers within certain organizations.
  1. https://www.gartner.com/en/topics/successful-tech-buying-process
  1. Email Marketing Benchmarks and Statistics for 2022
  1. Email Marketing Statistics & Benchmarks | Mailchimp
  1. Email Marketing Statistics & Benchmarks | Mailchimp
  1. What benchmarks should you be aiming for in your SaaS marketing
 
 
 

⬅︎ Sub Channel: Organic

 

Sub Channel: Paid Ads ➡︎

 
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