SaaS Lead Generation: 6 PPC Mistakes Burning Your Budget

Most SaaS companies are wasting money on SaaS PPC. Todd Chambers has spent over 10 years running paid media campaigns for SaaS businesses, and he says 95% of them make the same six SaaS lead generation mistakes with their ad spend.

Why listen: Learn the six most common SaaS lead generation mistakes - from failing to understand unit economics and not tracking offline conversions, to under-investing in CRO and misaligning sales and marketing teams. Todd breaks down each one with practical fixes for your SaaS PPC campaigns.

🔑 Key Lessons

• 💰 Know your unit economics before SaaS lead generation spending: Calculate LTV, CAC cap, and payback period before launching any paid media SaaS campaign - 95% of companies skip this step.
• 🎯 Track offline conversions through your SaaS PPC funnel: Pass the Google Click ID through CRM stages so you can optimize toward MQLs or closed deals, not just form submissions.
• 🚀 Build a full-funnel SaaS lead generation strategy: Sequence prospects from awareness videos to mid-funnel content to demo requests - pushing only lower-funnel ads causes quality scores to drop.
• 🛠️ Invest in CRO proportional to your SaaS advertising spend: Companies spending $100K on ads often allocate just $1K on landing page optimization, leaving conversions on the table.
• 📉 Activate free trial users or your paid spend leaks: Driving signups without onboarding sequences and email automation is a leaky bucket - fix activation before scaling SaaS lead generation.

Chapters

• Introduction
• What Upraw Media does for SaaS companies
• PPC platforms for B2B SaaS
• Todd's background in PPC
• Mistake 1: Not understanding SaaS unit economics
• How to calculate LTV, CAC, and payback period
• Conversion tracking fundamentals
• Mistake 2: Not tracking offline conversions
• How Google Click ID works through the CRM
• Mistake 3: Not taking a full-funnel approach
• Why aggressive lower-funnel spend backfires
• Building a content-driven PPC funnel
• Mistake 4: Not focusing on user activation
• Mistake 5: Under-investing in CRO
• How to start conversion rate optimization
• Mistake 6: Not aligning sales and marketing
• Where to start with SaaS PPC on a small budget
• Lightning round

Resources

• Full show notes: https://saasclub.io/244
• Join 5,000+ SaaS founders: https://saasclub.io/email