
The SaaS Podcast - AI, Growth & Product-Market Fit for SaaS Founders SaaS Lead Generation: 6 PPC Mistakes Burning Your Budget
Mar 24, 2020
40:20
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.
π Key Lessons
- π° 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.
- π― 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.
- π 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.
- π οΈ 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.
- π 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
