Selling B2B Saas isn’t like other B2B products. Higher-end SaaS enterprise solutions will generate per customer subscription values high enough to justify costly sales cycles. For the low-end of the market, companies have to create self-service sales funnels to avoid spending more on customer acquisition than the average lifetime value of those contracts.

Luckily, SaaS marketers have a unique and powerful tool available to create the self-service sales funnels that they need — their product itself. Unlike most marketers, SaaS marketers can give away as much of their product for free as is possible. This is the key to converting customers and creating an organic pool of customer advocates.