Best way to go after Mice/Rabbits in SaaS?

Hi IH-ers!

I was wondering if anyone has experience with going after MICE and RABBITS for a B2B SaaS app. With MICE and RABBITS I am referring to accounts/users that earn you around $100-$1000 revenue a year so at the lower side of the spectrum (usually $10 - $ 100 a month accounts). Examples of some famous B2B companies that go after mice are Linear App, Basecamp, Dropbox, etc.

I noticed that your CAC should be somewhere between $40 and $400 which is quite difficult since you a bunch of paying customers with this business model, I was wondering what strategies work best? Going viral is probably one of the best ways to market but also one of the hardest. With paid ads you usually end up spending too much, then there is SEO which works but takes a while for a new company especially when being in a highly competitive market.

Would love to hear some great tips and tricks!

Thanks,
Bob
www.helloivy.co