May 7, 2019

Struggling to find early adopters for B2B SaaS

Josh Cooley @Incubie

Hey fellow hackers, glad to have found this space as a solopreneur.. first post.

I've been working on my product, Incubie (www.incubie.com), for about a year now on the side of my full-time job.

I'm now in beta, with over 200 signups, but no weekly active companies. What I never anticipated was the difficulty in getting a business or team to buy into a concept (in beta, no less) and to adopt it into their process. People seem to generally log in, poke around, and never come back.

For those in the B2B space, how did you get your first companies on board?

I mainly aim to learn and not earn at the moment, but even giving it away for free doesn't seem enticing enough.

Appreciate the help!

  1. 5

    Very often B2B products are started by people who noticed some problem in their previous job. They then sell that solution to their previous employer(s), because they have a personal connection.

    It takes a lot of effort to onboard people on new B2B products because you have to do it at the organizational level (unless you have a product that is very easy to adopt by a single team, e.g. Slack), which requires a well defined onboarding process that you can sell.

    In your case, after a casual look at your landing page, I think you're missing key messaging elements in terms of benefits and differentiation to sell people on the idea, which is usually the first step.

    Since your product is tightly coupled with many functions (PM/engineering/customer support, etc.), it might be hard for people to see how to integrate it in their current workflows. That means your product will require exceptional benefits ("10x") for people to want to go through the trouble of implementing it organization-wide.

    My gut feeling is that it's too "wide" a product to begin with, and you need to narrow your focus/target if you want it to be more successful.

  2. 2
    • You definitely want to investigate a lot more into building this around smaller niche(s).
    • Collaborate with others who know the site well, build a 10-15 min survey with TONS of different questions, ideas, thoughts about the site. Use this as your main feedback form.
    • Get more feedback from your current users, maximize their usage. They signed up for your service. Some will reply with their pros/cons and what they'll want for their team.
    • Run contests with your current users. Win a lifetime account for your invaluable feedback towards the growth of Incubie.
    • Look into local startups in your area and see what they're working on. See if there is a common interest in working together, maybe they want one little feature that could make them from a beta user to a long term paying user who refers you.
    • Get more feedback
    • Start up product survey's.
    • Have multiple landing pages (niche specific) that are more sales pages.
    • Runs ads to build / learn your audiences.
    • Make sure users know it's in beta and you really want their feedback from their teams.
    • Hire out for the things you're inexperienced in, and bust your ass in the things you're experienced in. It's all about maximizing your focus on your strengths, and let others work who's strengths are your weaknesses.

    Idk if any of this will help, lol. But hopefully it gets your brain thinking a little differently towards your growth. Good luck w/ Incubie!!