S1E13 - How to win in a crowded B2B SaaS market with Alan Gleeson

Is your B2B SaaS struggling in a saturated market? Do you know the hacks and tricks of staying competitive in the increasingly crowded B2B SaaS market? If that's your current dilemma, then this is your episode. With our guest Alan Gleeson, we talk about how to curve a niche and become competitive in the B2B SaaS market that is becoming crowded daily.

Why you should listen to Alan – He has gained immense experience from his involvement in the B2B SaaS market since browser software rendering became possible. Furthermore, Alan has worked as a consultant to more than 50 B2B SaaS companies in different countries. He has seen the inside of a lot of Google Analytics accounts at different growth levels, gaining a valuable understanding of growth drivers in a saturated market.

Why start a B2B SaaS in a crowded market –B2B SaaS businesses are becoming more and more successful and have relatively low startup costs. On the other hand, he identifies the primary difficulty as the B2B SaaS market's competition due to the growing number of competitors. A very specialized or niched, obscure startup struggles with poor Google exposure or a competitive market sector that is oversaturated calls for a strong differentiation strategy. He characterizes competition as beneficial for a startup with a well-developed strategy. 

What should be in place before venturing into a competitive B2B SaaS market – You need to be aware of the table sticks features expected of the specific market category. Also, it is necessary to satisfy the product-fit requirement by initially gathering the required research. Key areas include competitor pricing, core features, search engine marketing companies, and a well-defined ideal customer profile. It would be best to consider only commercializing your B2B SaaS after validating all the assumptions.

Key Time codes

• (0:30) Introduction to today's topic and guest
• (1:26) Why you should listen to Alan 
• (1:26) Why start a B2B SaaS in a crowded market
• (4:08) What should be in place before venturing into a competitive B2B SaaS market 
• (6:34) Understanding your ideal customer profile
• (7:18) Other common mistakes for B2B SaaS in a crowded market 
• (10:21) Strategies and processes of winning in a crowded market 
• (12:50) Importance of market knowledge in a niche market
• (16:25) Challenges of building B2B Saas in a crowded market 
• (21:18) How do you plan for Contento to remain competitive
• (25:56) How does indirect marketing help B2B SaaS in a crowded market 
• (28:20) Advice to SaaS founder with 10k MMR
• (30:48) Advice to SaaS founder with 1M AAR 
• (34:45) Alan's contact information