Customer Development (Custdev): How to Test Hypotheses
Customer development (custdev) is a method for testing hypotheses about customers. We cover its 4 stages, interview script, checklist, case studies, and common
#SaaS metrics
Content Marketing Metrics: What to Track and How to Calculate
A full breakdown of content marketing metrics: reach, engagement, conversions, and ROI. Formulas, benchmarks, tools, tables, and a reporting checklist.
TAM SAM SOM: How to Calculate Market Size
What TAM SAM SOM means and how to calculate market size: formulas, top-down and bottom-up methods, worked example, comparison table, PAM, and common mistakes.
Lead Generation Automation: Capturing Leads Into Your CRM
How to build lead generation automation: capture architecture, qualification, CRM handoff, scoring, CPL/CAC/ROMI metrics, integration mistakes, and a checklist.
Lead Generation Metrics: What to Track for Growth
Lead generation metrics: full KPI list, formulas for CPL, lead conversion, MQL and SQL, channel and B2B/B2C benchmarks, a reporting template, and a starter
Lead Handoff to Sales: Marketing-Sales SLA Guide
How to build lead handoff to sales through a marketing-sales SLA: metrics, agreement template, implementation algorithm, and checklist.
Target Audience Segmentation: Criteria and Methods
Target audience segmentation: criteria and methods (Kotler, 5W, Hunt, JTBD, RFM, LTV), a comparison table, checklist, persona template and B2B/B2C examples.
Webinar for Lead Generation: How to Attract Leads
How to build a lead-gen webinar: types, offer, promotion, structure, CPL and ROI metrics, lead follow-up and CRM. Checklist, templates, tables and cases.
Lead Qualification: MQL, SQL, and Implementation Stages
What lead qualification is, how MQL differs from SQL, which criteria and methods (BANT, MEDDIC) to use, and how to build the process in a CRM — a step-by-step
Lead Scoring: What It Is and How to Rank Leads for Sales Growth
What lead scoring is: models, the BANT method, criteria and weights, a sample point scale, common mistakes, and tools for automating lead scoring.
Cost Per Lead (CPL): Formula and How to Reduce It
What is cost per lead (CPL), formulas by budget and by margin, channel-by-channel examples, and 10 ways to cut lead cost without sacrificing quality.
B2B Sales Funnel: Stages, Conversion, and How to Build One
B2B sales funnel explained: stages from lead to deal, differences from B2C, conversion formula with example, key metrics, buying committee, and a checklist.
Porter's Five Forces: Competitive Analysis Model with Example
Porter's competitive analysis explained: the Five Forces model, step-by-step algorithm, scoring method, example, table template, and comparison with SWOT
B2B Marketing: Strategy, Channels, and Where to Start
B2B marketing explained simply: how it differs from B2C, how to build a strategy, which channels and metrics (CAC, LTV, ROMI) work, and where to start.
ABM Marketing in B2B: What It Is and How to Launch It
What ABM (account-based marketing) is in B2B: definition, difference from inbound, one-to-one/few/many types, a launch plan, metrics, timeline and budget.
CAC and LTV in B2B and SaaS: Formulas, Calculation, Benchmarks
How to calculate CAC and LTV in B2B and SaaS: formulas with gross margin and churn, blended vs paid CAC, LTV:CAC 3:1, CAC Payback and benchmarks.
Ideal Customer Profile (ICP) in B2B: Guide & Template
How to build an ideal customer profile (ICP) in B2B in 6 steps: criteria, ICP vs buyer persona, a filled example with numbers, and a ready template.
B2B Content Marketing: Strategy and the Content Funnel
A step-by-step B2B content marketing framework: from ICP and a ToFu/MoFu/BoFu content funnel to formats, distribution, sales enablement, and metrics.
ROI and ROMI in Marketing: How to Measure Payback
ROI and ROMI formulas, a worked B2B/SaaS example, the difference from ROAS, and how to tie the math to end-to-end analytics and CRM by channel.