B2B SaaS Marketing Channels That Actually Drive MRR

Most SaaS founders make the same mistake: they pick a marketing channel because a competitor is using it, or because some VC blog told them content marketing is the future. Then they burn six months and $40K and wonder why their pipeline is empty.

I've built and exited five SaaS companies. I've personally run cold email campaigns, built YouTube channels, and tested paid acquisition. What I'm sharing here is what I've actually used to generate leads for software products - not what sounds good in a slide deck.

The channel landscape for B2B SaaS is wider than most founders realize. Cold email and SEO get most of the attention, but there are nine or ten legitimate channels worth understanding - each with different timelines, cost structures, and ICP fits. Getting the right channel mix for your stage and buyer is what separates companies that compound from companies that churn through budget and wonder why nothing sticks.

Let's go through each major B2B SaaS marketing channel, what it's actually good for, and how to execute it without wasting time.

Cold Email - The Fastest Channel to Pipeline

Cold email is still the single fastest way to get a B2B SaaS product in front of decision-makers. No waiting for Google to index your content. No CPCs. Just you, your offer, and their inbox.

The model is simple: build a targeted list of prospects, send a short personalized email, and get on calls. But execution is where most people fall apart.

The list is everything. If you're emailing the wrong people, no copy in the world saves you. For B2B SaaS, you need to filter by job title, industry, company size, and sometimes tech stack. A B2B lead database like ScraperCity lets you filter across all of those dimensions and pull unlimited contacts - which is how you build lists at scale without paying per lead.

Once you have your list, the send infrastructure matters. I use Smartlead and Instantly for cold outbound - both handle inbox rotation and deliverability monitoring automatically. If you want to layer in reply detection and sequence branching, Reply.io is worth testing too.

Before any email hits an inbox, run your list through an email validator to cut bounces. A bounce rate above 5% kills your sender reputation fast. Clean the list first, send second.

For copy, keep it short. Three to four sentences. One clear CTA. Don't pitch your product in the first email - pitch the outcome. "We help [industry] SaaS teams cut churn by X%" beats "I'd love to tell you about our platform" every time.

One thing most people skip: if you're targeting prospects who might be using a competitor's tool, you can build a technographic list first. A BuiltWith scraper identifies what technology stack a company is running - so you can target, say, everyone using HubSpot CRM over 100 employees in SaaS, and position your outreach around a migration story. That's a far sharper hook than a generic cold email.

For enrichment and personalization at scale, Clay is the tool that connects data sources, scrapes LinkedIn, and lets you build dynamic first lines without doing it manually for every contact. If you're running more than a few hundred prospects per month, it's worth understanding.

If you want the full framework I use, grab the Best Lead Strategy Guide - it covers list building, sequencing, and how to structure the ask.

LinkedIn Outbound - Slower but Higher Trust

LinkedIn sits between cold email and warm inbound. The reply rates are lower, but the meetings that come from LinkedIn tend to close faster because there's a social proof layer baked in - prospects can see your profile, your background, your content.

For SaaS specifically, LinkedIn works well when your buyer is a C-suite exec or VP who gets flooded with cold email but checks LinkedIn regularly. Enterprise deals especially benefit here. The data backs this up: 40% of B2B marketers cite LinkedIn as their most effective source for high-quality leads, and 89% of B2B marketers use it for lead generation.

The play: connect, send a short non-pitchy opener, follow up once or twice. Don't send a wall of text about your features. Ask a question, make an observation about their company, or reference something specific.

For automation at scale, Expandi is one of the safer LinkedIn automation tools - it mimics human behavior and stays within LinkedIn's rate limits. Pair it with personalization variables pulled from your prospect research and you can run sequences without burning your account. Drippi is another option worth testing for Twitter/X DM outreach if your ICP is active there.

The smarter play on LinkedIn isn't just outbound - it's also organic content. Publishing your own point-of-view posts, sharing founder insights, and commenting meaningfully in threads builds a warm audience that already knows who you are before your connection request lands. Tools like Taplio help with LinkedIn content scheduling and analytics if you want to systematize it. TweetHunter does the same for X if that platform is where your ICP lives.

The one mistake I see constantly with LinkedIn outbound: leading with a pitch. Nobody connects with a stranger and immediately wants to hear about your product. Build a small amount of familiarity - like a post, comment on their content - before you send the connection. Even one or two low-effort touches before the outreach dramatically improves response rates.

Content Marketing and SEO - The Long Game That Compounds

I'm not going to lie to you: SEO takes time. If you need pipeline in 30 days, content isn't your answer. But if you're thinking in 12 to 24-month horizons, SEO is one of the highest-ROI channels in B2B SaaS. The numbers are not subtle: B2B SaaS companies see an average ROI of around 702% from SEO efforts, with a break-even time of roughly seven months. That's an asset that pays back for years with zero incremental cost per click.

The mistake most SaaS companies make is writing about themselves. "Why [Product] Is the Best Tool for X." Nobody is searching for that. They're searching for their problem, not your solution. And the data confirms it - 76% of all traffic to B2B websites comes from search engines, and 67% of B2B buyers start their purchase journeys online. That traffic is going somewhere. It should be going to you.

Target problem-aware keywords. "How to reduce SaaS churn." "Best tools for B2B lead generation." "How to improve trial conversion rate." Write genuinely useful content, rank for those terms, and capture email leads with a relevant resource on the page.

That's the exact model behind this site. Every article targets a real question, delivers real value, and has a free resource that collects emails. Speaking of which - the Cold Email Tech Stack guide is worth downloading if cold outbound is part of your SaaS growth strategy.

A few content tactics that move the needle beyond basic blogging:

Comparison and alternative pages. "Best [Competitor] alternatives" and "[Tool A] vs [Tool B]" pages capture high-intent searchers who are already shopping. These convert at a higher rate than educational content because the visitor is deep in the evaluation stage.

Original research and data. B2B SaaS websites that publish original research see significantly higher organic traffic growth than those that don't. If you have proprietary data from your product - even anonymized usage patterns - turn it into a report. The links and shares that come from it compound your domain authority.

Free tools and calculators. Websites that offer free online tools, like ROI calculators or cost estimators, see meaningfully better organic traffic growth year-over-year. Build something useful that prospects can interact with - it ranks, it collects emails, and it demonstrates product value before anyone pays you a dollar.

For keyword research, Ahrefs and Semrush are the standards. For content at scale, the teams that win are using AI-assisted drafts plus human editing - not fully AI content, not fully manual. A hybrid approach is where the efficiency is. Companies that spend meaningfully per post are significantly more likely to call their content strategy successful - budget content produces budget results.

Paid Ads - Use It to Amplify, Not Replace

Paid acquisition - Google Ads, LinkedIn Ads, Meta - can work for B2B SaaS, but it's a different math problem than most founders expect. Your cost per click on LinkedIn can run $8 to $15 for competitive B2B audiences. Google can be lower, but qualified lead costs for B2B SaaS on Google can run anywhere from $150 to $250 depending on how competitive your category is.

This means paid makes more sense once you have a proven funnel - you know your trial-to-paid conversion rate, your average contract value, and your payback period. If those numbers work, you scale paid. If you don't know those numbers yet, paid ads will just accelerate your losses.

The best use of paid I've seen for early-stage SaaS is retargeting. Retargeting ads see click-through rates roughly ten times higher than standard display ads. You run content distribution campaigns cheaply, then retarget the visitors who engaged with your content or visited your pricing page. That audience is far cheaper to reach than cold audiences and converts at a much higher rate.

On the platform side, LinkedIn commands a disproportionate share of B2B SaaS ad spend because of the precision targeting - you can reach by company, job title, seniority level, and industry in combinations that Google can't match. The costs are real, but so is the quality. If your average contract value is above $5K annually, LinkedIn Ads math usually works. Below that, it gets harder to justify.

Google Ads is better for capturing active intent - people searching "best [category] software" or "[competitor] alternative" are in shopping mode, not just browsing. These are worth running once your SEO isn't yet ranking for those terms. Think of paid search as a way to buy time while your organic presence builds.

One underrated paid channel worth testing: review site advertising on G2 and Capterra. Users on those platforms are explicitly evaluating software - that's a searcher at the bottom of the funnel. The cost per click isn't cheap, but the intent level is as high as it gets.

Account-Based Marketing - The High-ACV Play

Account-based marketing (ABM) is a channel most early-stage SaaS companies ignore, then wish they'd started sooner once they're trying to land enterprise contracts. The core idea is simple: instead of marketing to everyone and hoping the right people show up, you identify a specific list of target accounts and run coordinated campaigns to win them.

The ROI case for ABM is strong. Around 87% of B2B marketers report that ABM delivers higher ROI than other marketing approaches. And 84% of companies using ABM have recorded pipeline growth as a result. This isn't fluffy branding work - it's a precision targeting model.

ABM makes sense when your average contract value is high enough to justify the per-account spend. If you're selling a $50/month tool, you can't afford to run customized campaigns to 50 individual companies. If you're selling a $50K annual contract, you absolutely can - and you probably should.

Here's how the motion looks in practice for a SaaS company:

Step one: build the target account list. Start with your best existing customers. What do they have in common? Industry, company size, tech stack, growth stage? That's your ICP. Then build a list of companies that look like your best customers but aren't yet customers. You can do this with firmographic filtering - a tool like ScraperCity's lead database lets you filter by industry, company size, and location to build that account list fast.

Step two: identify the buying committee. Complex B2B SaaS deals typically require buy-in from six to ten people across technical, economic, and user buyer personas. You're not trying to reach one person at a target account - you're trying to reach the champion, the economic buyer, and the technical evaluator. Map out who those roles are at each account.

Step three: run coordinated multi-channel campaigns. The mechanics of ABM are about surround-sound. The same target account sees your LinkedIn ads, gets a cold email, sees a retargeting ad, gets a connection request from your SDR, and reads a case study that references their exact industry. Each touch is personalized to that account's specific context. That's ABM done right - and it explains why it outperforms generic lead gen for high-ACV deals.

Step four: hand off warm accounts to sales. ABM creates heat before a sales conversation. By the time your SDR reaches out, the target account has seen your brand multiple times across multiple channels. Companies using ABM become meaningfully better at closing deals when sales and marketing teams stay aligned around the same target accounts.

For contact-level data on your target accounts - finding the direct email or mobile number for a specific VP at a specific company - a people finder tool handles that lookup fast without manual research.

Webinars and Virtual Events - Underrated Lead Quality

Webinars are one of the most underused channels in early-stage SaaS, and the data on why they work is compelling. Around 73% of B2B marketers say webinars produce the highest-quality leads compared to other channels. And on average, 20% to 40% of webinar attendees end up entering the sales pipeline as qualified leads when followed up properly.

Compare that to cold email conversion rates, and you start to see why webinars deserve a place in your mix. The person who registers for a webinar is self-selecting - they're interested enough in the topic to give you an hour of their time. That's a much warmer signal than someone who clicked a LinkedIn ad.

The cost structure is also attractive. The average cost per lead from webinars runs around $72, compared to over $800 for leads from trade shows. You get similar sales-readiness at a fraction of the in-person event cost.

For B2B SaaS, the webinar formats that work best are:

Product deep-dives. Walk through a specific use case your product solves. Show the actual workflow inside the tool. These attract people who are already solution-aware and actively evaluating.

Expert panel discussions. Bring in practitioners - not just you - to discuss a problem your ICP cares about. This builds credibility and attracts a broader audience than a pure product demo.

Customer success stories. Feature a customer walking through their results. This is social proof delivered live, and it's far more persuasive than a case study PDF.

The tactical execution: promote at least two to three weeks out, use email sequences to drive registrations, run it live with a real Q&A section (not just a pre-recorded replay), and then immediately follow up with a recording for those who couldn't attend. Repurpose the webinar recording into short clips for LinkedIn, YouTube, and email. One 60-minute webinar can generate weeks of content if you slice it right.

For hosting, StreamYard is what I'd use for live streaming and webinar-style content. It's clean, stable, and lets you bring in guest speakers without technical headaches.

YouTube and Organic Video - High Trust, High Leverage

YouTube is the channel I've personally invested in the most, and for good reason. A video that ranks can drive leads for years. More importantly, video builds trust at a speed that text can't match - a 10-minute video with you on camera does more for credibility than 20 blog posts. The data backs this up: 55% of B2B buyers consider video the most helpful content type, and 58% of marketers say videos deliver the best results for B2B companies.

For B2B SaaS, the play is tutorial and comparison content. "How to [do thing your product helps with]." "Best [category] tools compared." "[Competitor] vs [Your Product]." These are high-intent searches from people who are actively shopping or solving the exact problem your product fixes.

The production barrier is lower than people think. I use Descript for editing - it's fast and the AI-assisted editing removes filler words automatically. For recording screencasts and demos, Screen Studio makes product walkthroughs look polished without a big setup.

One underrated play: find the email addresses of YouTube creators in your niche and reach out for sponsorships or co-marketing. A YouTuber email finder can pull contact info for relevant creators fast, so you're not manually hunting through channel descriptions. If your SaaS solves a problem that a niche YouTube creator regularly teaches about, a sponsorship or product mention to their audience will convert far better than a generic LinkedIn ad to cold traffic.

The bigger opportunity with YouTube isn't just lead gen - it's compressing the trust timeline. A cold email prospect who watched three of your videos before the discovery call is a fundamentally different conversation than someone who has never heard of you. The video works 24 hours a day, and the compounding effect of a back catalog of useful content is real.

Affiliate and Referral Marketing - Performance-Based Distribution

Affiliate marketing has been underrated in B2B SaaS for years, but the model is straightforward and the economics are hard to argue with: you pay commission only when someone converts. Zero upfront spend. Zero wasted budget on impressions that don't convert.

Around 81% of brands rely on affiliate programs to increase brand awareness and drive sales. The word-of-mouth nature of affiliate referrals also means the customers who come through that channel tend to need less sales support and often show better retention - because someone they trusted vouched for the product before they ever signed up.

There are two types of affiliates worth building for B2B SaaS:

Content affiliates. Bloggers, YouTubers, and newsletter writers who produce comparison content, review posts, or tutorial videos in your niche. They write "Best [Category] Tools" and your product appears with their affiliate link. This is a long-game play - you need to find the right creators and give them enough time to produce content that ranks.

Community and agency affiliates. This is often higher-volume and higher-quality. Consultants and agencies who serve your ICP can refer clients to your tool in exchange for rev-share. They're already trusted advisors to your future customers - when they say your tool is the right one, it lands differently than any ad.

The key to making affiliate programs work: track properly, pay reliably, and communicate consistently. Affiliates who don't get paid on time or who can't see their performance data quickly stop promoting. Treat your top affiliates like partners, not just distribution channels.

If you're recruiting affiliates proactively rather than just waiting for inbound applications, you need to find the right people to reach out to. For YouTube creator affiliates, a tool that finds creator contact info is essential. For agency affiliates, build a prospect list of agencies serving your ICP and do a targeted outreach campaign the same way you would for any BD motion.

Partnerships and Integration Marketing - Underrated by Almost Everyone

Here's a channel most SaaS companies ignore completely: partnering with complementary tools. If your SaaS integrates with HubSpot, you should be co-marketing with HubSpot consultants and agencies. If you sit next to another tool in a workflow, their customer base is your best audience.

Getting listed on integration marketplaces - Salesforce AppExchange, HubSpot Marketplace, Zapier, and similar directories - puts your product in front of buyers who are already inside the ecosystem and actively looking for tools that fit their stack. This is passive inbound that costs nothing except the setup time.

The co-marketing side is where the real leverage is. Joint webinars, co-authored content, and cross-promotions to each other's email lists are all high-value, low-cost distribution plays. Smaller companies are especially open to this because it's free exposure for both sides.

Agency partnerships work the same way. Agencies who serve your ICP can become referral partners - they recommend your tool, you pay a rev-share or flat fee per conversion. This is one of the highest-quality lead sources in SaaS because the agency is vouching for you. Their credibility transfers.

The mechanics of building this: reach out to the partnerships or BD team at complementary SaaS companies. Frame the ask around mutual benefit - what do they get? If you can point to an existing customer base that overlaps, the conversation is easier. Start with two or three partners, run a pilot, see what converts, then systematize.

Product-Led Growth - Let the Product Do the Marketing

Product-led growth (PLG) is where the product itself becomes the primary acquisition channel. Instead of relying on outbound outreach or ad spend to bring people in, you make the product free or freemium and let users experience value before paying. Slack, Notion, Calendly, and Figma built their initial user bases this way.

The numbers on PLG adoption signal where the market is heading: 91% of PLG SaaS companies plan to increase their PLG investment, with nearly half planning to double it. That's a strong signal about where founder energy and budget is going.

For PLG to work as a marketing channel, a few things have to be true:

Time-to-value has to be short. If it takes a user 30 minutes of setup to understand why your product is valuable, PLG will struggle. The "aha moment" needs to happen fast - ideally in the first session. If it doesn't, users churn before they see enough value to pay.

The free tier has to be genuinely useful, not crippled. Freemium models that give users almost nothing as a manipulation tactic to force upgrades don't work as well as models that give real value and then offer even more value at the paid tier. The former breeds frustration; the latter breeds advocacy.

Upgrade triggers need to be natural, not forced. Build usage limits and feature unlocks that users hit organically as they get value from the product - not artificial walls designed to extract upgrades before anyone is ready.

Around 66% of B2B conversions come from free trials. If your product is well-suited to self-service evaluation, having a trial or freemium option dramatically expands the top of your funnel without adding SDR headcount.

PLG also changes your content strategy. Instead of writing content that ends with a "book a demo" CTA, you can end with a "start for free" CTA - which is a much lower-friction ask and converts at a higher rate for most products.

Community and Social Proof - What Closes the Deal

None of these channels work in isolation. What actually converts a prospect into a paying customer is trust - and trust comes from social proof, community presence, and peer recommendations.

B2B buyers increasingly discover and vet solutions through communities and social proof before ever filling out a form. A prospect who found you through cold email and then saw your product reviewed positively on G2, mentioned in a Slack community, and recommended by a peer is a completely different sales conversation than a cold email reply from someone who has no other context for who you are.

That means you need reviews on G2, Capterra, and Product Hunt. It means being active in the Slack groups, Discord servers, and forums where your buyers hang out. It means getting mentioned in newsletters they read.

Community-led growth has emerged as a real strategy for B2B SaaS - not just a buzzword. When done well, a community creates ongoing touchpoints, peer validation, and a competitive moat that's genuinely hard for competitors to replicate. The principle that works best: build your community around a shared problem or profession, not just around your product. A community for "RevOps leaders" or "SaaS founders" is more compelling to join than a community named after your brand. The latter feels like a support channel; the former feels like a peer network.

This isn't "marketing" in the traditional sense - it's reputation building. But it's the layer that makes every other channel work better. A warm lead who's already seen your name in three communities converts at a totally different rate than a cold email recipient who's never heard of you.

Email Nurture and Marketing Automation - The Channel You Already Have

Most SaaS companies underinvest in email marketing to their existing list. You're paying to acquire leads through every channel listed above - and then not working them properly once they're in your database. That's leaving pipeline on the table.

Email marketing consistently ranks as one of the highest-ROI channels for B2B. Around 50% of U.S. B2B marketers say email is their most effective channel in a multichannel strategy. And automated emails, despite making up only about 2% of total email volume, drive around 37% of all email-generated sales. The leverage in automation is real.

For B2B SaaS, the email sequences that matter most are:

Trial onboarding sequences. When someone signs up for a free trial, the next 7-14 days determine whether they convert. A good onboarding sequence drives activation milestones - showing them the key features, getting them to their "aha moment," and removing friction at each step. Most SaaS companies send one welcome email and then nothing. That's a conversion problem, not a product problem.

Lead nurture sequences. Someone downloaded your lead magnet but hasn't booked a demo. They're not ready yet - they're in research mode. A 5-10 email nurture sequence over 4-6 weeks, each delivering a specific piece of value around the problem your product solves, keeps you top of mind until they're ready to buy.

Re-engagement campaigns. Every email list has cold subscribers who've gone silent. A re-engagement sequence - "we haven't heard from you in a while, here's something worth your time" - wakes up a percentage of them and cleans the rest off your list, improving overall deliverability metrics.

For sending and managing these sequences, AWeber is a solid option for smaller lists. For CRM and pipeline tracking alongside email, Close CRM is what I'd use for a sales-led motion - it's built specifically for outbound-heavy sales teams and keeps everything in one place.

Cold Calling - Still Works When Your List is Right

Cold calling is not dead. It's just uncomfortable, which is why most founders avoid it and then wonder why their pipeline is thin. For B2B SaaS targeting mid-market and enterprise, phone outreach adds a human layer that email and LinkedIn can't replicate.

The key is having direct dials, not company switchboard numbers. Getting routed through a receptionist is dead volume. A mobile finder tool gets you direct cell numbers for prospects so your calls actually reach decision-makers instead of voicemail trees.

Cold calling works best as part of a multichannel sequence, not in isolation. A prospect who received your email yesterday and saw your LinkedIn connection request this morning is warmer when your call lands than a completely cold dial. The sequencing matters: email first to establish context, LinkedIn to add a social layer, then call to push for a live conversation.

For call infrastructure at scale, CloudTalk is worth looking at for teams running structured phone outreach. It handles call recording, analytics, and CRM integration so nothing falls through the cracks.

Influencer and Micro-Influencer Marketing - Niche Amplification

Traditional influencer marketing in B2B SaaS doesn't look like consumer influencer marketing. You're not looking for someone with a million followers. You're looking for practitioners with a few thousand engaged followers in your exact niche - a CFO who posts about financial operations, a RevOps lead who shares workflow tips, or a startup founder with an audience of other startup founders.

Micro-influencers build strong connections with their audiences precisely because they're focused on a niche topic. Their authentic engagement can meaningfully increase both awareness and conversions for a relevant SaaS product. A mention from a respected practitioner in your niche carries more weight than a full-page ad in a trade publication.

The outreach here follows the same logic as partnership outreach. Find the right creators, understand their audience, and make a proposal that's genuinely interesting to them - free access to your tool, a revenue share, or a flat sponsorship fee depending on their reach and fit.

To find the right YouTube creators to approach for partnerships or sponsorships, you can use a YouTuber email finder to pull contact details without manually digging through channel about pages and video descriptions for hours.

The Key Metrics You Need to Track Across All Channels

Running multiple marketing channels without tracking them properly is just burning money in a structured way. Here are the numbers you need to understand for every channel you operate:

Customer Acquisition Cost (CAC). Total spend on a channel divided by customers acquired from that channel. The average B2B SaaS CAC sits around $1,200, though this varies widely by company size and segment. Organic search tends to deliver a significantly lower CAC than paid channels over the long run - but takes longer to get there.

LTV to CAC ratio. Your customer lifetime value divided by your acquisition cost. A healthy SaaS business targets a 3:1 ratio or better. Below 2:1 and you're probably growing but not building sustainable unit economics. Above 5:1 and you might be underinvesting in growth.

Payback period. How many months does it take to recover your CAC from a customer's monthly subscription payments? For venture-backed SaaS, sub-18 months is healthy. For bootstrapped SaaS, you want this number lower - ideally under 12 months.

MQL to SQL conversion rate. The MQL-to-SQL stage is where most SaaS funnels leak. The average conversion rate at this stage sits at only 15-21%. If you're below 15%, the problem is usually either lead scoring criteria that are too loose (letting in people who don't fit your ICP) or slow SDR follow-up speed. Fix this before you scale spend.

Trial-to-paid conversion rate. For product-led motions, this is the single most important metric after MRR. Industry benchmarks vary, but if less than 15% of trial users are converting to paid, dig into the onboarding data before adding more top-of-funnel volume.

Channel-attributed pipeline. Which channels are producing pipeline that actually closes? This is different from which channels produce the most leads. A channel that generates 50 leads that all close beats a channel that generates 200 leads that nobody closes. Work backward from closed revenue, not just lead volume.

How to Pick the Right Channel Mix

Here's the honest answer: most early-stage SaaS companies should start with cold email and content, in that order. Cold email because it gives you feedback fast - you learn what messaging works, who responds, and what objections come up. Content because it compounds over time and reduces CAC as you scale.

Add LinkedIn outbound once your cold email is converting. Layer in paid retargeting once your funnel is proven. Build YouTube if you can commit to consistency. Run webinars once you have something worth teaching. Develop partnerships once you have customers to reference. Layer in ABM once your ACV justifies the per-account spend.

If you're not sure which channel to prioritize for your specific product and ICP, the SaaS AI Ideas Pack has positioning and GTM frameworks that help you think through the fit between your buyer and your channel.

The biggest thing I see SaaS founders get wrong is trying to do all of this at once. Pick one or two channels. Get them working. Then expand. Spreading thin across five channels is how you get mediocre results everywhere and traction nowhere. As one principle worth internalizing: focus deeply on one channel before expanding - that advantage compounds significantly over teams that try to be everywhere simultaneously.

The channel that's right for you depends on three variables: your timeline, your average contract value, and your ICP. Short timeline plus low ACV? Cold email. Long timeline plus high ACV? Build SEO and ABM in parallel. High ACV targeting enterprise? Add LinkedIn organic content and phone outreach to the mix. PLG-friendly product? Get a free tier in place and make trial conversion your obsession.

Start with the channel that matches your timeline and resources. Execute it well. Measure results. Then build from there.

I go deeper on SaaS go-to-market strategy inside Galadon Gold - it's where I work directly with founders on exactly this kind of decision-making.