Episode Details

Most SaaS companies are wasting money on SaaS PPC. Todd Chambers has spent over 10 years running paid media campaigns for SaaS businesses, and he says 95% of them make the same six SaaS lead generation mistakes with their ad spend.

Why listen: Learn the six most common SaaS lead generation mistakes - from failing to understand unit economics and not tracking offline conversions, to under-investing in CRO and misaligning sales and marketing teams. Todd breaks down each one with practical fixes for your SaaS PPC campaigns.

🔑 Key Lessons

• 💰 Know your unit economics before SaaS lead generation spending: Calculate LTV, CAC cap, and payback period before launching any paid media SaaS campaign - 95% of companies skip this step.
• 🎯 Track offline conversions through your SaaS PPC funnel: Pass the Google Click ID through CRM stages so you can optimize toward MQLs or closed deals, not just form submissions.
• 🚀 Build a full-funnel SaaS lead generation strategy: Sequence prospects from awareness videos to mid-funnel content to demo requests - pushing only lower-funnel ads causes quality scores to drop.
• 🛠️ Invest in CRO proportional to your SaaS advertising spend: Companies spending $100K on ads often allocate just $1K on landing page optimization, leaving conversions on the table.
• 📉 Activate free trial users or your paid spend leaks: Driving signups without onboarding sequences and email automation is a leaky bucket - fix activation before scaling SaaS lead generation.

Chapters

• Introduction
• What Upraw Media does for SaaS companies
• PPC platforms for B2B SaaS
• Todd's background in PPC
• Mistake 1: Not understanding SaaS unit economics
• How to calculate LTV, CAC, and payback period
• Conversion tracking fundamentals
• Mistake 2: Not tracking offline conversions
• How Google Click ID works through the CRM
• Mistake 3: Not taking a full-funnel approach
• Why aggressive lower-funnel spend backfires
• Building a content-driven PPC funnel
• Mistake 4: Not focusing on user activation
• Mistake 5: Under-investing in CRO
• How to start conversion rate optimization
• Mistake 6: Not aligning sales and marketing
• Where to start with SaaS PPC on a small budget
• Lightning round

Resources

• Full show notes: https://saasclub.io/244
• Join 5,000+ SaaS founders: https://saasclub.io/email