Customer-Led Growth: Grow SaaS Revenue Without More Traffic

Synopsis

Claire Suellentrop argues that more top-of-funnel traffic won't move SaaS revenue if positioning is off, and walks through a customer-led growth system. MeetEdgar lifted free signups 89% and trial-to-paid 40% by updating three website pages after interviewing recently-converted daily-active users, while Autobooks cut messaging from 'all-in-one finance management' down to one feature and saw 300% more usage of it. She covers customer selection criteria, jobs-to-be-done interview questions, and why churned-customer research answers a different question than best-customer research.