How Stillio unlocked more effective product messaging by understanding their most powerful use cases

(Coming Soon)

Georgiana Laudi & Claire Suellentrop

Forget The Funnel

On this episode, Georgiana and Claire are joined by Steve De Jong and Diego Richards, the CEO and CCO of Stillio, who started working with Forget The Funnel earlier this year. Steve and Diego share their journey from blindly experimenting with marketing tactics and dangerously slow growth to a renewed sense of optimism for the future. With new understanding of their amazing customers, they learned that growth doesn’t have to come from spending more on top-of-funnel marketing.

We unpack the importance of understanding the use cases for your product, honing in on the ones that matter most – In this case, gaining Steve and Diego the clarity they needed for positioning & messaging their niche product inside a nearly limitless, horizontal market.

Discussed

  • Problems with copying the marketing that works for other SaaS companies and relying on guesswork without clearly understanding the unique value you provide to a unique set of customers.
  • How effective research allowed Stillio to quickly uncover its best customers and develop a more focused, effective messaging strategy with clear, practical outputs.
  • Being open to seeking out external expertise to help guide you to a more customer-centric approach quicker - especially when the skillset is missing internally.

Key Moments

[2:57] Steve and Diego explain the problem Stillio solves, their roles within the company and how they came to work with Forget The Funnel.

[6:51] Gia, Diego, and Claire discuss the dangers of copying what seems to work for other SaaS companies and running marketing for marketing’s sake.

[10:52] Steve talks about the product marketing challenges of building a product for so many potential customers with so many potential use cases.

[13:26] Diego shares some new and unique insights they discovered about their best customers through their research efforts - from understanding which segments were signing up for the long haul and others to set up and forget.

[15:47] The group discusses the different types of Jobs of the Stillio product identified from the research and how this impacted practical decision-making across how they present themselves through their marketing.

[20:46] Gia explains the massive short-term opportunity in identifying the customers that implicitly understand the value of your product.

[23:03] Diego and Steve share some practical ways customer research influences their priorities, from reconsidering their overall messaging to updating the company homepage and email campaigns.

[27:07] Diego talks about the value the Stillio team found in working with an objective, external partner that could provide focus to their customer research efforts.

Transcript

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Georgiana Laudi & Claire Suellentrop

When it comes to growing multi-million dollar SaaS businesses, we’ve seen what works. Both separately and together, we've built best-in-class brands from the ground up and played key roles in revenue growth. While our background stories may differ — Gia’s a Canadian who’s been marketing since 2000; Claire’s an American whose marketing career began in 2012 — we’re united in wanting to support those growing SaaS companies, and to provide resources they need to step up as strategic leaders. You can learn more about us here.

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