The 5 winning strategies of hypergrowth B2B SaaS champions

Updated: January 7th, 2024
Published: October 14th, 2023
Tech Is Cooling Off ๐Ÿฅถ B2B SaaS Is Not. Here are the 5 winning strategies of hypergrowth SaaS champions. Based on a BCG X study of over 100 SaaS B2B companies


Tech Is Cooling Off ๐Ÿฅถ B2B SaaS Is Not. Here are the 5 winning strategies of hypergrowth SaaS champions๐Ÿ‘‡

This weekend I stumbled across a recent study by BCG X - who surveyed more than 100 B2B SaaS companies. Below are some interesting takeways on what puts the top % of SaaS players apart..

Growth in SaaS vs B2B SaaS

๐Ÿ“ˆย Overall the SaaS industry is growing about 17% YoY. The B2B SaaS companies in the sample are growing over 10X that.

Hi demand ๐Ÿ‘‹ Complex challenges requires SaaS solutions

So there is STRONG demand for cloud-based SaaS โ˜๏ธย 

Especially for enterprise - as leadership teams face complex challenges including: - digitization- the shift to remote work- relentless pressure to reduce costs- need to meet evolving customer demands

How much $$ย the SaaS champions invest in GTM

The fastest growing companies - growing at around 200% YoY - typically invest about 25% to 30% of revenue into their GTM (go-to-market) strategy

Investment into Go-to-market by hyper growth champions

And most interestingly of all ๐Ÿ‘‡

The 5 winning strategies of hypergrowth B2B SaaS champions ๐Ÿ†

Here are 5 winning strategies these SaaS champions use to outgrow their competition:

1. Automate the sales funnel โœ…

The SaaS champs grow 89% faster by automating their sales funnel ๐Ÿค– = lead gen, upsells, cross-sells, and retention

2. Invest in lead-scoring โœ…

SaaS companies that implemented lead scoring systems grew 75% faster than those who did not ๐Ÿ†ย 

This could involve scoring in their CRM based on who asked questions or attended their webinars, to focus on the hot leads ๐Ÿ”ฅย or tailor communication for improved CX

3. Leverage word-of-mouth โœ…

Despite strong digitization across all industries, 34% of SaaS champions still ๐Ÿ‘‰ to word-of-mouth referrals as the MVP to drive new business. Followed by paid search and partnerships.

Preferred acqusition channels for B2B SaaS companies

4. Align channels strategy โ†” deal size โœ…

The customer mix decides self-serve vs. hands-on sales ๐Ÿ‘Š

5. Leverage user insights โœ…

SaaS means you can track usage remotely - the champs set up tracking and take action, both in CS and building new features ๐Ÿ› ๏ธ


While tech is stalling in growth, B2B SaaS is still hot. A common pattern in the hyper-growth companies is investing heavily in tools for efficient and automated distribution - as go-to-market continues to be key to win. Also, keeping existing customers close, listening to needs and upselling is something we will see more of in 2024.

Do you recognize the above? Do you have any other strategies to run faster than your competitors?

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