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 a 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 ] Georgiana, 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 many potential use cases.

[13:26 ] Diego shares some 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 the Stillio team identified from the research and how this impacted practical decision-making across how they present themselves through their marketing.

[20:46 ] Georgiana explains the huge short-term opportunity in identifying the customers who implicitly understand the value of your product.

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

[27:07 ]

• Follow Georgiana on LinkedIn: https://www.linkedin.com/in/georgianalaudi/
  
  
• Read the uber-practical Forget The Funnel book: https://forgetthefunnel.com/customer-led-growth/book
  
  
• Check out Forget the Funnel’s website: https://forgetthefunnel.com/
  
  
• Get the free Forget the Funnel workbook to help you implement Customer-Led Growth: https://forgetthefunnel.com/workbook

Previous Episodes

• How Customer Blind Spots are Costing Your Team & How to Fix Them on Apple Podcasts
  
  
• Avoiding Common Customer Research Traps (and What Good Research Looks Like) on Apple Podcasts