Case Study

In this growth analysis, I spent a few hours going through Mike’s tweets, posts, and podcasts to understand how he approaches growing B2B SaaS companies.
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So if you’re into a business that:

• Offers a productized marketing service
• Focuses on solving marketing problems for founders
• Anyone can implement with a few reasonable tech tools
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Backstory
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Mike Blumenthal, known as SaaS Launch Partner on X, has been building SaaS companies with founders since 2016.
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His story, beginning as a growth marketing enthusiast with a knack for understanding customer behaviors
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His first SaaS grew from 0→ 6,000 users by cold calling dentists from his college house while leveraging cold email and SEO. He helped a few founders from Harvard go from an idea to $8.5M Series A funding and win Forbes 30 under 30.
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This year, he took a new approach, embarking on a service-based business journey that reshapes the way B2B SaaS businesses approach lead generation, ultimately leading to Mike’s first exit which landed the founders on CNBC.
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SaaS Lead Flow Productized Service
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SaaS Lead Flow is more than just a lead generation service, they provide a 90-day done-for-you service with training AND an outbound engine for your B2B SaaS to use for years to come.
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The turning point for Mike came when he realized marketing strategies for B2B SaaS were expensive, inefficient, and lacked personalization.
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This led him to experiment with a few lead lists for email and LinkedIn. Soon he was bringing founders 30+ demos per month.
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His service helps busy founders go from DIY sales to DFY scaling the number of prospects and appointments taken by the team each week.
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Why the Business Thrives:
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Most SaaS companies hit a ceiling between Product-Market Fit (PMF) and Go-To-Market (GTM) fit.
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What does that mean?
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The founder has been incredible at selling up to this point, but they can’t do it all

• Sales
• Marketing
• Lead Generation
• Customer Support
• Product/Engineering
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There is too much to do in the day and that’s where SaaS Lead Flow steps in.
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A Done-For-You outbound lead generation system is very appealing to Head of Sales and SDRs at SaaS companies because they can spend more time selling and less time prospecting.

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Does Outbound Really Work?
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Mike gave me an exclusive look under the hood with a few of his clients IdealTraits.
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They’ve climbed to several $M in ARR primarily through referrals and trade shows. You can imagine how this would lead to inconsistent lead flow. It hindered their growth and sales efforts.
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In Q4 2023, Mike took a large, qualified lead list and turned it into $45,000 in revenue.
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The messaging, targeting insurance agents looking to hire, was simple yet elegant.
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1.
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‍Subject: Good morning [first name]
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Copy:

‍Are you hiring right now?

There are countless applicants in our database looking for Farmers jobs in your area code.

Reply “hiring” and I’ll tell you more about it

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2.
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Subject: [first name], are you hiring?

Copy:

Hey {{firstName}}

We are helping dozens of Farmers agents hire in your area.‍

If we could provide you with 5-10 resumes of qualified ins applicants in the next 30 days

{{RANDOM | Would that be interesting to you? | Reply "hiring" and ill send you access right away }}

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Here is a real response from a prospect days before Thanksgiving..

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The results speak for themselves..
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In 8 weeks of emailing, Mike’s campaigns produced more than $45,000 in ARR averaging 30+ meetings per month for the sales team.

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So what is SaaS Lead Flow’s growth strategy?
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Mike has an extensive network of founders from his own previous ventures. He taps into communities and builds meaningful connections with people by leading with value.

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Simultaneously he is growing his brand on X and LinkedIn to expand the reach of his content and expertise.

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Even after 10 months of building a personal brand, the majority of revenue comes from connections and referrals from happy clients.

Mike believes in offering value first. He is a wealth of knowledge in the SaaS space and ability to empathize with founders is fantastic.

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Why Done-For-You is better for Busy Founders
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While Mike has been doing growth marketing and building with founders for 7+ years, the “aha” moment came when he realized technical founders will sabotage and slow down marketing activities.
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With that in mind, he decided to take control over the process and build a system external to the company. After 90 days, the founder can request to take it over and Mike will transfer everything over to the team.
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He often steps in to consult as an advisor or Fractional CMO with clients because of his extensive experience in building SaaS companies.

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Check out SaaS Lead Flow for more information.