The Complete Growth Playbook

At Heveli, we've used this exact framework to help 50+ B2B SaaS companies scale from $0 to $10M ARR. This isn't theory—it's battle-tested in the real world.

The Core Principles:

1. Customer-First Growth: Every growth initiative starts with understanding your customer
2. Data-Driven Decisions: Measure everything, optimize relentlessly
3. Systematic Approach: Repeatable processes that scale with your business
4. Revenue Focus: Every effort ties back to measurable revenue impact

Key Insight: Companies that follow our systematic approach see 3-5x faster growth compared to those using ad-hoc growth tactics.

Before you can scale, you need a solid foundation. Here's what that looks like:

1. Product-Market Fit Validation

• Customer Interview Framework: Conduct 50+ customer interviews
• Value Proposition Testing: A/B test your core messaging
• Retention Metrics: Aim for 95%+ monthly retention for B2B SaaS

2. Revenue Model Optimization

• Pricing Strategy: Test 3-5 pricing models
• LTV/CAC Ratios: Target 3:1 minimum, 5:1+ for sustainable growth
• Unit Economics: Know your numbers inside and out

Pro Tip: Don't scale broken unit economics. Fix your foundation first, then pour gasoline on the fire.

Our systematic approach to finding and converting customers:

Channel Strategy Framework

1. Channel Testing: Test 5-7 acquisition channels simultaneously
2. Double-Down Strategy: Focus 80% of resources on your top 2 channels
3. Continuous Optimization: Monthly reviews and quarterly pivots

Top Performing Channels for B2B SaaS

1. Content Marketing + SEO: 35% of our clients' best channel
2. LinkedIn Outreach: 28% see significant ROI
3. Partner Programs: 22% for companies with clear ICP
4. Paid Ads: 15% when targeting is dialed in

Real Case Study: Client X went from $0 to $2M ARR in 12 months using our content-first approach. They published 3 in-depth articles per week and saw 400% increase in qualified leads.

Keeping customers and growing accounts is where the real money is:

Onboarding Excellence

• First Value: Deliver value within 24 hours
• 30-60-90 Framework: Clear milestones for customer success
• White-Glove Treatment: Personal touch for first 100 customers

Expansion Revenue

• Upsell Strategy: Identify expansion opportunities in months 3-6
• Cross-Sell Framework: Introduce additional products at renewal
• Success Metrics: Track expansion revenue as % of total revenue

Expansion Target: Aim for 120% net revenue retention. Best-in-class SaaS companies hit 130%+.

Month 1-2: Foundation

• ✓ Complete customer interviews
• ✓ Set up analytics and tracking
• ✓ Define ideal customer profile
• ✓ Create initial content calendar

Month 3-4: Channel Testing

• ✓ Launch 3 acquisition channels
• ✓ Set up conversion tracking
• ✓ Create lead nurture sequences
• ✓ Implement onboarding process

Month 5-6: Optimization

• ✓ Analyze channel performance
• ✓ Double down on best channels
• ✓ Optimize conversion rates
• ✓ Launch expansion programs

Ready to Scale? This playbook gives you the framework, but implementation is where companies struggle. That's where we come in.