A SaaS Marketing Guide to Viral Marketing (for SaaS Marketers)

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    In the realm of Software as a Service (SaaS) marketing, viral marketing has emerged as a powerful strategy for reaching a wide audience in a short period. This article delves into the intricacies of viral marketing, specifically tailored for SaaS marketers. The aim is to provide a comprehensive understanding of the concept, its benefits, strategies, and potential pitfalls.

    As the SaaS industry continues to grow, marketers are constantly seeking innovative ways to attract and retain customers. Viral marketing, with its potential to rapidly amplify brand visibility and user engagement, has become a key tool in the SaaS marketer’s arsenal. This guide will explore the various facets of viral marketing in the context of SaaS, providing practical insights and actionable strategies.

    Understanding Viral Marketing

    Viral marketing is a strategy that relies on social networks to promote a product or service. The idea is to create content that is so compelling that people feel compelled to share it with others. This sharing can occur through various channels, including email, social media, word of mouth, and more. The ultimate goal is to create a ‘viral’ effect, where the content spreads rapidly and widely, much like a virus.

    For SaaS marketers, viral marketing can be particularly effective. This is because SaaS products are typically digital and can be easily shared or recommended online. Furthermore, the SaaS business model often involves recurring subscriptions, which means that a successful viral marketing campaign can lead to a significant increase in long-term revenue.

    The Mechanics of Viral Marketing

    The success of a viral marketing campaign hinges on the concept of ‘viral coefficient’. This is a measure of how many new users a single existing user can bring in. If 20 users share your content with four people each (80 shares in total), and 40 of them become a new user, your viral coefficient is (20*4*0.5)/20 or 2. A viral coefficient greater than 1 is ideal, as it means your user base is growing exponentially.

    Another key aspect of viral marketing is the ‘viral cycle time’, which is the time it takes for a user to complete one cycle of sharing. The shorter the viral cycle time, the faster your content can spread. SaaS marketers should aim to reduce the viral cycle time by making the sharing process as easy and quick as possible.

    Benefits of Viral Marketing

    Viral marketing offers several benefits for SaaS marketers. Firstly, it can significantly increase brand awareness. A successful viral campaign can reach a large number of people, many of whom may not have been aware of your brand before. This increased visibility can lead to more website visits, sign-ups, and ultimately, sales.

    Secondly, viral marketing can be cost-effective. While creating compelling content may require an initial investment, the cost of distribution is often low. If your content truly goes viral, you can reach a large audience at a fraction of the cost of traditional advertising methods. This makes viral marketing an attractive option for SaaS companies with limited marketing budgets.

    Strategies for Viral Marketing in SaaS

    Creating a successful viral marketing campaign requires careful planning and execution. In the context of SaaS, there are several strategies that can increase the likelihood of your content going viral. These include leveraging social proof, creating shareable content, and incentivising sharing.

    It’s important to remember that not all content is equally likely to go viral. Content that elicits strong emotional responses, provides value, or is unique and surprising is more likely to be shared. As a SaaS marketer, you should strive to create content that meets these criteria.

    Leveraging Social Proof

    Social proof is a powerful psychological phenomenon where people conform to the actions of others under the assumption that those actions are reflective of correct behaviour. In the context of viral marketing, social proof can be leveraged by showcasing how many people are using your SaaS product, or by highlighting positive reviews and testimonials.

    For example, you could create a social media post that highlights a major milestone, such as reaching 1,000 customers. This not only provides social proof, but also creates a sense of momentum and excitement around your brand, which can encourage sharing.

    Creating Shareable Content

    Creating content that is inherently shareable is crucial for viral marketing. This could be a compelling blog post, an engaging video, an informative infographic, or even a simple tweet. The key is to create content that people will want to share with their networks.

    For SaaS marketers, this could involve creating content that showcases the benefits of your product, provides useful tips and tricks, or addresses common pain points in your industry. The more relevant and valuable your content is, the more likely it is to be shared.

    Incentivising Sharing

    Another effective strategy for viral marketing is to incentivise sharing. This could involve offering a discount or free trial to users who refer others to your SaaS product. This not only encourages sharing, but also provides a direct benefit to your existing users.

    However, it’s important to ensure that any incentives you offer are aligned with your business goals. For example, if your goal is to increase long-term subscriptions, offering a discount for a one-month trial may not be the best approach. Instead, you could offer a discount on the first year of a subscription for users who refer others.

    Pitfalls to Avoid in Viral Marketing

    While viral marketing can be highly effective, it’s not without its pitfalls. Understanding these potential issues can help you avoid them and maximise the success of your viral marketing campaigns.

    One common pitfall is focusing too much on virality at the expense of quality. While it’s important to create content that has the potential to go viral, it’s equally important to ensure that this content is high-quality and provides value to your audience. Content that is designed solely to go viral, without providing real value, is unlikely to result in long-term success.

    Ignoring User Experience

    Another common pitfall is ignoring the user experience. If your content is difficult to share, or if your website is not user-friendly, your viral marketing efforts may be unsuccessful. It’s important to make the sharing process as easy as possible, and to ensure that your website is easy to navigate and provides a positive user experience.

    For SaaS marketers, this could involve ensuring that your product is easy to use and provides a seamless onboarding experience. If users find your product difficult to use, they are unlikely to recommend it to others, regardless of how compelling your viral marketing content may be.

    Overlooking Analytics

    Overlooking analytics is another common pitfall in viral marketing. Without proper tracking and analysis, it’s difficult to know whether your viral marketing efforts are successful. It’s important to track key metrics, such as the number of shares, the viral coefficient, and the viral cycle time, to understand the effectiveness of your campaign.

    For SaaS marketers, this could involve using analytics tools to track user behaviour, such as how often users share your content, how many new users they bring in, and how long they stay on your site. This data can provide valuable insights into the effectiveness of your viral marketing efforts and help you make data-driven decisions.


    Viral marketing is a powerful tool for SaaS marketers. When executed correctly, it can significantly increase brand awareness, attract new users, and drive long-term revenue growth. However, it’s important to approach viral marketing with a strategic mindset, focusing on creating high-quality, shareable content, leveraging social proof, and incentivising sharing.

    While viral marketing can be challenging, the potential rewards make it worth the effort. By understanding the mechanics of viral marketing, implementing effective strategies, and avoiding common pitfalls, SaaS marketers can harness the power of virality to grow their business.