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SaaS Email Marketing: A Go-to Guide for Beginners

Denys Kontorskyy

Congrats!

Since you’re here I can guesstimate that you’re about to launch your first SaaS email marketing campaign.

Or, maybe, you’re looking for ways to optimize the campaign you already launched?

Either way, this guide gives you all the goodies to let your emails fly towards enviable engagement stats.

And if you need specific info within this space, hit the links below to jump to the related section.

What is email marketing for SaaS?

In short, email marketing implies using email as a channel to promote software as a service products to customers and inform them about anything a company wants (product updates,  upcoming offers, etc.). 

SaaS email marketing campaigns can target both existing and potential customers, including those subscribed to receive emails from the company. 

Generally, drip campaigns, which are email campaigns aimed to convert subscribers, can consist of emails of various types, including:

The benefit of using email to market a SaaS business is that you can segment your subscribers based on criteria like their preferences, demographics, and user behavior to target tailored content they’ll enjoy. 

Or, use email marketing automation tools to reach a wider audience with less effort, track the performance of your emails, create templates, etc.

Features of email marketing for SaaS

While there are some common practices to email marketing, it differs depending on the product. So what makes SaaS email marketing different from email marketing in general terms? Let’s find out.

Personalization

Personalization is the 2nd most effective email marketing strategy, increasing transaction rates by 6 times. So you should use all your data to tailor your emails to your audience. 

Here are some examples of what type of customer data you can use to personalize subject lines and email messages:

These let you send personalized product recommendations or craft a CTA based on their recent action. You can use AI prompts to generate more ideas on email personalization.

Even something as small as starting the email with their name would immediately appeal to the reader.

Customer education

Sending an onboarding email to newly subscribed users is crucial to retain them. If they find getting started with your software confusing, 3 out of 4 will switch to a competitor’s service.
But if the onboarding takes place and continues, 86% of users will most likely stay loyal to your product.

Besides onboarding new customers, educating already paying customers on how to use your product throughout their entire digital customer journey is also important. As your product grows and improves, you want your customers to get the most out of it, and by applying targeted prospecting techniques, you can effectively connect with new prospects while ensuring long-term engagement with your current users.

Another goal of customer education is to grow awareness of issues affecting a certain business. This way, you highlight the problems while offering your SaaS as a solution, transitioning your potential users into actual ones.

For instance, many businesses struggle with data collection, which is crucial for informed decision-making. By educating users on how your SaaS integrates with a reliable web scraping solution, you can demonstrate how easily they can automate data gathering processes, thus making their operations more efficient and effective. This approach not only addresses a common pain point but also showcases the added value your product offers.

You should also use email campaigns to educate users on how to solve their problems with your product and access the features they need. Depending on the size of your service, these can be both a separate onboarding sequence or a content block included in a welcome email or newsletter, for example.

Customer success stories

Delivering facts as a part of a story makes it 22 times more memorable, using storytelling practices like customer success will help your campaigns stand out. 

A customer success story helps new or potential customers see the bigger picture of how the product benefits others and can be helpful to them, too. It also helps educate the users on what pain points they can address with the service.

There are several ways to include a customer success story in your emails. Here they are:

For the last one, an example would be an overview of the user’s month or year of using your product. Paired with some engaging infographics, this email will give them a sense of achievement, and you’ll bond over celebrating their lovely milestone together.

Incentivized referrals

Referred customers convert 30% better and have 16% higher lifetime value when compared to customers gained through other channels. So if you’re running a referral program, make sure to promote it in your email sequences. And if not, we highly encourage you to start one!

There are different options of what you can offer to participants in a referral program. It can be:

Of course, the reward you give to successful referrals and referring users will depend on many factors, like your company’s size, industry, and target customer.

Product updates and feature releases

The more pain points the service helps address as it grows and expands in available features, the easier it is for the users to integrate it into their routines inseparably. 

And for the vendor, this translates into increased engagement and overall growth. So why speed it up by letting users know what else they can use the service for?

Luckily, product update emails can vary a lot since there can be emails announcing:

Regardless of the update, frame it as a step towards improving your product and helping customers solve their challenges more efficiently.

Account activation emails

Emails reminding users about their account not being activated after signing up or deactivated due to inactivity are effective ways to encourage them to return to the service. 

Of course, it’s important to investigate why your customers fall off in the first place — maybe it’s something with the service or your AAARRR marketing funnel set-up that needs a fix. But if it’s not any of those, start running this type of campaign to see how your audience responds.

A usual approach to crafting these emails is to include a direct link to the account activation or sign-in page. Or, give out a gift to the user on (re)activating their account, like a discount on the next payment round.

Free trial reminders

SaaS model companies often offer a free trial to new customers, but not all users upgrade to a paid plan after the trial ends. So free trial reminders are a great way to nurture and keep users engaged. This way, they’ll more likely be using the product during the trial to see how it solves their problem and maybe get to continue using the service afterward.

8 Examples of successful SaaS email marketing campaigns

As SaaS development continues to drive innovation and growth in various industries, effective email marketing becomes even more crucial. SaaS products offer scalable solutions and can adapt to different business needs, making them highly attractive to a broad audience.

Now that we’ve covered the theory, let’s see how some successful SaaS brands apply it in their campaigns.

1. Canva — illustrated recommendation

Here’s a recommendation email from Canva to keep the users engaged with the service. They’ve created a list of templates for the user to try, including templates of different sizes, orientations, and designs. While this email can target a wide audience, each user can find one that meets their project needs while sensing a personal touch from the Canva team.

Image source: Really Good Emails

Here are some things that you could use from this example:

2. Loom — celebrating customer success

There’s Loom’s way of sharing a customer success story tailored to the user’s personal experience with the service. The email reminds the user how they benefitted from using the service, i.e., they saved time by not sitting through 9 meetings. And, of course, there’s a CTA to encourage sharing their story for a wider reach.

Image source: Really Good Emails

Here are some takeaways from this example:

3. MacPaw — celebrating together with a referral offer

This email from MacPaw is targeted at all existing users to invite them to celebrate the anniversary of CleanMyMac being on the market. By offering a gift of 30% off on the software for a referral, the email both shows appreciation to their existing users and encourages them to invite new users.

Image source: Really Good Emails

Here’s what you can take from this example:

However, the CTA could’ve been a bit clearer — you understand that the promo is for your referral and not for you only after you read the entire message, which some may skip.

4. Shopify — expert customer education

Shopify is a great e-commerce platform that offers many features for online store admins. But it may take quite some time to get the hang of it. So it’s helpful to get help on how to use it, and Shopify offers a free expert course for users. This is great because you don’t have to look for tutorials on your own — who can offer a better guide than Shopify themselves?

Image source: Really Good Emails

Here are some tips to keep in mind based on this example:

5. Grammarly — helpful tips to educate customers

Here’s one more example of a helpful email blast offering customer education from Grammarly. Grammarly recommends the most suitable software version to use their product with a clear step-by-step guide on upgrading your iOS if your device isn’t running on it yet. It also features a brief overview of what you can do with the Keyboard — concise but useful.

Image source: Really Good Emails

Key takeaways from the example:

6. Webflow — short but clear incentivized referral

Webflow offers a rare referral campaign, where the reward is access to beta service. This email is concise and straightforward, featuring the simple rules to participate, a unique referral link, and a CTA encouraging the reader to start sharing the personal link by copying or via socials.

Image source: Really Good Emails

What to learn from this referral email campaign:

7. Trello — smart new feature introduction

Here, Trello is using email marketing to introduce a new feature they have, a dashboard called Trello Inspiration, aimed to introduce board templates and show them in action.

They also use this event to encourage users to share their board layouts to educate other users for them. And for this, the team offers a free upgrade. Smart move!

Image source: Really Good Emails

Here’s what you can take away from this example:

8. Zapier — calculated trial ending reminder

A trial reminder email from Zapier is a great example of how to remind users to enjoy the free plan trial and encourage them to upgrade. This means not only preventing inactive users but also potentially getting new paying customers. They also list the features the user will lose unless they upgrade, which makes an amazing emotional appeal.

Image source: Really Good Emails

Here’s what you can take away from Zapier’s trial reminder campaign:

Why is email marketing important for SaaS products?

Having considered some real-life examples SaaS companies use, let’s consider the benefits email marketing brings to SaaS.

Benefits

Disadvantages

How to do email marketing for SaaS?

Email marketing requires ongoing analysis and optimization to get significant results. But when taking a structured approach, you can end up with successful SaaS product marketing. Here are the 4 steps to take to market SaaS through email.

Step 1. Define strategy

The first step to starting email marketing in SaaS is to define your strategy so that you can choose marketing tools and integrations to use. 

The strategy implies answering, “What do you want to achieve with your campaign?” The answer is either increasing brand awareness or getting new users. 

From then on, decide on your particular goals in the chosen direction, target audience, the campaign’s main message, and frequency of emails. 

In what way do you want to personalize your campaigns? Do you want to send out different campaigns or focus on, say, promoting your referral program first?

Depending on all these and the size of your audience, you’ll then choose email marketing software to match your needs and budget.

Step 2. Collect contacts

The next step is to collect email addresses from potential and existing customers. You can facilitate the opt-in by offering a lead magnet, like a free trial to referrals, access to a webinar, or exclusive content to your newsletter subscriptions, all in exchange for an email address. 

Once you have collected email addresses, use available software to validate the email list. Validation helps remove inactive users from your contacts and ensure that you have accurate and engaged recipients as your subscribers. This way, you avoid your emails bouncing and reducing your deliverability rate.

Step 3. Create and send content

The third step is to craft your email content and start sending emails. Your emails should be engaging, informative, and tailored to your audience. You can use different types of emails, such as newsletters, promotional emails or product updates, to engage with your subscribers and encourage them to take action, like signing up for a paid plan. Consider using content distribution tools to manage and disseminate marketing content across multiple channels at once.

Remember that depending on the type of campaign, the email should look and vibe differently. Use graphics to visualize and emphasize numbers if it’s a customer success campaign. 

And if it’s a new feature introduction, section the content into blocks so that the reader can quickly scan the page and easily grasp the perks of the new feature.

And when you have your template ready, you can start testing or sending out the messages. 

Step 4. Analyze results

The final step is to analyze the results of your email marketing campaigns and test different email types and layouts to improve your performance over time. Feel free to run A/B testing and experiment with different contents, wording, and frequency.

So as you run your campaigns, track key metrics like the following:

Then, use this data to optimize your campaigns — tweak messages, content layouts and the media you use to see what works best. 

Best email marketing software for SaaS

Before the reviews, I’d like to highlight some of the criteria I used to make the selection. 

Disclaimer: The reviews in the following sections contain software catalog ratings, pricing, and feature lists. These were valid at the time of writing but could be subject to change by the time you’re reading the article. 

Mailtrap Email Delivery Platform

G2: 4.8  Capterra: 4.8

Source: Mailtrap Email Delivery Platform

Mailtrap Email Marketing is part of the Mailtrap Email Delivery Platform, which provides a robust environment to Test, Send, and Control your entire email infrastructure.

Designed for developers and marketing teams, Mailtrap excels in deliverability and offers advanced analytics and testing tools tailored to businesses needing high-performing email infrastructure. 

Now, I know the above can sound like an empty promise, so I used the GlockApps inbox placement test to check Mailtrap’s effectiveness. 

To give you the context, I did it using a Mailtrap domain on a Business plan with GlockApps’ standard seed list. And, I sent the test email via Mailtrap’s transactional stream without a dedicated IP. 

The result? 

A 93.2% inbox deliverability rate (including all inbox tabs).

Source: GlockApps Web App

Good to know: Mailtrap supports bulk emails and transactional (user-triggered) messages, which is essential for SaaS customer lifecycle management. Plus, its Email Testing feature uses a mock SMTP server to analyze and troubleshoot emails in a safe, non-production space.

Key features:

Pricing

For unique needs, Mailtrap also provides a Custom Plan with a dedicated deliverability manager and customized onboarding.

Pros & Cons

Pros

Cons

Send Marketing Emails with Mailtrap for Free

Mailchimp

G2: 4.4 Capterra: 4.5

Source: Mailchimp

Mailchimp offers a range of tools, including email campaigns, automation, and audience segmentation, making it a versatile choice for SaaS businesses of different sizes.

What I find most useful is the range of available email templates and how easy it is to customize them and set up a campaign with simple automation. 

Pricing

Note: Typically, the number of emails you can send is 10x or 12x the number of contacts. 

Pros & Cons

Pros

Cons

Constant Contact

G2: 4.0 Capterra: 4.3

Source: Constant Contact

Constant Contact is good for small to medium-sized SaaS with moderate campaign needs.

The platform encompasses email marketing, automation, and some niche features like surveys and event management. However, automation and recipient segmentation could be improved although it’s workable for the intended audience.

Pricing

Pros & Cons

Pros

Cons

What’s next?

Now that you know how to do email marketing for SaaS, it’s time to start taking steps toward building a strategy tailored to your brand and audience. Remember that your messages target your readers, so make them personal, purposeful, and clear on what they’re addressing. This way you’ll see greater engagement. 

If you want to dive deeper into improving your email marketing efforts, check out our publications on email infrastructure, transactional emails, and email testing.

Good luck! 

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