Original Summary

A SaaS client came to us last year because their trials weren’t converting. Their homepage said “AI-powered revenue intelligence platform” The product was good and the traffic was decent but almost every trial died somewhere between the person who signed up and the person who pays. [Some context: we’ve run an agency for 8 years. We started out building SaaS MVPs and these days do a lot of GTM and AI automation work so we see a lot of homepages that went through the same AI rewrite over the last two years] Before touching the site we got on calls with 9 of their paying customers and asked one question. When you asked your boss for budget for this, what did you say? No one said AI and no one said revenue intelligence either lol. 7 of the 9 said some version of “it fills in Salesforce after every call so I don’t have to chase reps” Most founders I work with forget that in B2B the person who finds you almost never pays for you. They have to go explain you to someone who’s never seen your site, usually in a Slack message or a budget request with one line for the description. If your homepage doesn’t give them that line they have to write their own. If they can’t, the deal just dies Then it happens again at renewal. Whoever decides whether to keep you is usually someone in finance going through the card statement and asking what each charge is. We rewrote their hero to pretty much the customer’s sentence: “Your CRM updates itself after every sales call.” AI moved down to the how it works section. Trial to paid went from around 6% to 11% over the next couple of months. I can’t pin all of that on the homepage since we changed onboarding at the same time. Sales calls did get noticeably shorter though because prospects stopped asking what the thing does. Stuff I do on every positioning project now: Ask new customers in the welcome email what they told their boss to get it approved. Search your sales call recordings for “so basically” and “so it’s like.” That’s the prospect putting you in their own words The PO description field is worth a look too or whatever customers type into their expense report. Finance teams are brutal about this. Things I’d love to hear from people here: Have you ever bought something you couldn’t explain to someone else? I have. We paid for an “AI workflow orchestration platform” for most of a year. When our accountant asked what it was I couldn’t give her a straight answer and that’s when I realized we’d used it maybe twice. Where’s the line between clear positioning and underselling? I go back and forth on this one. Founders always push back with “but it does way more than update the CRM” And how often do founders get it wrong about why people pay? From what I’ve seen, most of the time at least early on. This client built the whole product around AI call summaries and was really proud of them. Customers barely read them. What they were paying for was the CRM fields getting filled in which the founder thought of as a side feature.

  • 情报分类：服务器与云资源
  • 分类依据：内容涉及服务器、云资源或网络线路
  • 信息来源：Reddit · SaaS
  • 发布时间：2026/10/14 01:03:22