SaaSB2B SaaS playbook
A B2B purchase needs a user who wants it, a manager who approves it and often someone who checks security. Outpost builds what each of them looks for before they ever talk to you: reviews, integrations, comparisons and proof.
01 · DISCOVERY
B2B buyers do most of their research before contacting a vendor. A champion finds you through a search, a peer's LinkedIn post or an integration marketplace inside a tool the company already pays for. Then the group checks review sites like G2 and TrustRadius, reads comparison and pricing pages, and asks for security details. Increasingly they also ask an AI assistant for a shortlist, which draws on those same review and comparison pages.
A champion feels the pain → searches or hears about you from a peer → trials or watches a demo → builds an internal case using review sites, comparison pages and pricing → the approver checks price and risk → security or IT reviews data handling → purchase, often annual. Each step needs its own page.
02 · CHANNELS
Ranked 5 (essential) to 1 (optional) by the research for this industry.
Committees use them to justify a choice. G2 accepts only B2B products out of beta, TrustRadius needs 100+ customers and doesn't index a page until its first review, and free profiles carry little or no outbound link.
Comparison, alternatives, pricing, ROI and security pages are what the approver and the skeptic read. They also rank for high-intent searches.
Peers trust a named person explaining a problem they live with. LinkedIn bans automation on member accounts, so the founder writes and posts personally.
The HubSpot App Marketplace, Zapier and similar directories reach buyers inside tools they already pay for. HubSpot certification needs 60+ unaffiliated installs after 6+ months listed.
Crunchbase and a LinkedIn Company Page give consistent, checkable facts to buyers, analysts and AI assistants researching vendors.
03 · YOUR FIRST MONTH
A sample month. Your own plan is built from your audit, stage and goal, and paid options only ever appear as optional boosts.
Week 1 · days 1–7
Week 2 · days 8–14
Week 3 · days 15–21
Week 4 · days 22–30
04 · WHERE TO BE LISTED
Costs are as published by each destination when the research was reviewed; check before you pay for anything.
g2.com
The default B2B shortlist source. B2B only, no betas.
Free profile; paid plans optional
trustradius.com
Detailed reviews read by mid-market and enterprise buyers. Needs 100+ customers.
Free profile
capterra.com
SMB buyers, with one free listing across three sites.
Free listing; PPC optional
ecosystem.hubspot.com
Reaches HubSpot customers looking for add-ons. Needs a working public integration.
zapier.com
Integration pages that rank for "[app] integrations".
linkedin.com
The page buyers check to confirm you're real. Pair it with founder posts.
crunchbase.com
A company profile that buyers, journalists and AI assistants use to check facts.
05 · SEARCH DEMAND
Primary search
b2b saas marketing
260searches a month
DataForSEO Google Ads, US/en, Oct 2026
Learning: answer with guides
Learning: answer with guides
Comparing: show why you
Comparing: show why you
06 · AVOID
The champion signs up, but the approver and the security reviewer decide. Without pricing, comparison and security pages, deals stall after an enthusiastic trial.
LinkedIn's User Agreement bans bots and automation on member accounts, and engagement pods break its community policies. Accounts get restricted.
G2 caps incentives, requires them to be disclosed and forbids tying them to positive ratings. Biased collection can remove your reviews.
Committees compare total cost early. When there's no pricing page, buyers fill the gap with competitors' pages and review-site guesses.
07 · WHAT OUTPOST DOES
Audits your site's titles, headings, use-case pages and FAQ, and plans the missing pricing, comparison and security articles.
Prepares G2, TrustRadius and Capterra profiles for you to submit, with a receipt once each one is live.
Drafts LinkedIn posts from your confirmed facts and published articles for you to approve and post with one tap.
Checks which integration marketplaces you qualify for and prepares those listings.
Tracks whether AI assistants put you on shortlists for your category, and which review and comparison pages they cite.
Every action Outpost takes gets a receipt: the live URL, a timestamp and what it drove, or “nothing yet”.See how receipts work
08 · QUESTIONS
More people decide. You need proof for each of them: reviews for the champion's case, pricing and ROI for the approver, security details for IT. A launch spike matters less than being on the shortlist.
Claim the free profile early, as long as you're out of beta. A handful of detailed, honest reviews beats a big count. TrustRadius can wait until you pass 100 customers.
Usually yes, if the posts come from real customer conversations. You don't need a big following, because posts travel through peers. It has to be the founder posting; no automation.
Bottom-of-funnel pages: comparisons with named competitors, alternatives, pricing explanations and security pages. They match buyers who are already shopping.
Expect several months before comparison and use-case pages rank steadily, and longer for competitive terms. Review-site profiles and integration listings help sooner.
10 · EVIDENCE
Every fact on this page comes from one of these sources.
B2B only; no alpha or beta
Incentive caps and disclosure; no rating-tied incentives
Free profiles have no website link
100+ customers; page not indexed until first review
6+ months listed and 60+ unaffiliated installs for certification
One real-name account; no bots or automation
No artificial engagement or pods
Free self-created company profiles
Last reviewed . Search volume: DataForSEO Google Ads, US/en, Oct 2026.
FREE WEBSITE AUDIT
Paste your website. Outpost reads it, scores your visibility, finds your competitors and shows the first fixes, free. Then the playbook above becomes your own campaign, measured in demos and trials.
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