We’d all love to run 100% PLG SaaS companies that magically self-replicate customers. And it does happen, sometimes. At least for a while. But even there, to truly scale, they went more enterprise and built out a full enterprise sales and marketing function.

So where do you start? What works to get you leads? Here’s my list of 10+ things that pretty much always work, especially with slightly large deal sizes. The first 5 you can do yourself. The next 5 also always work, but you need someone in marketing that’s done them well before to own them:

#1. A customer conference. It’s OK to start small.

#2. A weekly webinar. You just have to do it every week. It’s OK if just a few come at first.

#3. Amazing blog content — that truly adds value in the industry. Add 2 amazing pieces of value a month.

#4. Steak dinners. Do a city tour and try to meet at least 10 customers in each major city, and invite your prospects there. They will do the selling for you.

#5. Visit all your largest customers. Do at least a roadmap presentation, and ask for their feedback.

#6. Outbound. Highly personalized outbound to the right buyers can always generate conversations. But mediocre outbound and trite cadences often get you nowhere. This is so key.

#7. Top Industry Events. Do your own customer conference; that always works. They’ll come. But third-party events like AWS, Dreamforce, SaaStr, Shoptalk? Field marketers that are good at it get 40% of their pipe from it.

#8. Partner Marketing. Going to market together with someone with an overlapping base can be an amazing force multiplier. But if you aren’t good at it, each party just spams the other’s base. That doesn’t pay off.

#9. Website redesigns. A lot of marketers love to do this, especially right after they join. You do need to do this. Your marketing site should be better than your product. It’s much easier to build.

#10. Podcasts and videos. The best ones are magical. Even if just 20 prospects and customers listen to your A+ podcast, it can move the needle. But 90% of folks phone in it.

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