Got Your First 100 Customers, Now What? Scale SaaS Past 1,000 Customers

you have your first hundred customers you have your first hundred customers now what this video is going to talk now what this video is going to talk now what this video is going to talk about how to scale your SAS from 100 to about how to scale your SAS from 100 to about how to scale your SAS from 100 to a thousand customers and Beyond I'm a thousand customers and Beyond I'm a thousand customers and Beyond I'm going to dig into actionable tactics and going to dig into actionable tactics and going to dig into actionable tactics and strategies to get it done I'm Rob strategies to get it done I'm Rob strategies to get it done I'm Rob Walling startup founder with multiple Walling startup founder with multiple Walling startup founder with multiple exits offer three books on building exits offer three books on building exits offer three books on building startups and an investor in more than startups and an investor in more than startups and an investor in more than 100 companies in a previous video I 100 companies in a previous video I 100 companies in a previous video I talked about how to get your first talked about how to get your first talked about how to get your first hundred customers we'll link that video hundred customers we'll link that video hundred customers we'll link that video up in the description but that video was up in the description but that video was up in the description but that video was so popular that we wanted to do a so popular that we wanted to do a so popular that we wanted to do a follow-up about what's next after you follow-up about what's next after you follow-up about what's next after you have 100 customers if you recall in the have 100 customers if you recall in the have 100 customers if you recall in the first video we talked about marketing first video we talked about marketing first video we talked about marketing before you start coding doing some before you start coding doing some before you start coding doing some validation building an email launch list validation building an email launch list validation building an email launch list launching and then doing one-time early launching and then doing one-time early launching and then doing one-time early stage marketing approaches so things stage marketing approaches so things stage marketing approaches so things like product hunt Hacker News Reddit like product hunt Hacker News Reddit like product hunt Hacker News Reddit even getting involved with some q a even getting involved with some q a even getting involved with some q a sites and maybe doing you know an app sites and maybe doing you know an app sites and maybe doing you know an app Sumo deal a daily deal something like Sumo deal a daily deal something like Sumo deal a daily deal something like that so in this talk I want to talk that so in this talk I want to talk that so in this talk I want to talk about the next stages you reach that 100 about the next stages you reach that 100 about the next stages you reach that 100 customer Mark you feel like you've built customer Mark you feel like you've built customer Mark you feel like you've built something that people want and how do something that people want and how do something that people want and how do you then 10x that business I'm only you then 10x that business I'm only you then 10x that business I'm only going to talk about marketing I'm not going to talk about marketing I'm not going to talk about marketing I'm not going to talk about scaling up your going to talk about scaling up your going to talk about scaling up your support operations developers basically support operations developers basically support operations developers basically everything else you need to grow to a everything else you need to grow to a everything else you need to grow to a thousand customers because there's a lot thousand customers because there's a lot thousand customers because there's a lot to it and this would be a very long to it and this would be a very long to it and this would be a very long video I might break YouTube If I video I might break YouTube If I video I might break YouTube If I actually went into everything that it actually went into everything that it actually went into everything that it takes to get there there's so much takes to get there there's so much takes to get there there's so much information involved in getting to a information involved in getting to a information involved in getting to a thousand customers that I've actually thousand customers that I've actually thousand customers that I've actually written a book on the topic it's not out written a book on the topic it's not out written a book on the topic it's not out yet but I'm going to be releasing it yet but I'm going to be releasing it yet but I'm going to be releasing it early next year if you're interested in early next year if you're interested in early next year if you're interested in being notified when that book goes live being notified when that book goes live being notified when that book goes live head to robwalling.com just my name.com head to robwalling.com just my name.com head to robwalling.com just my name.com I have an email list there sign up and I have an email list there sign up and I have an email list there sign up and I'll be sure to send to that list when I I'll be sure to send to that list when I I'll be sure to send to that list when I launch the book next year so the

launch the book next year so the launch the book next year so the interesting thing with recording a video interesting thing with recording a video interesting thing with recording a video like this is a thousand customers at ten like this is a thousand customers at ten like this is a thousand customers at ten dollars a month is 10 000 mrr and a dollars a month is 10 000 mrr and a dollars a month is 10 000 mrr and a thousand customers that a thousand thousand customers that a thousand thousand customers that a thousand dollars a month is a million mrr that's dollars a month is a million mrr that's dollars a month is a million mrr that's 12 million a year and so your price 12 million a year and so your price 12 million a year and so your price point really dictates a lot about your point really dictates a lot about your point really dictates a lot about your business right it doesn't just dictate business right it doesn't just dictate business right it doesn't just dictate how big the business will get at a how big the business will get at a how big the business will get at a thousand customers it actually dictates thousand customers it actually dictates thousand customers it actually dictates how you can market usually the higher how you can market usually the higher how you can market usually the higher your price point the better because the your price point the better because the your price point the better because the lower your churn and the more marketing lower your churn and the more marketing lower your churn and the more marketing approaches you can use if you're approaches you can use if you're approaches you can use if you're charging five dollars per customer per charging five dollars per customer per charging five dollars per customer per month there are four or five ongoing month there are four or five ongoing month there are four or five ongoing marketing channels that you can use marketing channels that you can use marketing channels that you can use everything else is too expensive if everything else is too expensive if everything else is too expensive if you're charging 500 a month that palette you're charging 500 a month that palette you're charging 500 a month that palette expands to uh you know give or take 10 expands to uh you know give or take 10 expands to uh you know give or take 10 12 marketing approaches and if you're 12 marketing approaches and if you're 12 marketing approaches and if you're charging 5 000 a month then the complete charging 5 000 a month then the complete charging 5 000 a month then the complete gamut of 21 B2B SAS marketing approaches gamut of 21 B2B SAS marketing approaches gamut of 21 B2B SAS marketing approaches that I know exist are all available to that I know exist are all available to that I know exist are all available to you at that price point so that is you at that price point so that is you at that price point so that is something I ask Founders to keep in mind something I ask Founders to keep in mind something I ask Founders to keep in mind when they're thinking about what type of when they're thinking about what type of when they're thinking about what type of business they want to build and who they business they want to build and who they business they want to build and who they want to sell to much of that will want to sell to much of that will want to sell to much of that will dictate how much you can charge and dictate how much you can charge and dictate how much you can charge and therefore how much flexibility you have therefore how much flexibility you have therefore how much flexibility you have in marketing your product well you can in marketing your product well you can in marketing your product well you can scratch and Claw and as Paul Graham said scratch and Claw and as Paul Graham said scratch and Claw and as Paul Graham said do things that don't scale to get to 100 do things that don't scale to get to 100 do things that don't scale to get to 100 customers that's not going to get you to customers that's not going to get you to customers that's not going to get you to a thousand whether you're charging ten a thousand whether you're charging ten a thousand whether you're charging ten or a thousand a month getting to a or a thousand a month getting to a or a thousand a month getting to a thousand customers requires a repeatable thousand customers requires a repeatable thousand customers requires a repeatable process it requires a flywheel to start process it requires a flywheel to start process it requires a flywheel to start spinning you have to find one or more spinning you have to find one or more spinning you have to find one or more marketing approach approaches ongoing marketing approach approaches ongoing marketing approach approaches ongoing that are repeatable that bring in new

that are repeatable that bring in new that are repeatable that bring in new leads month after month and that start leads month after month and that start leads month after month and that start to build like a flywheel the faster you to build like a flywheel the faster you to build like a flywheel the faster you get a flywheel gets going the more get a flywheel gets going the more get a flywheel gets going the more momentum it has that's what you're momentum it has that's what you're momentum it has that's what you're looking for to get from 100 to a looking for to get from 100 to a looking for to get from 100 to a thousand so usually this involves some thousand so usually this involves some thousand so usually this involves some kind of experimentation where you have kind of experimentation where you have kind of experimentation where you have to look at the entire palette of all the to look at the entire palette of all the to look at the entire palette of all the marketing approaches you could be using marketing approaches you could be using marketing approaches you could be using and then you decide which one or two am and then you decide which one or two am and then you decide which one or two am I going to focus on for the next month I going to focus on for the next month I going to focus on for the next month or two as I experiment to see if this or two as I experiment to see if this or two as I experiment to see if this works in my space with my price point works in my space with my price point works in my space with my price point and with my skill set so the two and with my skill set so the two and with my skill set so the two questions I typically ask myself are questions I typically ask myself are questions I typically ask myself are what skills do I have I'm assuming I'm a what skills do I have I'm assuming I'm a what skills do I have I'm assuming I'm a single mostly bootstrap founder if I single mostly bootstrap founder if I single mostly bootstrap founder if I have a team then I ask what are the have a team then I ask what are the have a team then I ask what are the skills of the team what have we had skills of the team what have we had skills of the team what have we had success with on past projects if we've success with on past projects if we've success with on past projects if we've stair stepped our way up here do we stair stepped our way up here do we stair stepped our way up here do we already know how to do some SEO do we already know how to do some SEO do we already know how to do some SEO do we already know AdWords those would already know AdWords those would already know AdWords those would probably go to the top of the list if I probably go to the top of the list if I probably go to the top of the list if I already have the skills and the second already have the skills and the second already have the skills and the second question is what are competitors doing question is what are competitors doing question is what are competitors doing what's working for them and it's not what's working for them and it's not what's working for them and it's not that I want to try to copy their that I want to try to copy their that I want to try to copy their approach but realistically if you have approach but realistically if you have approach but realistically if you have competitors who've been in the this competitors who've been in the this competitors who've been in the this space longer they've probably tried if space longer they've probably tried if space longer they've probably tried if they're smart they've probably tried a they're smart they've probably tried a they're smart they've probably tried a lot of approaches and you can lot of approaches and you can lot of approaches and you can potentially have your short list your potentially have your short list your potentially have your short list your early shortlist be based on things that early shortlist be based on things that early shortlist be based on things that you think might be working for them once you think might be working for them once you think might be working for them once we talk about that you can then we talk about that you can then we talk about that you can then prioritize it using the couple questions prioritize it using the couple questions prioritize it using the couple questions I mentioned above and you can use a I mentioned above and you can use a I mentioned above and you can use a framework called the ice prioritization framework called the ice prioritization framework called the ice prioritization framework often this is used to framework often this is used to framework often this is used to prioritize which features to build into prioritize which features to build into prioritize which features to build into your product but I found it pretty your product but I found it pretty your product but I found it pretty useful for deciding which marketing useful for deciding which marketing useful for deciding which marketing approaches to use and Ice stands for approaches to use and Ice stands for approaches to use and Ice stands for impact confidence and ease of impact confidence and ease of impact confidence and ease of implementation so you literally just

implementation so you literally just implementation so you literally just throw these into a spreadsheet and you throw these into a spreadsheet and you throw these into a spreadsheet and you take your best guess at what impact you take your best guess at what impact you take your best guess at what impact you think this could have on the company you think this could have on the company you think this could have on the company you can make it new leads or new customers can make it new leads or new customers can make it new leads or new customers as long as you use the same impact as long as you use the same impact as long as you use the same impact metric for all the marketing approaches metric for all the marketing approaches metric for all the marketing approaches but your confidence that this will work but your confidence that this will work but your confidence that this will work that you can make it work and then the that you can make it work and then the that you can make it work and then the ease of implementation and obviously ease of implementation and obviously ease of implementation and obviously with each of these three the higher the with each of these three the higher the with each of these three the higher the number the better and I've seen number the better and I've seen number the better and I've seen different ways of using ice where you different ways of using ice where you different ways of using ice where you just add the three together I've seen it just add the three together I've seen it just add the three together I've seen it where you multiply the three to together where you multiply the three to together where you multiply the three to together so that actually gives almost a so that actually gives almost a so that actually gives almost a logarithmic right or an exponential logarithmic right or an exponential logarithmic right or an exponential score and then you sum it to the right score and then you sum it to the right score and then you sum it to the right and you get a single number for each of and you get a single number for each of and you get a single number for each of these approaches that you picked up and these approaches that you picked up and these approaches that you picked up and these aren't just high level approaches these aren't just high level approaches these aren't just high level approaches like I wouldn't just put SEO as an like I wouldn't just put SEO as an like I wouldn't just put SEO as an approach I would put Google SEO or I approach I would put Google SEO or I approach I would put Google SEO or I would put Amazon SEO or I would put would put Amazon SEO or I would put would put Amazon SEO or I would put particularly going after free Tools in particularly going after free Tools in particularly going after free Tools in this space or I would look at you know this space or I would look at you know this space or I would look at you know YouTube SEO there's some very specific YouTube SEO there's some very specific YouTube SEO there's some very specific things that I would be thinking about things that I would be thinking about things that I would be thinking about and not just high level I want to take a and not just high level I want to take a and not just high level I want to take a moment to highlight the sponsor of this moment to highlight the sponsor of this moment to highlight the sponsor of this video lemon.io it's hard to find good video lemon.io it's hard to find good video lemon.io it's hard to find good Engineers especially if you're trying to Engineers especially if you're trying to Engineers especially if you're trying to reduce your burn rate lemon.io delivers reduce your burn rate lemon.io delivers reduce your burn rate lemon.io delivers vetted senior results oriented vetted senior results oriented vetted senior results oriented developers all at competitive rates as a developers all at competitive rates as a developers all at competitive rates as a subscriber of this channel you can get subscriber of this channel you can get subscriber of this channel you can get 15 off your first four weeks working 15 off your first four weeks working 15 off your first four weeks working with their Engineers stop earning money with their Engineers stop earning money with their Engineers stop earning money hire developers smarter head to lemon.io hire developers smarter head to lemon.io hire developers smarter head to lemon.io slash microconf some of these take a slash microconf some of these take a slash microconf some of these take a long time to work they're slow and long time to work they're slow and long time to work they're slow and others work very quickly so SEO often others work very quickly so SEO often others work very quickly so SEO often takes a long time cold Outreach often takes a long time cold Outreach often takes a long time cold Outreach often works really quickly within a month or works really quickly within a month or works really quickly within a month or two if you hone your message well so I'd two if you hone your message well so I'd two if you hone your message well so I'd be thinking about picking one slow and be thinking about picking one slow and be thinking about picking one slow and one fast at any given time sometimes if

one fast at any given time sometimes if one fast at any given time sometimes if you're doing this nights and weekends you're doing this nights and weekends you're doing this nights and weekends you can only pick one you only have the you can only pick one you only have the you can only pick one you only have the time to do that and that's fine but if time to do that and that's fine but if time to do that and that's fine but if you've raised a small amount of funding you've raised a small amount of funding you've raised a small amount of funding you have a small team you can often run you have a small team you can often run you have a small team you can often run a lot of these experiments in parallel a lot of these experiments in parallel a lot of these experiments in parallel and that's where I say having money in and that's where I say having money in and that's where I say having money in your personal life saves you hours your personal life saves you hours your personal life saves you hours having money in your business saves you having money in your business saves you having money in your business saves you years right it gains you years that you years right it gains you years that you years right it gains you years that you don't have to sit around and wait and don't have to sit around and wait and don't have to sit around and wait and run everything in a sequential process run everything in a sequential process run everything in a sequential process you can actually parallelize some of you can actually parallelize some of you can actually parallelize some of these so realistically the five pillar these so realistically the five pillar these so realistically the five pillar SAS marketing approaches I see used most SAS marketing approaches I see used most SAS marketing approaches I see used most often in B2B SAS are SEO content cold often in B2B SAS are SEO content cold often in B2B SAS are SEO content cold Outreach integration marketing and Outreach integration marketing and Outreach integration marketing and pay-per-click advertising so in your pay-per-click advertising so in your pay-per-click advertising so in your shoes I would be thinking about okay shoes I would be thinking about okay shoes I would be thinking about okay these are the most likely to work these are the most likely to work these are the most likely to work there's a bunch of optional approaches there's a bunch of optional approaches there's a bunch of optional approaches too like doing affiliate marketing using too like doing affiliate marketing using too like doing affiliate marketing using captera which is something I just talked captera which is something I just talked captera which is something I just talked about at microconf remote having a viral about at microconf remote having a viral about at microconf remote having a viral Loop building free tools which is a Loop building free tools which is a Loop building free tools which is a usually an SEO play even going to usually an SEO play even going to usually an SEO play even going to in-person events this is where if you're in-person events this is where if you're in-person events this is where if you're 50 a month you can't afford it if you're 50 a month you can't afford it if you're 50 a month you can't afford it if you're 5 thousand dollars a month you can and I 5 thousand dollars a month you can and I 5 thousand dollars a month you can and I see a lot of Tiny Seed and microcomp see a lot of Tiny Seed and microcomp see a lot of Tiny Seed and microcomp companies doing very well at in-person companies doing very well at in-person companies doing very well at in-person events because that in-person connection events because that in-person connection events because that in-person connection is very valuable obviously there are is very valuable obviously there are is very valuable obviously there are more approaches in me listing them here more approaches in me listing them here more approaches in me listing them here isn't super helpful but the idea is that isn't super helpful but the idea is that isn't super helpful but the idea is that you figure out do you want to learn one you figure out do you want to learn one you figure out do you want to learn one of these yourself do you already know it of these yourself do you already know it of these yourself do you already know it or are you able to hire someone to help or are you able to hire someone to help or are you able to hire someone to help with it certain things are a lot easier with it certain things are a lot easier with it certain things are a lot easier to Outsource to a freelancer or an to Outsource to a freelancer or an to Outsource to a freelancer or an agency than others SEO tends to be a agency than others SEO tends to be a agency than others SEO tends to be a long arduous relatively complex process long arduous relatively complex process long arduous relatively complex process and the founders that I see succeeding and the founders that I see succeeding and the founders that I see succeeding with it usually are learning a good with it usually are learning a good with it usually are learning a good chunk of that themselves because SEO

chunk of that themselves because SEO chunk of that themselves because SEO people are very expensive versus cold people are very expensive versus cold people are very expensive versus cold Outreach you can find productized Outreach you can find productized Outreach you can find productized services and agencies that are you know services and agencies that are you know services and agencies that are you know relatively inexpensive if you have a relatively inexpensive if you have a relatively inexpensive if you have a small amount of funding that you can small amount of funding that you can small amount of funding that you can just straight Outsource that to it run a just straight Outsource that to it run a just straight Outsource that to it run a three-month test see if it works if it three-month test see if it works if it three-month test see if it works if it does you keep going and if it doesn't does you keep going and if it doesn't does you keep going and if it doesn't you bail on it and that's a great way to you bail on it and that's a great way to you bail on it and that's a great way to run an experiment that doesn't take a run an experiment that doesn't take a run an experiment that doesn't take a ton of time for you pay per click ton of time for you pay per click ton of time for you pay per click advertising is often when you can find a advertising is often when you can find a advertising is often when you can find a freelancer to run for you AdWords freelancer to run for you AdWords freelancer to run for you AdWords Facebook Instagram these things are Facebook Instagram these things are Facebook Instagram these things are easier to Outsource than like I said SEO easier to Outsource than like I said SEO easier to Outsource than like I said SEO going to in-person events doing YouTube going to in-person events doing YouTube going to in-person events doing YouTube and podcast tours you know these are and podcast tours you know these are and podcast tours you know these are things that the founder more than likely things that the founder more than likely things that the founder more than likely has to be involved in so you have to has to be involved in so you have to has to be involved in so you have to factor that into you know the level of factor that into you know the level of factor that into you know the level of effort that you're going to have to effort that you're going to have to effort that you're going to have to invest as you choose these approaches invest as you choose these approaches invest as you choose these approaches and then as you find an approach that and then as you find an approach that and then as you find an approach that works you have a decision to make you works you have a decision to make you works you have a decision to make you can double and triple down on that can double and triple down on that can double and triple down on that approach which usually is a pretty good approach which usually is a pretty good approach which usually is a pretty good idea assuming that there is more volume idea assuming that there is more volume idea assuming that there is more volume there but as you tap out the volume of there but as you tap out the volume of there but as you tap out the volume of that approach it is wise to continuously that approach it is wise to continuously that approach it is wise to continuously be running these experiments as I said be running these experiments as I said be running these experiments as I said it's like a rinse and repeat and the it's like a rinse and repeat and the it's like a rinse and repeat and the more that you learn about your market more that you learn about your market more that you learn about your market and your customers and your competitors and your customers and your competitors and your customers and your competitors and you see what people are doing and and you see what people are doing and and you see what people are doing and that's working in the space and you that's working in the space and you that's working in the space and you build up your skill set you actually build up your skill set you actually build up your skill set you actually refine your ice prioritization framework refine your ice prioritization framework refine your ice prioritization framework you you can change the numbers realizing you you can change the numbers realizing you you can change the numbers realizing oh this is probably going to have a oh this is probably going to have a oh this is probably going to have a higher impact or this worked and a thing higher impact or this worked and a thing higher impact or this worked and a thing that's very similar to this you know that's very similar to this you know that's very similar to this you know Facebook ads work so will LinkedIn ads Facebook ads work so will LinkedIn ads Facebook ads work so will LinkedIn ads work maybe I try those next in addition work maybe I try those next in addition work maybe I try those next in addition to just driving traffic marketing and to just driving traffic marketing and to just driving traffic marketing and bring new leads to the site you need to bring new leads to the site you need to bring new leads to the site you need to be looking at your entire funnel whether be looking at your entire funnel whether be looking at your entire funnel whether you have a sales process with demos or you have a sales process with demos or you have a sales process with demos or whether you have a free trial that's low

whether you have a free trial that's low whether you have a free trial that's low touch and eventually leads to customers touch and eventually leads to customers touch and eventually leads to customers becoming customers without having to becoming customers without having to becoming customers without having to speak with them and to teach you more speak with them and to teach you more speak with them and to teach you more about funnels I recorded an entire video about funnels I recorded an entire video about funnels I recorded an entire video focused on that topic called best focused on that topic called best focused on that topic called best customer acquisition funnels for a SAS customer acquisition funnels for a SAS customer acquisition funnels for a SAS startup and this is the ping pong back startup and this is the ping pong back startup and this is the ping pong back and forth of driving traffic driving and forth of driving traffic driving and forth of driving traffic driving leads monitoring your funnel and making leads monitoring your funnel and making leads monitoring your funnel and making sure your numbers are within the rules sure your numbers are within the rules sure your numbers are within the rules of thumb where they should be otherwise of thumb where they should be otherwise of thumb where they should be otherwise you have to optimize that piece because you have to optimize that piece because you have to optimize that piece because if you bleed people out of your funnel if you bleed people out of your funnel if you bleed people out of your funnel or you're churning them out of the or you're churning them out of the or you're churning them out of the bottom of the funnel frankly if people bottom of the funnel frankly if people bottom of the funnel frankly if people are churning out after they sign up no are churning out after they sign up no are churning out after they sign up no amount of marketing is going to help you amount of marketing is going to help you amount of marketing is going to help you so there is a constant balance between so there is a constant balance between so there is a constant balance between marketing and monitoring and improving marketing and monitoring and improving marketing and monitoring and improving your funnel in a minute I'm going to your funnel in a minute I'm going to your funnel in a minute I'm going to tell you about a really interesting tell you about a really interesting tell you about a really interesting marketing approach that I see working marketing approach that I see working marketing approach that I see working that only a few B2B SAS vendors I know that only a few B2B SAS vendors I know that only a few B2B SAS vendors I know are using before I do that if you are using before I do that if you are using before I do that if you enjoyed this video please hit the like enjoyed this video please hit the like enjoyed this video please hit the like button and subscribe to the channel I button and subscribe to the channel I button and subscribe to the channel I have videos coming out like this every have videos coming out like this every have videos coming out like this every week all about building launching in week all about building launching in week all about building launching in growing SAS so the marketing approach growing SAS so the marketing approach growing SAS so the marketing approach that I see a few Founders really that I see a few Founders really that I see a few Founders really succeeding with are Partnerships and the succeeding with are Partnerships and the succeeding with are Partnerships and the idea with Partnerships is to think who idea with Partnerships is to think who idea with Partnerships is to think who has access to the audience that you want has access to the audience that you want has access to the audience that you want to reach talked a little bit about to reach talked a little bit about to reach talked a little bit about Affiliates mentioned above and that is Affiliates mentioned above and that is Affiliates mentioned above and that is one way of partnering with someone you one way of partnering with someone you one way of partnering with someone you go to an influencer you go to someone go to an influencer you go to someone go to an influencer you go to someone who has a YouTube channel or a podcast who has a YouTube channel or a podcast who has a YouTube channel or a podcast and you say I will pay you 20 or 30 and you say I will pay you 20 or 30 and you say I will pay you 20 or 30 ongoing commission if you promote this ongoing commission if you promote this ongoing commission if you promote this product that's one way to do it but product that's one way to do it but product that's one way to do it but there's so many other partnership there's so many other partnership there's so many other partnership opportunities and I don't see enough opportunities and I don't see enough opportunities and I don't see enough people taking advantage of these for people taking advantage of these for people taking advantage of these for example if you sell to Realtors what are example if you sell to Realtors what are example if you sell to Realtors what are the local membership groups trade groups

the local membership groups trade groups the local membership groups trade groups for realtors and is there a way to for realtors and is there a way to for realtors and is there a way to partner with them whether you do a talk partner with them whether you do a talk partner with them whether you do a talk at the event whether you sponsor the at the event whether you sponsor the at the event whether you sponsor the event you somehow get in front of those event you somehow get in front of those event you somehow get in front of those people because they already have access people because they already have access people because they already have access to those Realtors another example is to to those Realtors another example is to to those Realtors another example is to find a complementary piece of software find a complementary piece of software find a complementary piece of software or even an info product that is teaching or even an info product that is teaching or even an info product that is teaching people how to do something that your people how to do something that your people how to do something that your product does so if you know someone who product does so if you know someone who product does so if you know someone who has a big audience of folks buying their has a big audience of folks buying their has a big audience of folks buying their ebook a course on how to do email ebook a course on how to do email ebook a course on how to do email marketing and you have an email service marketing and you have an email service marketing and you have an email service provider obviously there could be a provider obviously there could be a provider obviously there could be a partnership formed there years ago I ran partnership formed there years ago I ran partnership formed there years ago I ran a SAS SEO keyword tool and the a SAS SEO keyword tool and the a SAS SEO keyword tool and the complementary piece of software to this complementary piece of software to this complementary piece of software to this keyword tool was rank trackers so I keyword tool was rank trackers so I keyword tool was rank trackers so I reached out to several rank trackers and reached out to several rank trackers and reached out to several rank trackers and all of them said they would be willing all of them said they would be willing all of them said they would be willing to do partnership and frankly it was a to do partnership and frankly it was a to do partnership and frankly it was a non-affiliate deal it was just the info non-affiliate deal it was just the info non-affiliate deal it was just the info marketers called a joint venture or JV marketers called a joint venture or JV marketers called a joint venture or JV partnership where I emailed the hit tail partnership where I emailed the hit tail partnership where I emailed the hit tail audience and said this rank tracker is audience and said this rank tracker is audience and said this rank tracker is good of course I verified that before I good of course I verified that before I good of course I verified that before I was became a user of the tool but I said was became a user of the tool but I said was became a user of the tool but I said I use this I recommend it no affiliate I use this I recommend it no affiliate I use this I recommend it no affiliate link just sent people over and they did link just sent people over and they did link just sent people over and they did the same for us and that was an the same for us and that was an the same for us and that was an extremely profitable and very extremely profitable and very extremely profitable and very inexpensive way to get exposure to inexpensive way to get exposure to inexpensive way to get exposure to someone who had access to an audience someone who had access to an audience someone who had access to an audience that I did not but I knew that they were that I did not but I knew that they were that I did not but I knew that they were ripe to use my tool I hope this video ripe to use my tool I hope this video ripe to use my tool I hope this video was helpful for you on thinking through was helpful for you on thinking through was helpful for you on thinking through how to get to 100 to 1000 customers and how to get to 100 to 1000 customers and how to get to 100 to 1000 customers and Beyond I'll see you in the next video

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