Let's cut through the noise and look at what actually works for selling B2B SaaS, based on your Average Revenue per Customer (ARPC). No fluff, just proven strategies backed by real data.

The Revenue-Based Decision Framework

First, let's break down what matters:

Revenue Per Customer Best Strategy Why It Works Below $25,000/year Inbound Focus Lower CAC, scalable reach Above $25,000/year Outbound Focus Justifies personalized outreach Mixed Hybrid Approach Maximizes opportunities

The Inbound Playbook (For Lower ARPC)

What Works:

1. Content That Converts

   • Educational blog posts (65% of B2B buyers prefer learning this way)

   • Targeted landing pages by use case

   • Gated premium content

2. SEO Optimization

   • Focus on buying-intent keywords

   • Create solution-focused content

   • Build authority in your niche

The Outbound Playbook (For Higher ARPC)

What Works:

1. Strategic Targeting

   • Focus on companies showing intent

   • Monitor trigger events

   • Track expansion signals

2. Multi-Channel Engagement

   • LinkedIn for relationship building

   • Email for detailed communication

   • Direct outreach for key accounts

The Hybrid Approach

For products with varied pricing tiers:

1. Inbound for Volume

   • Automated lead nurturing

   • Self-service options

   • Content marketing

2. Outbound for Enterprise

   • Personalized outreach

   • Custom solutions

   • High-touch engagement