10 Lead Generation Strategies for Technology Companies

Technology companies face unusual difficulties when it comes to lead generation. With an ever-evolving market, fierce competition, and a rapidly changing customer base, it can be difficult to find and attract potential customers. However, with the right lead generation strategies, technology companies can overcome these challenges and grow their customer base.

In the quick-paced technology and IT world, growth is rapid and constant. Tech companies are continually innovating and enhancing their products and services, often taking risks in pursuit of future potential. They are not afraid to undertake new trade lines that have never lived before.

To keep up with this ever-evolving landscape, technology companies require agile lead generation strategies and robust SaaS marketing communication strategies to ensure exposure for their company, products, and services.

List of Lead Generation Strategies for Technology Companies

1. Set Goals

Establishing clear objectives is a crucial first step when devising a lead generation strategies for a technology company. These objectives serve as a benchmark to measure progress and ensure that all teams are aligned with the company’s overall strategic goals.

Many digital-native companies use the OKRs methodology to facilitate this process, as it is a fast-paced and straightforward approach that engages each team. OKRs can be set, tracked, and reviewed on a quarterly basis, with room for adaptation to suit the company’s unique needs.

In some cases, technology companies opt to set corporate-level priorities instead of individual OKRs and allow teams to determine the best path to achieve these goals. This approach can empower teams and foster a sense of ownership, ultimately driving better results.

2. Define and adapt to your target audience

Defining an excellent customer profile (B2B) or buyer persona (B2C) is a crucial step in successful lead generation for technology companies. This technique provides valuable insights into the interests, challenges, and buying habits of the target audience, enabling tech businesses to tailor their marketing efforts and encourage potential customers to share their contact information, such as via forms, to learn more about their offer.

Creating multiple buyer personas is also advisable for tech companies offering multiple products, but it is essential to ensure that they all align with the brand.

3. Bring value with intent data

Software sales require a targeted approach to generate leads, and sales intelligence solutions can help by providing valuable data to identify prospects’ buying signals. This allows tech companies to pitch their products or services to the correct individual at the appropriate time and direct their decision-making procedure.

One effective lead generation strategies for software sales is intent-driven account-based marketing. This approach involves targeting a focused group of buyers and creating personalised campaigns based on their specific needs and interests, rather than a generic audience.

4. Use short videos to describe complicated data

Technology companies and startups can generate leads by creating useful and educational SEO content. Blogs are often the preferred platform for businesses to reach out to prospects. However, experimentation is a crucial aspect of lead generation in the tech industry.

Short videos are an effective way to convey complex information concisely, making them another viable option for tech businesses. Maximum individuals see audio-visual product explains as appealing. In 2021, 78% of individuals downloaded a portion of software or app after eyeing a video. You can even make videos to address the most typical questions and highlight your product’s stability.

5. Balance gated and ungated content

Lead generation strategies for technology companies can be made easier by making gated content. Gated content works like a transaction where potential leads “pay” for premium materials with their contact information. However, there is an ongoing debate in the marketing industry about the advantages and disadvantages of using gated versus ungated content. Software companies can generate leads with gated content, but ungated content creates confidence and brand understanding.

To overcome this challenge, successful lead generation experts in tech companies follow Pareto’s law, which states that 20% of your audience is liable for 80% of your win. These specialists create only 20% of gated content, leaving the rest ungated to achieve record-breaking revenue.

6. Ask your customers to review your product

One of the very useful B2B lead generation methods for technology corporations is leveraging the power of customer reviews. By reaching out to your satisfied customers and asking them to leave feedback, you can create confidence and credibility with possible leads.

Consumers today rely heavily on reviews from other consumers when making purchasing decisions, and having authentic and current studies from actual users can be a tremendous support in creating your online standing.

While some reviews may come organically, you can also launch an email campaign to contact your fully-onboarded customers and encourage them to leave a review with a special offer or incentive.

7. Offer free trials or freemium products

Offering free trials or access to basic features of a product is a powerful lead generation strategies for technology and SaaS companies. By allowing potential customers to test out their product or service, businesses can showcase the unique value proposition of their offering and help prospects make informed purchasing decisions.

This approach is particularly effective for startups selling intangible products like software, apps, games, and analytics. Rather than relying solely on marketing materials to convey the benefits of their product, companies can let their offering speak for itself and let customers experience it firsthand.

Offering free trials or basic access to a product can also help reduce the need for aggressive selling and alleviate pressure on sales teams. Customers are able to see the real value of the product and are often willing to provide their contact information in exchange for the opportunity to try it out.

8. Host webinars and virtual product demos

If a technology company is unable to offer free trials, it can still effectively generate leads by providing valuable content in the form of webinars. This format provides users with insightful, actionable information in a digestible manner.

Many tech companies find webinars to be a useful method to engage with customers and increase lead conversion rates. Collaborating with other industry experts as contributors can also help create easily shareable webinar content.

However, one of the biggest hurdles for tech businesses using webinars for lead generation strategies are ensuring attendance. To overcome this challenge, companies can refer to an ultimate guide on webinar lead cadences.

9. Build a content marketing funnel

Lead generation strategies for software companies can be made easier by prioritising the end-user’s experience. By providing effective solutions to common problems, software companies can increase their lead conversion rates.

For inbound lead generation strategies, it is important to create content for each stage of the sales funnel: attention, carefulness, and determination. At the awareness stage, customers are looking for expert guides or white papers to help them understand the issue. In the consideration stage, they research available solutions to define the cause of the problem. Finally, in the decision stage, they narrow down their options and weigh the pros and cons before making a decision.

10. Build landing pages

Generating leads for software companies can be achieved through the use of landing pages. Landing pages provide a focused and compelling experience for your users and give you more control over your campaigns.

When a visitor clicks on your ad from Google, email, YouTube, etc., they are taken to a landing page. You use this to connect your company’s offer with your target audience.

To optimize your landing pages, focus on one single goal expressed as a clear call to action (CTA). The landing page should be engaging and prompt visitors to accomplish one precise action.

Well-formed landing pages will allow you to capture visitors’ contact information and convert them into leads. To increase the chances of success, concentrate on the above-the-fold area of the page and contain a decisive offer. Use headings to promote the significance of your offer and motivate guests to take an effort.

Also Read: How to Build a B2B Sales Pipeline?


Enquiry Now With Us!