What would be the best form of lead generation for a software testing startup?
What is the best effective way for a software testing start up to generate lead with out dedicated sales/marketing team in place ?
What are effective techniques and mediums on web that can be used for the same?
This is a question that is ask dozens times a day. You have expensive companies like Hubspot, and Marketo but you have to do some research and find which company best suet your needs the best way. You money should always be put to generate you more money not just sit and make no ROI. And if you go with a smaller company you should have that company send you as much info as possible on case studies and .
The beast way would be direct reach. And also to focus on a niche industry, Accountants for example. Understand their needs and mindset and direct your marketing towards solving their needs. You need to get your marketing message right so that it solves a major frustration with that Niche around the tasks that the software carries out. This is why you should start with one niche first so that you can develop a way to communicate a particular crowd in a persuasive way. Direct cold calling and setting up free seminars or workshops to educate and sell to "accountants" if that is the niche you want to serve. You can use ready made lists on linked in to source the group you are looking for cheaply. Or offer to do seminars for the relevant business associations etc. Its also easy to build a list of prospects locally through Google. And just call them up. You could also do some research to find out of there are a sufficient number of searches online to build a lead generation website. That would require a deep understanding of a particular niche in order to talk to them in a way to get them to respond.
The first step is to decide on a single niche and become the known experts in that industry. I think you need to drill down to be more specific as to who you serve in terms of a niche. Once you become known in one niche you can then broaden your market to others if desired. The techniques and medium will become obvious once you do.
It is best to figure out what your target market's problems are first. Then create short YouTube videos explaining those problems and why your are the best solution. Obvioulsly there is a lot of keyword research to do on how these companies look for or find out about such services.
It would also be helpful if you have some "proof" of your ability to solve their problem and have a few testimonials wouldn't hurt either.
For a software testing startup, your lead generation has to start with a killer fact about your service - I.e. "We know the 5 reasons user adoption of your (insert name of complex application here) will never reach above 5% and our testing methodology reveals this ." You must be specific here, even if you have more capabilities, because if you are not -- your message gets lost.
There are too many competitors with mature products, better marketing budgets, more complete solutions, that if you falter here, you will spend many months in fruitless efforts to gain a toenail hold in the market.
Once you are in a client and they marvel at your team and your level of comittment, then you have earned the right to say, "I also do the same thing for application B, etc. "
However you will need a dedicated marketing/sales team in place. Just because you built something doesn't mean anyone knows you exist. Without that team you will have to work your network of contacts tirelessly to get someone to give you a shot. And that means someone will have to stop working to do this job so you might as well hire a professional to do it.
There is more here that I can say but others have already commented on it.
I agree with Mr. Halliday. Pick on niche and contact the decision makers directly to identify those with a need for your services and a budget to pay for it.
Not sure how you will manage those leads without a dedicated sales staff. I would start with a salesperson then add a lead generation capability.
That is a complex question, and would depend on your ideal client/customer. Do you live and die by your appointments? Or are you just needing to spread the word?
Alpha testing is most important probably, internal testing to the point where you know how to debug properly
what is the purpose here? to test the software capability or acceptability? target customers first. Yes, target customers, you may even able to name the customers you targeted, before you decided to sell in larger scale.
software developer meet-ups and other gatherings, If you can afford it get exhibit space. Join on-line developer groups on-line.
consider becoming a second-tier provider to large company, perhaps a certified implementer of big-boy tools like those offered by IBM and others. They don't have enough consultants to do all that work and most people won't pay those rates either. Enter the small affiliate.
Several ways to generate leads, LinkedIn groups, Software development Groups, Associations, Blogs sites?
Work with a focus group so you can test in a small company that allow to work with them and contact you with actual and new customers.