Established Marketers

Top 10 Email Marketing Strategies for SaaS Companies in 2024

In a SaaS business, the potential of converting leads or signups into paying customers through emails is limitless. Emails are not just a tool, but a powerful ally in achieving this goal. Every SaaS company should consider three types of essential emails: marketing emails, lifecycle emails, and transactional emails, each with its unique role in the customer journey.

Moreover, to effectively reduce churn in SaaS, email workflows can be your secret weapon. These workflows are designed to guide potential customers through the sales cycle, ensuring they stay engaged and interested. By tailoring these workflows to different stages, lead to signup, signup to activation, activation to conversion, conversion to retention, and from retention to referral, you can take control of your customer retention strategy and drive revenue growth.

If you’re a SaaS startup or have been using email marketing but are ready to up your game with email marketing as a go-to tactic for driving business expansion, this article is for you. We share strategies to help you create effective SaaS B2B email marketing campaigns. We cover the top emails needed to be successful in conversions and retention, email automation tools (which are tools that automate the sending of emails based on certain triggers), and tips and practices for revenue growth.

Email Marketing Strategies for SaaS Business Needs

Every SaaS company needs to send three types of emails:

1. Marketing email (sent to your marketing leads.)

Marketing emails are informational and educational content that help nurture your prospects. This could include lead magnets, lead nurture campaigns, sales campaigns, newsletters, and blog posts.

2. Lifecycle email (sent to users after they sign up for your product.)

This includes user onboarding, upgrade from a trial-to-paid plan, and customer loyalty campaigns.

3. Transactional email—service emails like password recovery, product notifications, and billing invoices.

SaaS Email Marketing Strategies (Why and How)

SaaS businesses envision the potential for increased revenue as they explore ways to move leads down the funnel and shorten the customer journey. This is where email marketing comes into play. It’s a powerful channel that can enhance business sales, brand awareness, and ROI.

With SaaS email marketing campaigns, the possibilities are endless. You can target existing and potential customers with various emails, from lead nurturing campaigns and newsletters to promotions and product updates. This flexibility allows you to tailor your approach to different customer journey stages, empowering you to make a meaningful impact.

Dan Martell, CEO of SaaS Academy, shares his 4 email campaigns your software company needs to use to convert the right customers:

Dan Martell, ‘Email Marketing Strategies for B2B SaaS Companies’, YouTube

Let’s continue and talk through email marketing segmentation, trigger emails, lead nurturing and more for successful email campaigns . . .

1. Personalization and Segmentation

A natural marketing strategy is to show your prospects the transformation your product provides. Personalized emails that address recipients by name and cater to their specific needs have higher open and conversion rates.

By harnessing the power of data, you can take your email marketing to the next level. Segmenting your audience based on behavior, demographics, and past interactions with your product allows you to deliver personalized content that resonates with where the prospect is in their customer journey. This level of precision boosts engagement and instills confidence in your marketing strategy, reassuring you of its effectiveness.

2. Behavioral Trigger Emails

Emails triggered by user behavior are highly relevant and timely, leading to better engagement. You can automate workflows that send emails based on actions. For example, a user signs up for a trial.

Behavior-based emails are effective because they acknowledge users when they are most likely to engage with the email.


Behavior emails have a 47% higher open rate than email sequences and a 115% higher open rate than newsletters. (GetResponse)

3. Customer Onboarding Series

SaaS onboarding is crucial for helping new users quickly grasp the product’s value and learn how to use it effectively.
Crafting onboarding emails that guide new users, leading them through the initial setup, providing valuable tips, and showcasing essential features will significantly boost user retention.

The purpose of good user onboarding in SaaS is to take the user on the shortest path to value. You need to know what the user wants to achieve and then show them the fastest route to achieving this goal/result.

4. Upsell Campaigns as an Email Marketing Strategy for SaaS

Encouraging existing customers to upgrade or purchase additional features not only significantly boosts revenue but also enhances their experience with your products. By analyzing usage patterns, you can identify opportunities for upselling and cross-selling. Then, you can send targeted emails suggesting upgrades or complementary services, highlighting the benefits.

Highlighting the benefits of upgrading to a higher version of the product in emails and understanding their actions and behaviors will identify opportunities for expansion revenue and improve customer loyalty.

5. Surveys and Customer Feedback

Using email for surveys will help customers share their thoughts, providing deep insights.

You can periodically send out surveys or feedback requests to gauge customer satisfaction and increase awareness for product improvement.

6. Educational Content and Resources

Email marketing plays a crucial role in maintaining a high level of user engagement. It consistently delivers educational content to help establish your company as a thought leader.

Segment your audience and send regular newsletters or emails featuring blog posts, case studies, whitepapers, webinars, and other educational content. This strategic approach ensures that each segment receives content highly relevant to their specific concerns.

7. Win-back Campaigns

Identify users who haven’t engaged with your product or emails recently and send them re-engagement emails with special offers or updates about new features. SaaS win-backs are pivotal for your business.

Through win-back email campaigns, you can remind customers of what they’re missing out on. The content can be tailored to your objective, whether it’s to revitalize inactive customers or drive a new purchase.

8. Lead Nurturing Campaigns

email lead nurturing

The image above is just one example of how you can use existing articles to educate and engage your target audience.

Lead nurturing is more than just a marketing strategy. It’s about building relationships and empathetically addressing the concerns of your potential customers. By understanding and addressing their questions, fears, and uncertainties, you can remove the barriers that have prevented them from completing a purchase.

Lead nurturing is also about adding value, it’s about strategically guiding potential customers through the sales funnel. This is achieved by creating a series of automated emails that deliver targeted content and value propositions to leads based on their stage in the buying journey. This approach not only keeps them engaged with your product but also empowers them, giving them the tools and information they need to make confident, informed decisions.

The elephant in the room is that most web traffic conversion rates rarely generate revenue for SaaS companies.

These visitors mostly sign up for freemium products (conversions shoot up to 4%-30% for these), free trials (8%-10% with no credit card), or other freebies, such as content downloads or email newsletters. 

For SaaS companies, the true value lies in converting leads into paying customers. Lead nurturing plays a crucial role in this, as it can help you reach those leads who may have failed to set up an account or complete the onboarding process but have the potential to become paying customers.

A lead nurturing sequence is a strategic opportunity for you to provide value, establish authority, and build credibility. It’s a series of interactions, often through automated emails, that gradually guide your prospects toward understanding how and why your product is what they need, and why they should trust you. This sequence is designed to keep your prospects engaged and informed, ultimately leading them to a purchase decision.

9. Email A/B Testing

A crucial strategy for successful email marketing is A/B testing. By sending two versions of an email to a small portion of your audience, you can determine which performs better.

You have the opportunity to conduct A/B tests on subject lines, email copy, design, call-to-action buttons, and sending times to identify what resonates best with your audience. Remember to make only one change at a time to measure its impact accurately.

Through careful analysis of the results, you can make data-driven decisions to optimize your email campaigns and improve their effectiveness.

10. Integration with CRM and Marketing Automation Tools

Seamless integration ensures that your email marketing efforts are well-coordinated and data-driven. Use CRM and marketing automation platforms to track user interactions, manage email lists, and automate personalized email workflows.

A CRM helps you better understand your leads to improve business relationships by communicating better with them. Marketing automation enables you to use the insights from the CRM to nurture leads and turn them into customers.

Final Thoughts on Email Marketing Strategies for SaaS

Implementing these strategies can help SaaS companies improve customer engagement, reduce churn, and ultimately drive growth through effective email marketing in 2024.

Email marketing remains a dynamic and vital part of the marketing strategy landscape. The key to harnessing its full power lies in using the right tools and strategies.

Responsify takes the guesswork out of email marketing for B2B companies. Investing in email marketing campaigns is more vital than ever. And part of the strategy is knowing your email analytics and marketing metrics. If you decide email marketing campaigns are an avenue you want to pursue to get your foot through your customer’s door faster, let’s talk.

Responsify helps B2B organizations improve inbound marketing ROI by creating educational and engaging content for their audience to drive traffic, generate leads faster, and rank higher. See how we can help grow your revenue and get a better ROI with email marketing.

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