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October 19, 2022
9 mins

Revitalising Your SaaS Marketing: Unleashing the Power of a Tailored Budget with Insights, Benchmarks & Strategies

Crafting a comprehensive and successful marketing budget for your SaaS business demands significant time and effort, regardless of its size. Each company in the SaaS industry follows a unique approach to budgeting, resulting in diverse figures. The abundance of online resources offering various calculations further adds complexity to the task. 3WH supports your foray into revitalising your SaaS Marketing budget by delving into the challenging process of creating a customised budget that complements your brand, sector, and—most crucially—your target audience.

Understanding the Significance of a SaaS Marketing Budget

A well-rounded SaaS marketing budget extends beyond mere numbers. It requires a deep understanding of your industry, brand positioning, and target audience. By combining this understanding with a profound knowledge of effective SaaS marketing strategies, you can create a budget that perfectly suits your business needs. Join us as we explore the essential steps to build a highly effective SaaS marketing budget.

Key Aspects to Consider

To construct a successful marketing budget for your SaaS business, it's crucial to address the following key aspects:

What is a typical marketing budget percentage?

  • How do SaaS companies typically allocate their marketing funds?
  • Can a higher marketing spend lead to greater success?
  • Unveiling the relationship between sales and marketing expenditure in thriving SaaS enterprises.
  • Crafting a marketing budget from the ground up: A strategic approach.
  • Exploring real-world examples of marketing budgets in B2B SaaS companies.
  • Tracking the pulse of SaaS marketing: Key benchmarks to monitor.
  • Unleashing the power of inbound marketing for SaaS: A game-changer.

Determining the Marketing Budget Percentage

On average across all industries since 2018, the typical marketing budget percentage is approximately 10% of revenue. However, the spending landscape experienced a noticeable shift in 2021. A Gartner study reported a record low average of 6.4% compared to 11% in 2020. Fortunately, there has been a recent resurgence, with the number recovering to 9.5% in 2022.

It's important to consider that marketing expenditure varies significantly based on multiple factors. B2C companies often allocate more funds to marketing compared to B2Bs. Startups frequently invest a higher percentage of their revenue to expedite their initial growth. Moreover, SaaS companies naturally possess a greater marketing budget due to their unique business model.

Understanding Marketing Expenditure in SaaS Companies

The most successful SaaS companies allocate approximately half of their revenue to marketing, while startups may spend even more. This figure surpasses the overall industry average. However, it's essential to note that SaaS companies enjoy cost savings in areas such as materials, physical storage facilities, and supply chain management.

Breakdown of marketing spend: Allocate the marketing budget across various tactics based on industry best practices. Here is a rough breakdown, though the exact allocation may change depending on your product and target market: 

Content promotion: High-quality content creation, including the writing of blog posts, whitepapers, case studies, and ebooks, can be funded with 25–30% of the marketing budget.

Digital advertising: Allocate around 20-25% of the budget for digital advertising channels like Google Ads, LinkedIn Ads, and industry-specific publications to reach your target audience.

Search engine optimisation (SEO): Allocate 10-15% of the budget to optimise your website and content for search engines. This includes keyword research, on-page optimisation, and link building.

Events and conferences: Allocate around 10-15% of the budget for attending industry events and conferences where you can network with potential customers and build brand awareness.

Email marketing: Allocate 10-15% of the budget to nurture leads and engage with existing customers through targeted email campaigns.

Social media marketing: Allocate 5-10% of the budget for social media advertising and organic social media efforts to engage with your target audience.

Other marketing initiatives: Allocate a small portion of the budget (5-10%) for experiments, new channels, or emerging marketing tactics relevant to your industry.

Considerations for Startups in Budgeting for SaaS Marketing:

Competitive Nature: Startups should be aware of the highly competitive nature of the SaaS industry. It may require an initial marketing investment that is higher than the average to establish a strong presence and gain recognition.

Time Frame: Startups should allocate a longer time frame for their marketing strategies to yield significant results. Building brand awareness and generating leads may take time, so it's important to plan for sustained marketing efforts.

Scalability: Startups should factor in scalability when budgeting for SaaS marketing. As the business grows, the marketing budget should also be flexible to accommodate increased marketing activities and outreach to a larger audience.

Prioritisation: Startups need to prioritise their marketing goals and allocate their budget accordingly. It's crucial to identify the most effective marketing channels and strategies that align with the target audience and business objectives.

ROI-Focused Approach: Startups should focus on the return on investment (ROI) of their marketing initiatives. By carefully tracking and analysing the results of their marketing campaigns, startups can optimise their budget allocation and refine their strategies for maximum impact.

Testing and Iteration: Startups should be open to experimentation and continuous improvement. Allocating a portion of the marketing budget for testing new strategies and tactics allows for learning and adaptation based on real-time data and feedback.

Expertise and Outsourcing: Startups may consider partnering with experienced marketing professionals or agencies with expertise in SaaS marketing. This can provide valuable guidance and leverage the knowledge and resources necessary to develop and execute effective marketing campaigns.

Measure and Adjust: Startups should regularly monitor and evaluate the performance of their marketing initiatives. By measuring key metrics and adjusting their budget allocation based on the results, startups can optimise their marketing spend and achieve better results over time.

Emphasis on Inbound Marketing: Startups should prioritise inbound marketing strategies that focus on attracting and engaging potential customers through content creation, SEO, social media, and referral marketing. This cost-effective approach can generate long-term value and sustainable growth for the business.

Continuous Learning: Startups should stay updated with industry trends, best practices, and emerging marketing technologies. Investing in ongoing learning and professional development ensures that the marketing budget is allocated wisely and keeps the startup ahead of the competition.

By considering these factors, startups can strategically allocate their budget for SaaS marketing, optimise their resources, and pave the way for sustainable growth and success in the highly competitive SaaS landscape.

The Relationship Between Marketing Expenditure and Success

Extensive studies have established a direct link between larger marketing budgets and higher levels of success. In a survey of B2B companies, the most successful allocated 40% of their budget to marketing, while the least successful assigned a mere 14%. The data underscores the value of investing in marketing to achieve significant returns.

Sales and Marketing as a Percentage of Revenue in Successful SaaS Companies

When examining successful and established SaaS companies, marketing budgets tend to average around 50% of their revenue. However, this percentage changes depending on the services provided, the amount of sales, and the profit margins. While the brands we analyse exhibit diverse portfolios, they all share a common thread—a commitment to excellent content strategies. These companies recognise the importance of effectively utilising their marketing budget to explain their product, highlight its unique features, and differentiate themselves from competitors.

At 3WH, we comprehend the power of a robust content marketing strategy in establishing your brand's authority in the SaaS industry. From developing customer personas to conducting comprehensive keyword research and creating tailored content for every stage of the sales funnel, our expertise lies in crafting strategies exclusively tailored to SaaS companies.

Creating a B2B SaaS Marketing Blueprint from the Ground Up

Before diving into the creation of your SaaS marketing budget, it is crucial to develop a solid plan. Begin by addressing essential questions about your business:

  1. How does your financial landscape look in terms of existing obligations and expenses?
  2. What exciting growth projections do you envision for the upcoming 12 months?
  3. What ambitious goals have you set for your business to conquer?
  4. Have you determined the valuable Customer Lifetime Value (CLV) your business brings?
  5. How does the Annual Recurring Revenue (ARR) of your company contribute to its success?
  6. Are there any exciting plans in the pipeline to expand your product range and captivate new markets?
  7. Who will be the brilliant mastermind behind executing your content marketing strategies and captivating your audience?

A comprehensive marketing plan lays the foundation for an effective budget, guiding your decisions and ensuring your resources are allocated wisely.

The Importance of a Strategic Marketing Budget and How to Allocate

A strategic marketing budget serves as the foundation for your B2B SaaS company's growth and success. By allocating resources effectively, you can target the right audience, generate quality leads, and nurture them through the sales funnel. You can do this to boost revenue growth and raise your return on investment (ROI).

Let's now delve into what makes a marketing budget successful.

  1. In-Depth Market Research

Before allocating your marketing budget, conducting thorough market research is essential. Gain a deep understanding of your target audience, their pain points, and the competitive landscape. Identify your unique value proposition and how it differentiates you from competitors. This research provides valuable insights to shape your marketing strategies effectively.

  1. Content Marketing: Engage and Educate

Content marketing plays a pivotal role in establishing thought leadership, building trust, and driving organic traffic. Dedicate a sizeable percentage of your money to producing useful, entertaining, and high-quality material that appeals to your target market. Develop a content strategy that includes blog posts, case studies, whitepapers, and ebooks, addressing relevant industry topics and pain points. By consistently delivering valuable content, you can position your B2B SaaS product as a solution provider and outrank competitors in search engine results.

  1. Search Engine Optimisation (SEO): Dominate Organic Rankings

To outrank competitors and attract organic traffic, prioritise an effective SEO strategy. Conduct thorough keyword research to identify high-intent keywords and optimise your website and content accordingly. Implement on-page optimisation techniques such as optimising meta tags, headers, and URL structures. Create compelling and keyword-rich meta descriptions to increase click-through rates on search engine result pages (SERPs). Additionally, focus on acquiring high-quality backlinks to boost your website's authority and visibility.

  1. Pay-Per-Click (PPC) Advertising: Targeted Campaigns

PPC advertising allows you to reach your target audience with precision. Allocate a portion of your budget to paid search campaigns, leveraging platforms like Google Ads. Develop highly targeted ad campaigns that align with your keywords and audience segments. Based on performance data like click-through rates, conversion rates, and cost per acquisition (CPA), continuously evaluate and improve your campaigns. This enables you to generate quality leads and drive immediate results while complementing your organic efforts.

  1. Email Marketing: Nurture and Convert

Email marketing remains a powerful tool to nurture leads and retain customers. Allocate a portion of your budget to creating personalised and compelling email campaigns. Segment your audience based on their interests, behaviors, and engagement levels to deliver tailored content. Implement marketing automation to streamline your email workflows, ensuring timely follow-ups and lead nurturing. By providing valuable content, targeted offers, and exclusive updates, you can drive conversions and increase customer retention.

  1. Social Media Marketing: Amplify Your Brand

Social media platforms offer immense opportunities to engage with your target audience and amplify your brand presence. Allocate a portion of your budget to social media marketing activities. Choose platforms that align with your target audience and develop a content strategy tailored to each platform's dynamics. Leverage both organic and paid tactics to increase brand awareness, drive traffic, and engage with your audience. Monitor social media metrics such as engagement rates, follower growth, and conversion rates to optimise your strategies continually.

  1. Measurement and Analysis: Track Your Success

Allocating a portion of your marketing budget to measurement and analysis is crucial for optimising your strategies and achieving your goals. Implement robust analytics tools to track key performance indicators (KPIs) such as website traffic, conversions, customer acquisition costs (CAC), and customer lifetime value (CLV). Regularly analyse the data and refine your marketing strategies based on actionable insights. This iterative approach ensures continual improvement and increased ROI.


Crafting an effective SaaS marketing budget is no ordinary feat. It requires a delicate blend of industry knowledge, strategic planning, and a deep understanding of your target audience. But fear not! With these insights and the appropriate techniques, you can revitalise your marketing initiatives and take your SaaS business to new levels of success.

At 3WH, we understand the pulse of the SaaS industry. Our team of experts is well-versed in the art of crafting tailored marketing budgets that pack a punch. We don't just crunch numbers; we unlock the full potential of your brand, positioning you as an authority and magnet for customers in the competitive SaaS market.

Imagine a world where your marketing budget becomes a catalyst for growth, where every pound or dollar spent delivers remarkable results and propels your business forward. From strategic content creation to laser-focused campaigns, we're here to breathe life into your marketing initiatives and turn them into revenue-generating powerhouses.

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