Growth Strategy

What a Real Growth Plan Looks Like: 5 Moves That Work

This breakdown of a B2B SaaS growth plan shows how to tie hiring, product, customer success, and paid media together for sustainable MRR growth.

Dan Gamito

• 2 min read

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If your growth plan doesn’t address product, team, channels, and customer retention all at once — it’s not a plan. It’s a wish.

In this post, I’ll walk through a growth strategy I developed for a B2B SaaS brand operating in the certification and training space. Their product had clear market fit, churn was low, and ROAS was healthy. But growth had plateaued — and leadership needed a plan that went beyond "spend more on ads."

Here’s the 5-move plan I presented. These are real decisions designed to deliver real revenue.

1. Make the Product Self-Serving (For the Right Customers)

Not everyone wants to book a demo. Some just want to buy.

We designed a separate self-service funnel for customers who didn’t need a sales call to commit. This included:

  • A frictionless checkout experience
  • Pre-recorded onboarding
  • Pricing logic that rewarded speed and simplicity

This freed up the sales team to focus on bigger, slower-closing deals - while still converting the DIY segment.

2. Focus on Retention and CS for Q1 Expansion Revenue

It’s almost always cheaper to expand a current customer than acquire a new one.

We built a CS-led expansion playbook:

  • Light-touch outreach cadence for renewals + upgrades
  • Usage triggers for success check-ins
  • Feature prompts tied to account activity

This helped us secure Q1 revenue from existing accounts without waiting on new pipeline.

3. Create Clear Success Metrics for Agency Partners

The company had a full-service ad agency running Meta, YouTube, and TikTok - but the reporting was noisy.

We implemented:

  • Clean channel-by-channel ROAS benchmarks
  • Daily pacing dashboards (to manage spend and delivery)
  • Attribution guardrails to reduce channel cannibalization

The result? Better performance reviews, less ambiguity, and faster pivots when things weren’t working.

4. Hire and Train a Dedicated Retention Lead

If no one owns retention, everyone forgets about it.

We scoped and filled a hybrid role focused on:

  • Active win-back campaigns
  • Re-engagement flows across email/SMS
  • Cancellation intercept offers

This wasn’t a support role - it was a revenue role. And it paid for itself in under 60 days.

5. Build the Roadmap with Cost Per Action in Mind

Finally, we shifted the product roadmap from "cool features" to cost per action.

We prioritized:

  • Features that reduce CAC (free trial promos, content virality, shareability)
  • Features that improve LTV (account stickiness, usage alerts, gamified renewal nudges)
  • Features that reduce support load (better onboarding, clearer in-product education)

Every line of code had to justify its role in the P&L. The roadmap got leaner, faster, and sharper.

TL;DR

Growth plans that work are:

  • Cross-functional
  • Revenue-linked
  • Ruthlessly prioritized
  • Designed for real-world constraint

If you want help designing yours - or auditing the one your agency gave you - reach out here. No performative bullshit. Just leverage.