# How to get your first 10 B2B SaaS customers. - working worksheet

Reviewed alongside the Eli guide: https://hireeli.io/resources/how-to-get-first-10-b2b-saas-customers

## Decision to make

Build a focused path to the first ten paying B2B SaaS customers

Owner: ____________________
Review date: ____________________
Canonical page or destination: ____________________

## Buyer questions

- [ ] How do I get my first 10 B2B SaaS customers?
- [ ] Should an early SaaS founder start with outbound or content?
- [ ] What proof matters before product-market fit?
- [ ] When is it safe to automate acquisition?

## Evidence-led work plan

### 1. Before customer one: write the smallest credible market

Choose one role, one company condition and one expensive or urgent job.

Evidence or artifact: ____________________
Status: [ ] not started  [ ] working  [ ] verified  [ ] blocked

### 2. Customers one to three: sell learning with a paid boundary

Ask for a commercial commitment around a narrow outcome instead of offering an endless free beta.

Evidence or artifact: ____________________
Status: [ ] not started  [ ] working  [ ] verified  [ ] blocked

### 3. Customers four to six: turn objections into product and proof

Compare the first decisions.

Evidence or artifact: ____________________
Status: [ ] not started  [ ] working  [ ] verified  [ ] blocked

### 4. Customers seven to ten: repeat one acquisition path

Use the strongest source of qualified conversations again before adding another channel.

Evidence or artifact: ____________________
Status: [ ] not started  [ ] working  [ ] verified  [ ] blocked

### 5. The weekly scoreboard for the first ten

Count qualified conversations, confirmed problems, paid experiments, activated accounts and retained customers by source.

Evidence or artifact: ____________________
Status: [ ] not started  [ ] working  [ ] verified  [ ] blocked

## Source ledger

- [ ] Paul Graham: Do Things That Do Not Scale: https://paulgraham.com/ds.html
- [ ] HubSpot: finding and keeping a first customer: https://blog.hubspot.com/sales/first-customer
- [ ] Google Search Central: people-first content guidance: https://developers.google.com/search/docs/fundamentals/creating-helpful-content
- [ ] Eli: AI Visibility Index methodology: https://hireeli.io/ai-visibility-index/methodology

## Measurement boundary

Baseline date and exact context: ____________________
7-day observation: ____________________
14-day observation: ____________________
30-day observation: ____________________
Known limitations: ____________________

Keep technical eligibility, citations, recommendations, visits, leads and revenue as separate evidence. This worksheet does not guarantee an external ranking or commercial result.