# How integrations and marketplaces can produce first SaaS customers. - working worksheet

Reviewed alongside the Eli guide: https://hireeli.io/resources/integration-marketplace-first-saas-customers

## Decision to make

Use an adjacent platform ecosystem as an early distribution path

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

## Buyer questions

- [ ] How integrations and marketplaces can produce first SaaS customers?
- [ ] What should a B2B startup do first to use an adjacent platform ecosystem as an early distribution path?
- [ ] Which evidence shows that use an adjacent platform ecosystem as an early distribution path is working?
- [ ] What is the most common mistake when teams try to use an adjacent platform ecosystem as an early distribution path?

## Evidence-led work plan

### 1. Why this decision appears: an integration creates code and a listing

An integration creates code and a listing, but not demand, unless it solves a repeated workflow for users of the host platform.

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

### 2. Choose an ecosystem where the ICP already works, solve one high-friction handoff and make the listing and onboarding answer that use case precisely

Choose an ecosystem where the ICP already works, solve one high-friction handoff and make the listing and onboarding answer that use case precisely.

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

### 3. Verify demand with current platform users, then build the smallest reliable workflow

Verify demand with current platform users.

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

### 4. Measure track listing views

Track listing views, installs, successful activation, retained use and paid conversion.

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

### 5. Do not cross this boundary: do not build integrations for logo value or claim compatibility beyond the tested workflow

Do not build integrations for logo value or claim compatibility beyond the tested workflow.

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

## Source ledger

- [ ] HubSpot: ways to find and keep 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
- [ ] Google Search Central: optimizing for generative AI features: https://developers.google.com/search/docs/fundamentals/ai-optimization-guide
- [ ] 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.