# How to turn a SaaS product launch into first customers. - working worksheet

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

## Decision to make

Design a launch around a buyer action rather than a burst of attention

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

## Buyer questions

- [ ] How to turn a SaaS product launch into first customers?
- [ ] What should a B2B startup do first to design a launch around a buyer action rather than a burst of attention?
- [ ] Which evidence shows that design a launch around a buyer action rather than a burst of attention is working?
- [ ] What is the most common mistake when teams try to design a launch around a buyer action rather than a burst of attention?

## Evidence-led work plan

### 1. Why this decision appears: a launch can create impressions and signups while failing to bring the right users to a moment of value

A launch can create impressions and signups while failing to bring the right users to a moment of value.

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

### 2. Launch one clear promise to one audience, prepare proof and onboarding, and use every response as product and message research

Launch one clear promise to one audience, prepare proof and onboarding, and use every response as product and message research.

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

### 3. Choose the launch audience and job, then create a proof-led destination

Choose the launch audience and job.

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

### 4. Measure measure qualified signups

Measure qualified signups, activation, retained use, paid conversion and the source of every early customer.

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

### 5. Do not cross this boundary: do not manufacture urgency

Do not manufacture urgency, testimonials or waitlist numbers to make the launch appear larger.

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.