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Why This SaaS Killed PPC and Grew Through Partnerships Instead
Replace PPC with platform partnerships — here's how Ship.com stopped burning budget on Google Ads and built a repeatable acquisition engine instead.
Becky Wood breaks down the exact pivot Ship.com made when PPC stopped delivering predictable results. Google kept changing advertiser reward structures, turning paid acquisition into what Becky calls "a money grab with no repeatable or expected result." The shift to organic search created consistent weekly signups, but organic alone can't scale a SaaS business. That's where platform partnerships changed everything.
The real scaling lever was embedding directly into the platforms their customers already use — Shopify and Walmart integrations that bring pre-qualified buyers through the door without a cost-per-click. This episode covers how B2B SaaS founders can replace PPC with platform partnerships as the primary growth channel, what made organic search finally work as a foundation, and a hard lesson on chatbot implementation that wrecked their HubSpot setup and had to be pulled entirely.
ABOUT THE GUEST
Becky Wood is a senior leader at Ship.com, a B2B SaaS company serving the e-commerce and direct sales market. She brings cross-functional authority across product, marketing, and growth strategy. Her background includes Webistics, an order fulfillment services and software company that was acquired by Rakuten and subsequently Network.
Get the complete show notes, frameworks, and playbooks:
https://podcast.rapidproductgrowth.com/replace-ppc-with-platform-partnerships/
Subscribe for more tactical B2B SaaS growth strategy:
https://www.youtube.com/@RapidProductGrowth?sub_confirmation=1
#B2BSaaS #PlatformPartnerships #SaaSGrowth #EcommerceIntegrations #PaidAcquisition
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By Jean-Michel MoreauReplace PPC with platform partnerships — here's how Ship.com stopped burning budget on Google Ads and built a repeatable acquisition engine instead.
Becky Wood breaks down the exact pivot Ship.com made when PPC stopped delivering predictable results. Google kept changing advertiser reward structures, turning paid acquisition into what Becky calls "a money grab with no repeatable or expected result." The shift to organic search created consistent weekly signups, but organic alone can't scale a SaaS business. That's where platform partnerships changed everything.
The real scaling lever was embedding directly into the platforms their customers already use — Shopify and Walmart integrations that bring pre-qualified buyers through the door without a cost-per-click. This episode covers how B2B SaaS founders can replace PPC with platform partnerships as the primary growth channel, what made organic search finally work as a foundation, and a hard lesson on chatbot implementation that wrecked their HubSpot setup and had to be pulled entirely.
ABOUT THE GUEST
Becky Wood is a senior leader at Ship.com, a B2B SaaS company serving the e-commerce and direct sales market. She brings cross-functional authority across product, marketing, and growth strategy. Her background includes Webistics, an order fulfillment services and software company that was acquired by Rakuten and subsequently Network.
Get the complete show notes, frameworks, and playbooks:
https://podcast.rapidproductgrowth.com/replace-ppc-with-platform-partnerships/
Subscribe for more tactical B2B SaaS growth strategy:
https://www.youtube.com/@RapidProductGrowth?sub_confirmation=1
#B2BSaaS #PlatformPartnerships #SaaSGrowth #EcommerceIntegrations #PaidAcquisition