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Your experience with Capterra


#1

(Our last discussion on Capterra was from some years ago, and things change quickly on the Internet.)

Do you use Capterra, particularly for your B2B SaaS? If so:

  • could you briefly tell us why you use Capterra?
  • how do you get people to post reviews on Capterra?
  • what tips do you have?

#2

We initially listed on Capterra as it seemed to rank very highly in google (position 1 or 2 always) for the key google search terms for our product. When your own product is on page 10 it seemed like a good way to get a bit noticed.

To get people to post reviews we basically just asked them, contacting our known good users. This is something we probably need to do more of. I know a lot of companies offer incentives (Amazon vouchers) to get people to post reviews and Capterra now ask if you do this.

Capterra do have a PPC offering as well and we used it around 4 years ago for a while and got great return on investment. However is it got more popular and the PPC prices went up we stopped doing it. I guess you just need to see how much it is for your category.

I would say of all the product review sites Capterra has easily driven the most traffic for us, it’s the only one we really bother maintaining.


#3

Some traffic. No leads. Totally irrelevant.


#4

How does this traffic convert?


#5

It depends exactly what you want. I am not really interested in seeing a bump of a a hundred random people in my Google Analytics, I would rather 5 people who are real potential buyers. The people who did come from Capterra were highly targeted, they were actually searching for software. But it probably depends on your niche, I expect the more techy the product the less leads you will get.


#6

They offered us $20 Amazon Gift cards for the first 20 reviewers and then gave the app “App of the year” badges in four(!) different nominations. Not sure what’s the benefit for them but we got some nice “social proof” content for the landing page.


#7

Tried their PPC. Zero conversions. Shut it down


#8

Capterra can work well for products with higher price points. Enterprise clients particularly will look to Capterra as a source of authority.

It can also work well if you take advantage of their review system. Though I don’t necessarily recommend it, I’ve seen companies game their reviews (one company had hundreds of reviews over a one-week period; I think they offered some kind of incentive at an industry conference). Asking for reviews is totally legit though, especially after a positive customer interaction. Those reviews help your listing to rise to the top and give it a lot of credibility.

If you are selling B2B, have a high CLTV, and can get your customers to leave reviews, then Capterra may be a good choice.


#9

Mmm… Is there a proof of that?

I wonder because I’m occasionally taking part in looking for software meetings, and not once I heard someone mentioned that service.


#10

We use it because we ASSUME the people coming from capterra are more serious than other web traffic

We get reviews by asking our customers.

We are testing paid apps. Start with the minimum bid, and see if you get any conversations with people who click. Do offer an immediate incentive to provide email, e.g. make a special capterra landing page and offer $99 voucher (e.g. equiv. to one month free service, but phrase in $$$).


#11

I don’t have any data on that. But back when I was using it for Donor Tools, our competitors were spending a lot of money on it. Then again, that was the NGO space.


#12

At MicroConf Growth 2018, there was a talk by Justin Mares of FOMO (Shopify App) that specifically said “we used Capterra as a leads channel with great success”. Their MRR is over 100K, so do with that info what you will. Like any channel, if you have the right message, the right LTV and the right customer, you can do great things. But if there’s a mismatch, it won’t work. As usual, “it depends”. :slight_smile: