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Content Marketing for SaaS: The Ahrefs Guide

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Content Marketing for SaaS: The Ahrefs Guide

Content marketing is a popular type of marketing for SaaS marketing. Many companies have succeeded with it. HubSpot, Ahrefs, Zapier—the list goes on.

Despite that, there is no one way to do content marketing for SaaS. Each SaaS operates in a different market with different customers, pain points, and needs. 

As a result, every SaaS’s content marketing strategy will be different. 

So rather than prescribe the “best” content marketing strategy you must follow for 20XX, I’d like to share how we’ve done it here at Ahrefs.

Content marketing is our main marketing type. And hopefully, by the end of this guide, you’ll take away some principles, ideas, and tactics you can apply to your own SaaS.

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But first, let’s answer some questions.

Why is content marketing for SaaS different from other industries? 

While the principles are largely the same, there are a few reasons why content marketing can be different for SaaS:

  • Complexity – Generally speaking, there are more features in software, and this can be daunting to potential and new customers. So SaaS content marketing doesn’t just help improve brand awareness and sales—it’s also an important education channel.
  • Retention – Since SaaS products are subscription-based, continuous education is required to help customers get the most out of the product to (hopefully) prevent churn.
  • More decision-makers – SaaS can be expensive, which results in more decision-makers in the buying process. Therefore, SaaS content marketing must address the buying concerns for these people.
  • More use cases – More features mean more use cases. For example, Ahrefs isn’t just used by SEOs but also by content marketers, affiliate marketers, website owners, and more. We can create content targeting all of them. 

Must you do content marketing if you’re a SaaS?

No.

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Despite its popularity with SaaS companies, it’s not a must. Ultimately, it depends on your company, industry, and set of customers you serve.

In short, you must use the right “hunting strategy” for the right “animal.”

A chart showing which strategy you should use for targeting the right customers

Content marketing is a “Nets” channel, i.e., it lets you pull in a large number of potential targets at once. This is suitable for companies that are targeting deer, mice, and rabbits—metaphors for customers who are paying you around $100–$10,000 per year. 

If you’re targeting customers of those categories, content marketing may be a great channel for you. 

Sidenote.

This doesn’t mean content marketing won’t work for elephants and flies. Many companies targeting enterprise customers have also succeeded with content marketing.

Learn more: A Simple Way to Build Your Go-to-Market Strategy 

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How to do SaaS content marketing, the Ahrefs way

The way we do content marketing at Ahrefs is known as product-led content

Product-led content is about creating content that helps the reader solve their problems with your product. It’s not a hard sell; we’re naturally and strategically weaving our product and its use cases into the narrative.

Here’s how it works. 

1. Know your product really well

To create amazing product-led content, you have to know your product inside out. 

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This seems like an eye-rolling point, but you’d be amazed at how many marketers don’t know their product. That’s because many of them aren’t their own company’s target customers. They’ve probably tried out some features during their onboarding, but they’ve never seriously “eaten their own dog food.” 

I admit this was the case for me as well. (Not at Ahrefs, though.) 

You should know every feature and use case. You should keep up to date with every new feature your SaaS releases. You should be researching new use cases for existing and new features. 

You need to know your product like the back of your hand.

At Ahrefs, we’re lucky we’re our own ideal customers. But we don’t take that for granted. Every new marketing hire works in customer support for three months before officially joining the team. They’re also expected to complete all courses in our academy

This turns everyone in the marketing team into Ahrefs experts. 

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2. Know who can benefit from your product

Features need to benefit someone. 

So you’ll want to think about who needs your SaaS. And don’t just think about the most direct customer base. You should broaden your horizons. 

For example, we’re an all-in-one SEO toolset. While we obviously benefit SEOs, there are also a ton of other people who can use our product, like:

  • Content marketers
  • Digital marketers
  • Affiliate marketers
  • Agency owners
  • Freelancers
  • Website owners
  • Indie makers
  • SaaS marketers (like yourself)

And more. 

This should be a piece of cake if you’ve done your market research and have your buyer personas on hand. But if you’ve yet to create buyer personas for your SaaS, I highly recommend following the process here

3. Find topics with search traffic potential

Most people will likely discover your content via search engines. For that reason, you should create content for topics that your target customers are searching for. 

Here’s how to find these topics:

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  1. Go to Ahrefs’ Keywords Explorer
  2. Enter one or a few keywords that are relevant to the customers you’re targeting (e.g., for Ahrefs, these can be terms like SEO, content marketing, digital marketing, affiliate marketing, etc)
  3. Go to the Matching terms report
The Matching terms report, via Ahrefs' Keywords Explorer

Here, you can see that there are ~2.5 million potential topics you could target. Not only are there too many, but a lot of them are likely also out of your wheelhouse (at least for now). 

So we’ll want to narrow down the list using filters. Specifically:

  • Keyword Difficulty (KD) – KD gives an estimation of how hard it is to rank in the top 10 search results for a keyword. The lower the number, the “easier” it is. While it does depend on your site’s “authority,” you can start with a reasonable number like 20. 
  • Traffic Potential (TP) – TP is the estimated amount of search traffic you can potentially gain if you rank #1 for that topic. We can set it to a minimum of 100 so we can find topics that actually send traffic to your site. 
Filters in Ahrefs' Keywords Explorer

From here, you’ll want to eyeball the list for relevant topics you can cover. 

Don’t just look out for topics where you can create articles. Since it’s relatively easier for SaaS companies to create free or limited versions of their existing products, you’ll also want to keep an eye out for opportunities where you can create free tools. 

For example, our suite of free tools sends us tons of search traffic each month.

The amount of organic traffic Ahrefs' suite of free tools gets, via Ahrefs' Site Explorer

To find these keywords, use the Include filter to search for words like “tool, tools, calculator, template, templates, checker.” 

Searching for tool-related keywords using the Include filter, via Ahrefs' Keywords Explorer

Go through the list and see if there are any free tools you can create. 

Learn more: Keyword Research: The Beginner’s Guide by Ahrefs

4. Give the topics you’ve found a “business potential” score

What’s the secret behind creating a piece of product-led content that doesn’t read like a hard sell?

Selecting the right topic. 

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At Ahrefs, we focus only on topics our product can solve. That way, we don’t look like we’re unnaturally shoehorning our product into the content—we’re simply offering the best solution to the problem.

How do we do this? We look at the topics we’ve found and give each of them a “business potential” score. 

Table showing how to assign business potential

By prioritizing topics that score a “2” or “3,” we make sure that mentions of our product are natural.

5. Create product-led content that ranks

Creating product-led content that ranks isn’t simply a case of hunkering down and writing. You’ll need to make sure you’re creating and optimizing content for search engines so it can rank and generate organic traffic. 

Here’s how to do it. 

A. Match search intent

Search intent is the why behind a query. It’s the reason why someone is searching for something in the first place. Google knows this and tries to rank only the most relevant results.

For example, if we search for “best wireless headphones,” the top-ranking pages are all listicles listing the best wireless headphones of the current year. 

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Google SERPs for "best wireless headphones"

Figuring out the search intent for your target topics is relatively easy. Just Google the keyword and look out for the three Cs:

  1. Content type – Is the primary type of content a blog post, product page, video, landing page, or something else? 
  2. Content format – Is the primary format a how-to guide, listicle, review, opinion piece, news, or something else?
  3. Content angle – Is there a primary angle, such as the current year or content aimed at beginners?

For example, let’s suppose you want to cover the topic “how to save money.” 

SERP overview for "how to save money," via Ahrefs' Keywords Explorer

If we analyze the SERPs, here’s what we’ll learn:

  1. Content type – All of the top-ranking pages are blog posts.
  2. Content format – Surprise, surprise! Despite the “how to” modifier, people are actually looking for tips
  3. Content angle – Simple, proven, and fast are potential angles you could cover. 

So it’s likely you’ll have to write a listicle like “XX Simplest Tips to Save More Money.”

B. Cover the topic in full

For certain topics, searchers will be expecting you to cover several important subtopics. If you’re missing them, searchers may think your post is not good enough and bounce.

For example, some of the top-ranking posts for “how to write a press release” include templates:

SERP overview for "how to write a press release," via Ahrefs' Keywords Explorer

It’s a clue that searchers may value posts with templates higher than posts without. So if you’re targeting this topic, you may want to include one. 

Here’s how you can find important subtopics to cover:

  1. Look at what the top-ranking pages are covering (especially their subheadings)
  2. Run a content gap analysis

Here’s how you can execute the latter strategy:

  1. Go to Ahrefs’ Content Gap tool (in Ahrefs’ Site Explorer)
  2. Enter a few top-ranking pages for your topic in the top section
  3. Leave the bottom section blank
  4. Hit “Show keywords”
  5. Set the Intersection filter to 3 and 4 targets

For example, here’s how it looks like if we analyze the top-ranking pages for “earned media”:

Ahrefs' Content Gap tool
Results from Ahrefs' Content Gap tool

Looking at the list, we should be covering subtopics like:

  • What is earned media
  • Examples of paid media
  • Earned media examples
  • Examples of owned media
  • Earned media strategies

And more. 

C. Weave in your product naturally

As you’re creating the content, add your product’s use case wherever natural and possible. This is an art—there’s no perfect way to do this. It comes down to your copywriting skills. 

If you need an example of how this is done, you’re reading it. 😉

Just remember: Don’t overdo it. If your product isn’t a good fit, it isn’t a good fit. Don’t shoehorn your product in just because. You want to be confident about what you’re selling—but not to the point where you’re lying. 

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6. Promote the content

Your content won’t get traction on its own. You’ll have to give it a push. That means you need to promote your content

Here are a few ways you can do it:

A. Share it with your audience

Email, Twitter, LinkedIn, Instagram, etc. Wherever you have a following, let them know.

B. Build links

Backlinks are one of Google’s most important ranking factors. For that reason, if you want to rank higher on Google, you need to build links. 

Link building is a whole can of worms, so I highly recommend you read our guide on link building or watch this video

But I don’t want to leave you with nothing, so here’s a good starting point to begin your link building journey:

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  1. Paste a competing page into Site Explorer
  2. Go to the Backlinks report
  3. Look for backlinks you may be able to replicate

For example, let’s say we want to build links to our post on how to write a blog post. If we analyze the top-ranking page for that topic in Site Explorer, we see that it has 5,800 backlinks:

Number of backlinks for a blog post, via Ahrefs' Site Explorer

If we analyze them via the Backlinks report, we’ll see that HubSpot got a link from this page:

An example of a backlink, via Ahrefs' Site Explorer

Looking at the page itself, it appears to be a page that curates resources for other industries. And there is a section for “Sales & Marketing Resources.” 

A resource page

If we reach out to the owner and introduce our post (or perhaps even something else, like our blog or academy), there’s a chance they may add it to their page. 

C. Repurpose your content

Since you’ve already spent so much time creating the content, you should try and get as much mileage as possible from it.

You can do this by repurposing it.

For example, we turned our blog post on influencer marketing into a video. And vice versa—we also turned our video on affiliate marketing into a blog post.

Learn more: The Complete Guide to Content Repurposing 

D. Run ads

Finally, if you have the budget, you can always run ads to your content. Don’t just think about the big networks—smaller networks can drive traffic to your posts too. 

For example, we run ads on Twitter:

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Ahrefs' Twitter ads

Quora:

Ahrefs' Quora ads

And even YouTube:

Learn more: PPC Marketing: Beginner’s Guide to Pay-Per-Click Ads 

Final thoughts

This is the strategy we’ve been using at Ahrefs for the past few years. But the most difficult part is to do it consistently—steadily publishing content, following the strategy, and not chasing every new tactic that comes along the way. 

Any questions or comments? Let me know on Twitter.

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E-E-A-T’s Google Ranking Influence Decoded

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E-E-A-T's Google Ranking Influence Decoded

The idea that something is not a ranking factor that nevertheless plays a role in ranking websites seems to be logically irreconcilable. Despite seeming like a paradox that cancels itself out, SearchLiaison recently tweeted some comments that go a long way to understanding how to think about E-E-A-T and apply it to SEO.

What A Googler Said About E-E-A-T

Marie Haynes published a video excerpt on YouTube from an event at which a Googler spoke, essentially doubling down on the importance of E-A-T.

This is what he said:

“You know this hasn’t always been there in Google and it’s something that we developed about ten to twelve or thirteen years ago. And it really is there to make sure that along the lines of what we talked about earlier is that it really is there to ensure that the content that people consume is going to be… it’s not going to be harmful and it’s going to be useful to the user. These are principles that we live by every single day.

And E-A-T, that template of how we rate an individual site based off of Expertise, Authoritativeness and Trustworthiness, we do it to every single query and every single result. So it’s actually very pervasive throughout everything that we do .

I will say that the YMYL queries, the Your Money or Your Life Queries, such as you know when I’m looking for a mortgage or when I’m looking for the local ER,  those we have a particular eye on and we pay a bit more attention to those queries because clearly they’re some of the most important decisions that people can make.

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So I would say that E-A-T has a bit more of an impact there but again, I will say that E-A-T applies to everything, every single query that we actually look at.”

How can something be a part of every single search query and not be a ranking factor, right?

Background, Experience & Expertise In Google Circa 2012

Something to consider is that in 2012 Google’s senior engineer at the time, Matt Cutts, said that experience and expertise brings a measure of quality to content and makes it worthy of ranking.

Matt Cutts’ remarks on experience and expertise were made in an interview with Eric Enge.

Discussing whether the website of a hypothetical person named “Jane” deserves to rank with articles that are original variations of what’s already in the SERPs.

Matt Cutts observed:

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“While they’re not duplicates they bring nothing new to the table.

Google would seek to detect that there is no real differentiation between these results and show only one of them so we could offer users different types of sites in the other search results.

They need to ask themselves what really is their value add? …they need to figure out what… makes them special.

…if Jane is just churning out 500 words about a topic where she doesn’t have any background, experience or expertise, a searcher might not be as interested in her opinion.”

Matt then cites the example of Pulitzer Prize-Winning movie reviewer Roger Ebert as a person with the background, experience and expertise that makes his opinion valuable to readers and the content worthy of ranking.

Matt didn’t say that a webpage author’s background, experience and expertise were ranking factors. But he did say that these are the kinds of things that can differentiate one webpage from another and align it to what Google wants to rank.

He specifically said that Google’s algorithm detects if there is something different about it that makes it stand out. That was in 2012 but not much has changed because Google’s John Mueller says the same thing.

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For example, in 2020 John Mueller said that differentiation and being compelling is important for getting Google to notice and rank a webpage.

“So with that in mind, if you’re focused on kind of this small amount of content that is the same as everyone else then I would try to find ways to significantly differentiate yourselves to really make it clear that what you have on your website is significantly different than all of those other millions of ringtone websites that have kind of the same content.

…And that’s the same recommendation I would have for any kind of website that offers essentially the same thing as lots of other web sites do.

You really need to make sure that what you’re providing is unique and compelling and high quality so that our systems and users in general will say, I want to go to this particular website because they offer me something that is unique on the web and I don’t just want to go to any random other website.”

In 2021, in regard to getting Google to index a webpage, Mueller also said:

“Is it something the web has been waiting for? Or is it just another red widget?”

This thing about being compelling and different than other sites, it’s something that’s been a part of Google’s algorithm awhile, just like the Googler in the video said, just like Matt Cutts said and exactly like what Mueller has said as well.

Are they talking about signals?

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E-EA-T Algorithm Signals

We know there’s something in the algorithm that relates to someone’s expertise and background that Google’s looking for. The table is set and we can dig into the next step of what it all means.

A while back back I remember reading something that Marie Haynes said about E-A-T, she called it a framework. And I thought, now that’s an interesting thing she just did, she’s conceptualizing E-A-T.

When SEOs discussed E-A-T it was always in the context of what to do in order to demonstrate E-A-T. So they looked at the Quality Raters Guide for guidance, which kind of makes sense since it’s a guide, right?

But what I’m proposing is that the answer isn’t really in the guidelines or anything that the quality raters are looking for.

The best way to explain it is to ask you to think about the biggest part of Google’s algorithm, relevance.

What’s relevance? Is it something you have to do? It used to be about keywords and that’s easy for SEOs to understand. But it’s not about keywords anymore because Google’s algorithm has natural language understanding (NLU). NLU is what enables machines to understand language in the way that it’s actually spoken (natural language).

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So, relevance is just something that’s related or connected to something else. So, if I ask, how do I satiate my thirst? The answer can be water, because water quenches the thirst.

How is a site relevant to the search query: “how do I satiate my thirst?”

An SEO would answer the problem of relevance by saying that the webpage has to have the keywords that match the search query, which would be the words “satiate” and “thirst.”

The next step the SEO would take is to extract the related entities for “satiate” and “thirst” because every SEO “knows” they need to do entity research to understand how to make a webpage that answers the search query, “How do I satiate my thirst?”

Hypothetical Related entities:

  • Thirst: Water, dehydration, drink,
  • Satiate: Food, satisfaction, quench, fulfillment, appease

Now that the SEO has their entities and their keywords they put it all together and write a 600 word essay that uses all their keywords and entities so that their webpage is relevant for the search query, “How do I satiate my thirst?”

I think we can stop now and see how silly that is, right? If someone asked you, “How do I satiate my thirst?” You’d answer, “With water” or “a cold refreshing beer” because that’s what it means to be relevant.

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Relevance is just a concept. It doesn’t have anything to do with entities or keywords in today’s search algorithms because the machine is understanding search queries as natural language, even more so with AI search engines.

Similarly, E-E-A-T is also just a concept. It doesn’t have anything to do with author bios, LinkedIn profiles, it doesn’t have anything at all to do with making your content say that you handled the product that’s being reviewed.

Here’s what SearchLiaison recently said about an E-E-A-T, SEO and Ranking:

“….just making a claim and talking about a ‘rigorous testing process’ and following an ‘E-E-A-T checklist’ doesn’t guarantee a top ranking or somehow automatically cause a page to do better.”

Here’s the part where SearchLiaison ties a bow around the gift of E-E-A-T knowledge:

“We talk about E-E-A-T because it’s a concept that aligns with how we try to rank good content.”

E-E-A-T Can’t Be Itemized On A Checklist

Remember how we established that relevance is a concept and not a bunch of keywords and entities? Relevance is just answering the question.

E-E-A-T is the same thing. It’s not something that you do. It’s closer to something that you are.

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SearchLiaison elaborated:

“…our automated systems don’t look at a page and see a claim like “I tested this!” and think it’s better just because of that. Rather, the things we talk about with E-E-A-T are related to what people find useful in content. Doing things generally for people is what our automated systems seek to reward, using different signals.”

A Better Understanding Of E-E-A-T

I think it’s clear now how E-E-A-T isn’t something that’s added to a webpage or is something that is demonstrated on the webpage. It’s a concept, just like relevance.

A good way to think o fit is if someone asks you a question about your family and you answer it. Most people are pretty expert and experienced enough to answer that question. That’s what E-E-A-T is and how it should be treated when publishing content, regardless if it’s YMYL content or a product review, the expertise is just like answering a question about your family, it’s just a concept.

Featured Image by Shutterstock/Roman Samborskyi

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Google Announces A New Carousel Rich Result

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Google Announces A New Carousel Rich Result

Google announced a new carousel rich result that can be used for local businesses, products, and events which will show a scrolling horizontal carousel displaying all of the items in the list. It’s very flexible and can even be used to create a top things to do in a city list that combines hotels, restaurants, and events. This new feature is in beta, which means it’s being tested.

The new carousel rich result is for displaying lists in a carousel format. According to the announcement the rich results is limited to the following types:

LocalBusiness and its subtypes, for example:
– Restaurant
– Hotel
– VacationRental
– Product
– Event

An example of subtypes is Lodgings, which is a subset of LocalBusiness.

Here is the Schema.org hierarchical structure that shows the LodgingBusiness type as being a subset of the LocalBusiness type.

  • Thing > Organization > LocalBusiness > LodgingBusiness
  • Thing > Place > LocalBusiness > LodgingBusiness

ItemList Structured Data

The carousel displays “tiles” that contain information from the webpage that’s about the price, ratings and images. The order of what’s in the ItemList structured data is the order that they will be displayed in the carousel.

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Publishers must use the ItemList structured data in order to become eligible for the new rich result

All information in the ItemList structured data must be on the webpage. Just like any other structured data, you can’t stuff the structured data with information that is not visible on the webpage itself.

There are two important rules when using this structured data:

  1. 1. The ItemList type must be the top level container for the structured data.
  2. 2. All the URLs of in the list must point to different webpages on the same domain.

The part about the ItemList being the top level container means that the structured data cannot be merged together with another structured data where the top-level container is something other than ItemList.

For example, the structured data must begin like this:

<script type="application/ld+json"> { "@context": "https://schema.org", "@type": "ItemList", "itemListElement": [ { "@type": "ListItem", "position": 1,

A useful quality of this new carousel rich result is that publishers can mix and match the different entities as long as they’re within the eligible structured data types.

Eligible Structured Data Types

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  • LocalBusiness and its subtypes
  • Product
  • Event

Google’s announcement explains how to mix and match the different structured data types:

“You can mix and match different types of entities (for example, hotels, restaurants), if needed for your scenario. For example, if you have a page that has both local events and local businesses.”

Here is an example of a ListItem structured data that can be used in a webpage about Things To Do In Paris.

The following structured data is for two events and a local business (the Eiffel Tower):

<script type="application/ld+json"> { "@context": "https://schema.org", "@type": "ItemList", "itemListElement": [ { "@type": "ListItem", "position": 1, "item": { "@type": "Event", "name": "Paris Seine River Dinner Cruise", "image": [ "https://example.com/photos/1x1/photo.jpg", "https://example.com/photos/4x3/photo.jpg", "https://example.com/photos/16x9/photo.jpg" ], "offers": { "@type": "Offer", "price": 45.00, "priceCurrency": "EUR" }, "aggregateRating": { "@type": "AggregateRating", "ratingValue": 4.2, "reviewCount": 690 }, "url": "https://www.example.com/event-location1" } }, { "@type": "ListItem", "position": 2, "item": { "@type": "LocalBusiness", "name": "Notre-Dame Cathedral", "image": [ "https://example.com/photos/1x1/photo.jpg", "https://example.com/photos/4x3/photo.jpg", "https://example.com/photos/16x9/photo.jpg" ], "priceRange": "$", "aggregateRating": { "@type": "AggregateRating", "ratingValue": 4.8, "reviewCount": 4220 }, "url": "https://www.example.com/localbusiness-location" } }, { "@type": "ListItem", "position": 3, "item": { "@type": "Event", "name": "Eiffel Tower With Host Summit Tour", "image": [ "https://example.com/photos/1x1/photo.jpg", "https://example.com/photos/4x3/photo.jpg", "https://example.com/photos/16x9/photo.jpg" ], "offers": { "@type": "Offer", "price": 59.00, "priceCurrency": "EUR" }, "aggregateRating": { "@type": "AggregateRating", "ratingValue": 4.9, "reviewCount": 652 }, "url": "https://www.example.com/event-location2" } } ] } </script>

Be As Specific As Possible

Google’s guidelines recommends being as specific as possible but that if there isn’t a structured data type that closely matches with the type of business then it’s okay to use the more generic LocalBusiness structured data type.

“Depending on your scenario, you may choose the best type to use. For example, if you have a list of hotels and vacation rentals on your page, use both Hotel and VacationRental types. While it’s ideal to use the type that’s closest to your scenario, you can choose to use a more generic type (for example, LocalBusiness).”

Can Be Used For Products

A super interesting use case for this structured data is for displaying a list of products in a carousel rich result.

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The structured data for that begins as a ItemList structured data type like this:

<script type="application/ld+json"> { "@context": "https://schema.org", "@type": "ItemList", "itemListElement": [ { "@type": "ListItem", "position": 1, "item": { "@type": "Product",

The structured data can list images, ratings, reviewCount, and currency just like any other product listing, but doing it like this will make the webpage eligible for the carousel rich results.

Google has a list of recommended recommended properties that can be used with the Products version, such as offers, offers.highPrice, and offers.lowPrice.

Good For Local Businesses and Merchants

This new structured data is a good opportunity for local businesses and publishers that list events, restaurants and lodgings to get in on a new kind of rich result.

Using this structured data doesn’t guarantee that it will display as a rich result, it only makes it eligible for it.

This new feature is in beta, meaning that it’s a test.

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Read the new developer page for this new rich result type:

Structured data carousels (beta)

Featured Image by Shutterstock/RYO Alexandre

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A Complete Guide to App Store Optimization (ASO)

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A Complete Guide to App Store Optimization (ASO)

A mobile strategy is critical to your business presence, considering the saturation of mobile devices.

This is where app store optimization (ASO) comes into play.

In this article, you’ll learn:

  • What is app store optimization?
  • How does app store optimization work?
  • How do you optimize for Google Play & Apple App Store?

Whether you are new to app store optimization or simply keen to refine your approach to ASO, this post shares practical insights that are proven to maximize app store success.

What Is App Store Optimization?

Downloads, usage, and in-app spending continue to rise, but many users prefer to use a select few apps more consistently.

Discoverability has never been harder, but the rewards of locking in loyal users are bigger than ever – so maximizing visibility in app stores is crucial.

App store optimization (ASO) describes the process of optimizing the listing pages for your mobile app in app stores like Google Play and Apple’s App Store.

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You may come across alternative phrases like “app store marketing” or “mobile app SEO,” but they all refer to the same thing.

The goal is to maximize the visibility (and downloads) of your app for relevant searches – basically, SEO for your mobile app rather than your website.

In many ways, the optimization process for ASO is very similar to SEO; in others, not so much.

Ultimately, ASO aims to maximize app installs while product development works on monetization, engagement, retention, etc.

An effective app store optimization strategy keeps new users coming in while your development team (hopefully) keeps existing ones active and spending.

With the right retention rates, app store optimization acquires the new users you need to drive meaningful growth.

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The goal of ASO is nearly always app downloads, but supplemental goals can include items such as:

  • Increased brand exposure.
  • Positive app reviews and ratings.
  • More frequent and increased volumes of app reviews.
  • Audience engagement.
  • Additional marketing channel diversification.

How Does App Store Optimization Work?

If you’re new to app store optimization, it might help to think of it as SEO for your mobile app.

Except, rather than optimizing a website to show in search engines, you’re optimizing your mobile app listings for the relevant app stores.

In this sense, you could argue ASO is more like optimizing a Google Business Profile to show in Maps and local results.

The other key difference is you’ve got two major mobile app stores to optimize for: Google Play and Apple’s App Store.

These aren’t the only two app stores worth considering, especially if you’re developing apps for other devices (TVs, games consoles, etc.), but they are the biggest – by far.

According to Statista insights from Q3 2022, here are the top three app stores based on the number of available apps:

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  • Google Play: 3.55 million.
  • Apple App Store: 1.64 million.
  • Amazon Appstore: 0.48 million.

As a result, most ASO guides focus on optimizing app listings for Google Play and Apple App Store. Aside from being the top two platforms, the optimization process is a little different for each.

This is mostly due to each app store having its own algorithm – much like different search engines.

In practice, most app store algorithms are more alike than they are different. So, the basic principles of app store optimization apply to all of them. However, some stores may use the odd ranking signal that others don’t.

To keep this guide simple, we’ll start by running through the most common ranking signals for app stores, in general.

Then, we’ll take a closer look at Google Play and Apple App Store to see how they’re different.

Organic Optimization: Your ASO Foundation

The key ingredient missing from many ASO marketing delivery approaches is organic search optimization and integration of app stores within the broader organic marketing mix.

There is more overlap between ASO and SEO than direct competition between the two.

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The integration of these areas, and the application of consistent focus on ASO, can support numerous search marketing gains.

You may be surprised to discover that many of the traditional search engine optimization tactics that work for search engine performance, such as Google and Bing, can also be directly applied to ASO.

Examples of this include:

  • App name, title, and URL optimization.
  • Keyword research for ASO.
  • App rating and reviews generation and handling.
  • Deep linking within mobile apps.
  • Indexation of Apps in Google search engine results pages (SERPs).
  • Click-through rate (CTR) optimization.

The biggest marketing mistake, however, when it comes to integrating SEO and ASO is overlooking the role of the website in driving volumes of referral visits directly to your store page and app downloads section.

Your website should be seen as the driving force behind leading people throughout the information-seeking and buying funnel from your main online entity (your website) through to an engaged, ready-to-buy/download audience (your app store).

As content levels are limited within the app stores themselves, the more you can leverage your website content to increase app awareness and discovery to build external app authority and visibility, the greater the value, traffic, and downloads your app will receive.

The Most Important App Store Ranking Factors

Like search engines, app stores don’t reveal the details of their algorithms to the public.

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That being said, the following seven ranking factors are key, functional components of all major app stores:

  • App name or title.
  • App descriptions (including keywords).
  • Installs.
  • Engagement.
  • In-app purchases and events.
  • User reviews.
  • Updates.

You can break these ranking factors into three categories: discovery, conversion, and validation.

Discovery signals help app stores connect your app with relevant searches. This includes your app name /title, description, keywords, and other contextual signals.

Conversion signals tell app stores that your listing compels users to download your app – a strong indicator that your listing should show for more relevant searches.

Finally, you’ve got validation signals (engagement, in-app purchases/events, reviews, reports/flags, etc.). These help app stores determine whether users get a positive experience after installing your app.

Positive validation signals (strong engagement, positive reviews, etc.) are an even stronger indicator that app stores should show your app to similar users.

What Do Users Want From An App Store Listing?

Optimizing your app listing for visibility is one thing; getting users to actually download your app is something else entirely.

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The catch-22 here is that installs directly impact your ranking in app stores.

The more people install your app, the higher it should rank. This, in turn, should result in more installs, higher rankings once again – and so forth.

So, what are the key factors on your mobile app page that determine whether users hit the install button?

  • App icon: On most app stores, your app icon is the most visually prominent element on results pages and recommendation lists.
  • App details: This includes your app name/title and, usually, some short descriptive text explaining the purpose of your app.
  • App rating: Most platforms show the average rating/review score for your app in search results and at the top of your app listing page.
  • App description: With Google Play and the App Store, users can see a brief description on your listing page and they can click to see the full description – so that first sentence or two is crucial.
  • Visuals: This includes any feature images, screenshots, and demo videos that you can add to your listing, showcasing the key benefits and user experience of your app.
  • User reviews: Unless users are already familiar with your app, they’re probably going to browse through some reviews from existing users.

Here, you can see this in action.

Screenshot from Google Play, February 2024App Store Optimization Elements for ASO

Much like SEO, app store optimization is a careful balance of optimizing to maximize visibility in app stores while prioritizing the needs of your users.

Google Play Vs. App Store: Key Differences

Google Play and the App Store are more similar than different when it comes to app store optimization.

Firstly, the ranking factors are very similar, and the differences are mostly technical – for example, Google and Apple handle keywords differently.

Here’s a quick summary of the main ranking factors for Google Play and the App Store.

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App Store Google Play
Listing Listing
App name App title
Subtitle Short description
Long description
Keywords (app name, keyword field) Keywords (all inputs), incl. keyword density
Ratings & reviews Ratings & reviews
Listing CTR Listing CTR
App performance App performance
Downloads Downloads
Engagement Engagement
Uninstall rate Uninstall rate
In-app purchases In-app purchases
Updates Updates

As you can see, there’s not much of a difference here – in fact, most of your time will be spent on things like specifications for icons, videos, and other assets for each app listing.

As a general rule, Apple is more strict with its developer guidelines and it’s usually harder to get an app approved for the App Store.

So, if you’re promoting iOS and Android apps, optimizing your listings for Apple’s guidelines will often satisfy both app stores while maintaining consistency and reducing workload.

Now, let’s take a closer look at app store optimization for Google Play and, then, the App Store.

App Store Optimization For Google Play

To give your app listing the best possible start, you’ll want to dedicate the most time to the following nine elements:

  • App title.
  • App category.
  • App descriptions.
  • App icon.
  • Feature graphic.
  • Screenshots.
  • Promo video.
  • App rating and reviews.
  • Google Play Android Vitals.

We’ll take a closer look at optimizing each of these elements, but always refer to official Google guidelines while managing app listings for Google Play.

App Title

Optimizing your app title for Google Play will feel familiar if you’re used to optimizing website titles for search.

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You want to start with the product/branded name of your app and then include a brief description – in no more than a few words – using your primary keyword.

Google Play SearchScreenshot from Google Play, February 2024Google Play Search

You can use up to 30 characters in your app title, but try to keep it as short and punchy as possible.

Prioritize accuracy over keyword targeting and highlight the key benefits of using your app.

App Category

Selecting the right category for your app is essential for matching with relevant searches.

For example, let’s say you’re promoting a heart rate monitoring app. In this case, “Health and Fitness” is the most appropriate category.

Google Play example 2Screenshot from Google Play, February 2024Google Play example 2

When users specifically search for “heart rate monitor,” the keywords in your title are a stronger signal.

However, your app category can help your app show for more general searches like “health and fitness apps” or “productivity apps.”

Crucially, users can also browse categories in the Google Play store to discover new apps without searching.

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Google Play Categories ExampleScreenshot from Google Play, February 2024Google Play Categories Example

For more info on selecting the right app category for Google Play, take a look at this Play Console Help page.

Short & Long Descriptions

In Google Play, your app listing includes two descriptions: A short description that shows under the About this app preview and a full description that users can reveal by clicking on the arrow highlighted below.

Google Play Descriptions - ExampleGoogle Play Descriptions - Example

You can use up to 80 characters for your short description and 4,000 characters for your full description.

In your short description, try to describe the core functionality of your app in the most compelling way possible.

Accuracy is key here, but you want to convince users to install your app – so highlight the most attractive benefits.

Your full description provides a more in-depth summary of what your app offers.

Remember that most people won’t click through to read the full description, and those who do are looking for information, not a sales pitch.

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You’ll find Google’s official guidelines for creating app descriptions under the “App descriptions” section of this Play Console Help page.

App Icon

App icons show on the left side of search listings in Google Play and the top-right of app listing pages.

Google Play App Icon ExampleGoogle Play App Icon Example

These are the most prominent elements on app store results pages.

Ideally, you want an app icon that either visually describes the role of your app or leverages your brand image as a differentiator.

Designing a unique icon is more challenging if your app has a specific purpose and many competitors – e.g., a heart monitoring app.

Google Play example 3Google Play example 3

If this applies to your app, use design principles like contrast to make your listing stand out from other results.

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Notice how Pulse App’s Heart Rate Monitor app stands out from the other listings above?

This is thanks to a combination of simple iconography with strong contrast, using a black background to stand out from the white Google Play results page.

Compare this to the REPS app, which uses similar iconography without a black background, and the Bodymatter app, which uses a black background but a more complex design.

Google Codelabs has an excellent tutorial on designing and previewing app icons. It includes best practices and tips for making an icon that stands out on results pages and the latest Android features, such as adaptive icons.

Feature Graphic And Promo Video

Feature graphics show on your app listing page and can also show for branded searches, paid ads, or recommendation sections on Google Play.

Until recently, you could only use images as featured graphics, but you can now use promo videos in their place.

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Google Play Feature Screenshot from Google Play, February 2024Google Play Feature

This is one of the most visible assets on your Google Play listing, so use feature graphics to capture attention and showcase the best of your app.

Google suggests:

“Use graphics that convey app or game experiences, and highlight the core value proposition, relevant context, or story-telling elements if needed.”

You’ll find more guidance on creating feature graphics under the Preview assets section of this Play Console Help page.

App Screenshots

App screenshots show in the same horizontal panel as feature graphics on your app listing page.

They’re designed to showcase the best features of your apps while showing users what the in-app experience looks like.

Google Play Screenshot ExampleScreenshot from Google Play, February 2024Google Play Screenshot Example

You can include descriptive text in your screenshots to emphasize the key benefits of your app’s most important features.

Keep things descriptive, though.

Google prohibits the inclusion of performative or ranking text in screenshots, such as “app of the year” or “most popular…” and promotional information like “10% off” or “free account.”

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If your app supports multiple languages, you’ll need to provide screenshots for each language version, including any translated descriptive text.

See the screenshots section of this Play Console Help page for more info.

App Ratings & Reviews

App ratings show prominently in results and at the top of the app listing pages in Google Play. Besides this, you’ve also got a prominent Ratings and reviews section as the largest element on your listing page.

Google Play Rating ReviewsScreenshot from Google Play, February 2024Google Play Rating Reviews

Aside from being a ranking factor, app ratings and reviews are one of the biggest trust factors that help users choose which apps to install.

You don’t need perfect review scores but a positive (3.5+ stars) is a great asset for rankings and installs.

Your review profile also allows users to view the feedback left by others – and how you respond. Once again, how you deal with user problems is often more important than the scores or feedback itself.

You’ll need a framework in place for generating regular reviews and replying to them, engaging with reviewers, and solving user issues.

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Your replies are also visible, so avoid generic responses – show new, potential users how good you are at dealing with problems.

In fact, don’t take inspiration from Google’s own support team for Google One. Privacy is great, but the tone of the reply below is more dismissive than helpful, and the exact same response appears throughout replies.

Google Play Review ExampleScreenshot from Google Play, February 2024Google Play Review Example

This feedback can also help you develop a stronger product, and users often edit their reviews, following updates or resolved tickets.

Always remember: Long-term revenue is the goal, which starts with quality app experiences, engagement, and retention.

Google Play Android Vitals

Google provides an extensive toolkit for optimizing your mobile app. Its Android vitals initiative sets out the most important usability metrics that affect the visibility of your app on Google Play.

If you’re used to optimizing websites for search, this will sound a lot like Google’s Core Web Vitals.

The principle Android vitals is similar in terms of performance affecting your search ranking, but this is a far more extensive initiative than Core Web Vitals, as it stands.

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Android vitals are broken into two key components:

Core vitals

All other vitals

To maximize the visibility of your app in Google Play, keep the user-perceived crash rate below 1.09% across all devices and 8% per device, with the user-perceived ANR rate below 0.47% across all devices and 8% per device.

Google Play Bad Behaviour ExampleScreenshot from developer.android.com, February 2024Google Play Bad Behaviour Example

Take a look at the official Android vitals documentation page for more information.

App Store Optimization For App Store

For the App Store, we’ve also got nine key elements to optimize, but they’re not quite the same as Google Play:

  • App name.
  • App subtitle.
  • Categories.
  • Keywords.
  • Description.
  • App icon.
  • App previews.
  • Screenshots.
  • App ratings and reviews.

One of the key differences here is how the two platforms handle keywords. While Google analyzes your whole listing for keywords, Apple provides a single field for you to add keywords.

Again, always refer to official Apple documentation when optimizing listings for the App Store.

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App Name

In the App Store, your app name simply provides a recognizable and memorable name for your mobile app.

You don’t need to worry about keywords or descriptive text here – that comes later.

App Store NameScreenshot from App Store, February 2024App Store Name

For now, concentrate on coming up with an app name that’s easy to remember and spell while somewhat describing what your app does.

Apple offers the following advice:

“Choose a simple, memorable name that is easy to spell and hints at what your app does. Be distinctive. Avoid names that use generic terms or are too similar to existing app names.”

You can use up to 30 characters for your app name in the App Store, but try to keep it as short and punchy as possible.

App Icon

As with most app stores, the app icon is one of the most prominent elements as users browse the iOS app store. Apple provides extensive design guidelines for app icons and it’s more strict than most.

App Store IconScreenshot from App Store, February 2024App Store Icon

So, if you’re promoting your app across the App Store, Google Play, and any other platforms, you might want to start with Apple first. In most cases, this makes it easiest to maintain a consistent design across all platforms.

Generally speaking, the same design principles apply. Keep it simple and impactful with intelligent use of iconography, color, and contrast.

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Look at your competitors and try to come up with something that stands out from the other apps your target audience is likely to see.

Subtitle

Your app subtitle provides a brief description below the app name. Use this to highlight the purpose and benefits of your app in the most compelling way possible.

App Store SubtitlesApp Store Subtitles

This is your first opportunity to excite potential users about your app, so try to make an impression here. You’ve only got 30 characters to work with, which means punchy subtitles tend to do best.

You’ll want to test and refine your subtitles over time, paying close attention to CTRs and installs as you try different variations.

Categories

As with Google Play, categories are key for discoverability in the App Store.

You can assign primary and secondary categories for iOS apps to help users find your app; the primary category has the strongest weight. – so choose the most relevant one.

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App Store Categories Screenshot from App Store, February 2024App Store Categories

Apple provides extensive guidance for choosing app categories. Make sure you follow Apple’s guidance because selecting the wrong categories violates the App Store guidelines.

In some cases, you may find multiple categories that match your app.

For example, if you’re running a photo-sharing social media app, you could select either Photo & Video or Social Networking as your primary category.

In such cases, Apple suggests considering the following:

  • Your app’s purpose: Your primary category should be the one that best describes your app’s main function or subject matter.
  • Where users look for an app like yours: Understanding your audience will help you identify the category in which they will likely look for your app. Will they consider your app more of a social network or a photography app?
  • Which categories contain the same type of apps as yours?: Research how similar apps are categorized — users may already know to visit these categories to find this type of app.

If multiple categories accurately reflect the purpose of your app, you’re unlikely to run into any violation issues.

At this point, it’s more a question of which category matches the search and everyday use of your app – not only to maximize visibility but also to set the right expectations for users who install your app (think engagement and retention).

Keywords

While Google Play looks for keywords throughout your app listing (similar to how Google Search analyses web pages), the App Store provides a dedicated keywords field.

You can use up to 100 characters to add keywords (separated by commas – no spaces) to help users discover your app. Apple offers the following advice for choosing keywords:

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“Choose keywords based on words you think your audience will use to find an app like yours.

Be specific when describing your app’s features and functionality to help the search algorithm surface your app in relevant searches.”

Apple also recommends considering “the trade-off” between ranking well for less common terms versus ranking lower for popular terms.

The most popular keywords may generate a lot of impressions and traffic, but they’re also the most competitive, which can impact CTRs and installs.

App Description

Your app description should provide a short, compelling – and informative – description of your app, highlighting its main purpose and benefits.

Similar to Google Play, you can use up to 4,000 characters in your app description, but users can only see the first two lines (and most of the third) without clicking to see more.

Apple suggests the following:

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“Communicate in the tone of your brand, and use terminology your target audience will appreciate and understand. The first sentence of your description is the most important — this is what users can read without having to tap to read more.”

App Store Description ExampleScreenshot from App Store, February 2024App Store Description Example

If you want to update your app description, you’ll have to resubmit your app listing, so it’s important to try and get this right and only make considered changes.

You can also add up to 170 characters of promotional text to the top of your app description.

Crucially, you can change this text at any time without having to resubmit your app listing, making this a great place to share the latest news and info about your app – such as limited-time sales, the latest features, or fixes from the last update.

App Previews

App previews are the App Store equivalent of promo videos.

You can add up to 30 seconds of footage to illustrate the key benefits of your app and the experience of using it.

App Store App PreviewScreenshot from App Store, February 2024App Store App Preview

Again, Apple has strict guidelines and specifications for app previews – make sure you tick all the right boxes.

As with most things, if you’re listing your app in the App Store and Google Play, getting your app preview approved for the App Store first should mean you can use the same format for Google Play – as long as you include footage from the Android version of your app.

Screenshots

You can add up to 10 screenshots to your app listing for the App Store.

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If you don’t have an app preview, the first one to three screenshots will show in search results, so make sure these highlight the core purpose of your app.

App Store ScreenshotScreenshot from App Store, February 2024App Store Screenshot

In your remaining screenshots, you can focus on the main features or benefits of using your app.

Try to stick to one feature or benefit per screenshot to communicate each purpose clearly.

App Ratings & Reviews

Once again, app ratings and reviews are important for maximizing visibility and installs in the App Store.

If anything, user reviews are more prominent in the App Store than Google Play, but we can’t say whether this has any meaningful impact on downloads.

App Store ReviewsScreenshot from App Store, February 2024App Store Reviews

The same general principles apply here: try to develop a regular stream of reviews and manage a positive app rating.

Again, you don’t need perfect scores, but you do need to respond to user reviews and address potential issues.

Prioritize negative reviews and respond as quickly as possible with responses that deal with issues – avoid generic, unhelpful responses.

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Extra App Store Optimization Tips

App store optimization is an ongoing process that needs ongoing attention. Getting your listings approved for app stores is only the beginning.

Maximizing visibility and – more importantly – revenue from your mobile apps requires a complete product development strategy.

Here are some final, additional tips to help you drive long-term success from app store optimization:

  • Know your KPIs: Don’t get distracted by the wrong metrics and KPIs – know what you’re optimizing for and center every decision around your business goals.
  • Prioritize user experience: Visibility is one thing, but you’re not going to maximize it or take full advantage of it if people uninstall your app or rarely use it – so make sure quality product development and UX design are at the heart of your ASO strategy.
  • A/B test key app store elements: Test and optimize the most important elements on your app listings to increase visibility, CTRs, installs, and retention (descriptions, videos, screenshots, reviews, etc).
  • Master each app store’s analytics system: Google Play and the App Store both provide capable (albeit in different ways) analytics systems to help you improve visibility, revenue, and product quality – so make full use of them.
  • Promote your app with ads: Both Google and Apple provide dedicated ad systems for their respective app stores to get your app in front of more eyes.
  • Promote your apps outside of app stores: Use other marketing channels to promote your apps – social media, app directory websites, app review websites, affiliate marketers, tech publications, etc.
  • Localize your app listings: App stores can connect you with global audiences, but only if you optimize your listings for each target language and location (this is called localization) – with translated text, screenshots, videos, etc.

Conclusion

The mobile app industry still shows growth despite smartphone penetration being way past saturation.

Smartphones aren’t the only devices in people’s lives anymore, either.

Apple Vision Pro launched with over 600 compatible apps, opening another space for mobile experiences beyond the confines of traditional smartphones.

App store optimization (ASO) will become more complex as new devices and app stores emerge.

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However, the rewards will also grow, and the companies already mastering ASO for today’s app stores will be first in line to benefit as emerging technologies bring new opportunities.

More Resources:


Featured Image: Billion Photos/Shutterstock

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