B2B Tech Stack for Sub-50 Employee Companies As I conduct more tech stack audits for companies with fewer than 100 employees, I'm noticing some common gaps on many websites. One major thing missing is a tool like Hotjar or any solution that tracks visitor behavior and heatmaps. It's really important to understand how people interact with your homepage because as your traffic grows, these insights become crucial. Not tracking this means you're potentially losing money, as you're paying for traffic that doesn't convert. Another point to consider is if you're dealing with LinkedIn action (ads and outreach), tools like Dreamdata or one created by my friend Adam Holmgren can be really helpful. They connect your CRM to LinkedIn activity, giving you insights into which accounts you're engaging with, their engagement scores, and how much time they spend on your site. This information is invaluable for your sales team during outreach, providing them with much-needed context. I also recommend using tools like Common Room to bridge the gap between sales and marketing. These tools help align both teams, especially regarding inbound traffic and website visitors. Additionally, there's often a lack of focus on #buyer #enablement. Only about 3-5% of your customers are ready to buy immediately, while others will look for opportunities later. It's important to have a system in place where they can access documents you've shared and track their engagement. This engagement indicates they're moving closer to a purchase. Tools like Aligned or a document tracking system can be very beneficial, especially for sales. Another good example is Paperflite Lastly, in my recent audits of over 10 sites, only one or two were using Leadfeeder or RB2B, (or similar), and even then, not to their full potential. RB2B identifies specific visitors from the US, which is incredibly valuable for sales. Leadfeeder does something similar for non-US traffic, showing company-level data. A new tool I've found, Swan AI, is great for small teams. It helps filter website visitors, matches them with your ideal customer profile, and automates follow-up sequences. This ensures your sales team can quickly engage with warm leads, which is crucial for success. For 350$? That's a deal baby! Cheaper than an SDR. What I don't see often is an ABM platform, here you can choose between Userled and Vincent Plassard or N.Rich with Josh Shulman and Yulia Olennikova Besides your free tools like Google Analytics and Search Console that would be a good tech stack for any B2B demand engine. I have not mentioned cold emailing, etc. That will be coming next!