Any SaaS startups out there who have had success doing what David suggests, i.e., staying in touch with customers over a period of time to build a trusted relat

Any SaaS startups out there who have had success doing what David suggests, i.e., staying in touch with customers over a period of time to build a trusted relationship and then turning those folks into paying customers? If yes, what were the specific actions you took that worked to drive engagement and moved them from consideration to purchase? Emails, newsletters, phone calls, etc? The more specific the better, i.e., frequency, language, etc :) On an unrelated note, for SaaS startups, I highly recommend the blog from which this article is taken. He has lots of relevant and actionable advice.