Sales and Marketing

Customer Support

By | 2018-05-22T18:15:37+00:00 May 17th, 2018|Customer Support, Organizational Management, Sales and Marketing, Uncategorized|

Part 9 of 9 Customer support takes on greater importance for SaaS solutions – clients can vote with their feet and go elsewhere if they are unhappy with a vendor or the perceived value of a solution, and churn rates go up.  Customer support is also an important element of the on-going sales process, [...]

Sales Compensation

By | 2018-05-22T18:14:24+00:00 May 3rd, 2018|Organizational Management, Sales and Marketing, Uncategorized|

Part 8 of 9 We will look at sales compensation from a couple of perspectives.  The first is if you decide to use the existing salespeople, but you want them to drive some level of SaaS sales.  There are a number of things you can do to influence their behavior. Separate quotas. Give them [...]

Building the Right Sales Organization

By | 2018-05-22T18:13:24+00:00 April 19th, 2018|Organizational Management, Sales and Marketing, Uncategorized|

Part 7 of 9 It can be very difficult to get traditional salespeople to focus on selling subscriptions.  The reason is money. Salespeople tend to be “coin operated.” They are motivated by money and will sell the product or service that generates the biggest commission check. Given the choice of selling a project for [...]

How Marketing Changes for SaaS Solutions

By | 2018-05-22T18:12:28+00:00 April 5th, 2018|Customer Support, Organizational Management, Sales and Marketing|

Part 6 of 9 There has been a major shift in how marketing is done and it is being driven by what is called buyer-centric marketing. There are two main factors behind this shift. The first is the need to keep the customer acquisition costs as low as possible. The second is a change [...]

Minimizing Customer Churn

By | 2018-05-22T18:11:34+00:00 March 22nd, 2018|Organizational Management, Sales and Marketing, Uncategorized|

Part 5 of 9 Simply put, the churn rate is the percentage of clients who sign up for a subscription and stop paying, for whatever reason, whether they went to a competitive product or simply didn’t find a compelling need for this type of solution. There are a number of ways to measure churn, [...]

Managing Customer Acquisition Costs

By | 2018-05-22T18:10:08+00:00 March 8th, 2018|Organizational Management, Sales and Marketing, Uncategorized|

Part 4 of 9 CAC - Customer Acquisition Costs - are all of the expenses incurred during the marketing and sales cycle. These costs are the investment you make up-front and can be easy to underestimate.  If you don’t measure it accurately, some of the other metrics become much less meaningful. Many start-ups underestimate [...]

BOT – The Better Way to Build an International Presence

By | 2017-08-25T01:02:13+00:00 August 25th, 2017|Organizational Management, Sales and Marketing|

The market for software has become truly global, and building a good run-rate of revenues from new markets can do wonders for your exit value. However, it has become increasingly difficult for software vendors to find and recruit international channel partners that will dedicate the time, money and people necessary to drive a significant [...]

Using Channel Partners to Sell SaaS Applications

By | 2017-08-07T20:12:58+00:00 May 1st, 2017|Sales and Marketing, Uncategorized|

Despite what many analysts have predicted, sales channels are an important part of the software as a service (SaaS) business model. This is especially true in the enterprise market where the complexity and length of the sales cycle, combined with services that are usually required during the implementation, make web-based sales impractical. There are more [...]

Marketing Strategies for Selling SaaS Applications

By | 2017-08-07T20:12:59+00:00 November 3rd, 2016|Sales and Marketing, Uncategorized|

While the traditional role of marketing still has its place, companies with Cloud-based solutions are quickly building their marketing to address two new responsibilities: Keeping customer acquisition costs as low as possible Taking over the sales process until the decision maker is “ready-to-buy”. Commonly referred to as “buyer-centric marketing”, these new responsibilities match up perfectly [...]

Finding New Customers When You Move to the Cloud

By | 2017-08-07T20:12:59+00:00 October 4th, 2016|Sales and Marketing|

Cloud adoption, and more importantly, spending on Cloud solutions, varies greatly across company size, verticals and geographies. So you want to be sure you spend your sales and marketing resources on the best opportunities. The media would have us believe that virtually every software sale now-a-days is a Software as a Service (SaaS)-based solution. From [...]