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Selling SaaS Subscriptions

SaaS changes the way companies buy software. So we need to change the way we sell software. There are 4 big changes:

  1. End users drive adoption. Adoption comes “bottom up”, one click at a time, rather than IT driving it top down.
  2. The decision-maker is now a business manager.  The buyer typically runs a department or profit center and looks for solutions to very specific business challenges.
  3. IT has a gatekeeper role. IT ensures that standards are met in areas such as data security, business continuity, response times and reliability.
  4. Finance evaluates capital cost vs recurring expense. This requires a different approach to Return On Investment (ROI) analysis.

A scalable inside sales team at the end of the online lead generation funnel is key to growth.

The SaaS market is in a high growth phase, with intense competition; there are many strong companies in each market segment. In this "tornado" phase of the market, the winning ventures cover all the bases. We offer a key component:

“You put an 800 number prominently on your site. We answer calls 24/7 and convert inquiries into action”.

The action can be:

  • Convert the lead direct to revenue or,
  • Register a free trial that later converts to revenue or,
  • Qualify a lead that can be passed to your sales team.

Two frequently asked questions:

  1. Do we need a sales team? We don’t use any sales people; we convert all our leads online. If this is your situation, ask these questions:
    • How many closures are you missing?
    • Could you sell at a higher price point, for a more premium version, if you had skilled sales people answering questions and objections?
  2. Do we need an outsourced sales team? We already have a strong Inside Sales team. If this is your situation, ask these questions:
    • Can you ramp this fast enough to match lead growth?
    • Are you getting the lowest cost per action?

If any of those questions make you think, get in contact with us. We will craft a solution that works for you. You can always expect three things from iPacesetters:

  1. Professional Reporting. Online real time dashboards, with daily/weekly email snapshots so that you are always up to date on progress.
  2. Sales Performance. A performance driven organization where sales agents and their managers are rewarded based on the metrics that matter to you.
  3. Transparent Quality. Call recordings and ability to listen in on calls, so that you can fine-tune the sales approach as easily as if they were your team.

When your market is in hyper growth, your ability to scale the sales team is a critical success factor. We can help. Call us now.