Target Market selection while selling SAAS

Don’t go barking up the wrong tree while selling SAAS! 3 pieces of advice on target market selection while marketing/ selling tech.

Dont sell ‘only SAAS’ or ‘naked SAAS’ to large enterprises. Even if they buy – the selling cycle will be long & customization & integration will make it very difficult. Sell SAAS + EAI or go with their SI partner. Business continuity & integration with existing software is of paramount importance here.
Go after SMEs with your SAAS thru ‘inside-sales’. Having open APIs will make it even easier sell there. This is the easiest & the most difficult segment to sell at the same time. Clear value proposition & clear messaging holds the key here!
Go after Startups with a ‘digital-only’ sales channel. Avoid inside-sales or F2F unless you are selling surround services or have 10X benefits – and 10X pricing power – over your competition. This segment will still buy at low cost but will still demand ‘extreme’ value. This is the only segment open to large scale experimentation & an ability to yank out their existing tech. for your software! Open APIs & Chrome extension based software will interest them a lot.

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