Tag: SAAS

The Secret for SAAS Success

What is the Secret tool for SAAS success? Simply creating is not enough – selling is required. However, selling alone is also not enough – customer usage and engagement is needed. Most multi-user B2B SAAS products are priced cheap, as opposed to their selling effort required. This is done with the fond hope that once…
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How Autodesk used a Sales Channel to achieve success

Using a sales channel or resellers for selling a SAAS can prove to be quite cumbersome. We live in the golden age of the Internet, which allows you to directly reach your customers without having to use a channel. Paired with a customer success team to renew, this is a recipe for success. Thus, why…
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SAAS Smarketing Best Practices

My lessons on sales+marketing  for SAAS founders from multiple ongoing conversations: Cash in hand always beats future revenues. Discounting for cash- upfront  long-duration deals is the way to go. SEO is  good-to- have.  Thought leadership content, hungry but non-pushy  inside sales agents and a well- tuned sales process are  necessary & sufficient. Social Selling is…
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Effective SAAS Business Model

I consult with SAAS  founders and my throat has grown hoarse telling them: Your Sales + Marketing + Alliance model is a function of your Product not the other way round. So always start with your Product when creating your Go To Market! Channels will not touch you with a barge pole till you become…
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What really works in B2B Sales & Marketing?

The amount of literature available & discussions on effective sales & marketing is mind-boggling. Someone says cold calling doesn’t work; someone says it works; someone says SEO is dead; someone says its alive. There are as many discussions as many people. Mid-week morning philosophy: Debates on what works in  B2B sales & marketing will never…
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