We have all heard and know about Buyer’s Journey. The process they go through from the time a technology need arises, all the way through the decision process, involving inputs from all the stakeholders, till they make a purchase. While that journey has been analyzed and optimized and then some, I don’t think SaaS companies […]
Sales discovery call is an important event in the sales process. Assessing and gaining an in-depth understanding of the prospect’s real need will have a big bearing on how (if at all) you close the deal. While everybody involved in the sales process knows the importance of the discovery call, how it gets conducted leaves a lot […]
Bringing a product to the market is difficult. Convincing others to buy the product or use the product is even more. It is critical that the positioning of the product and messaging the value it delivers is done right. The Value Proposition of a product or service has a major impact on the success of […]
Product Demos start much before the product has come into being. Startups would do well to follow Steve Blank’s customer development, in arriving at the definition of what the product would be. While most of the demos with prospective customers would be around the problem, the degree of pain, day-in-a-life of the end-user and the benefits of your […]
Selling Software-as-a-Service has created new challenges for companies around subscription billing, pricing and managing customer accounts. This has created a new category of software offerings called Subscription Billing. This post will outline the characteristics of a good subscription billing software.
Product Management teams have always had to deal with competing priorities when it came to defining the roadmap and what goes into it. A product roadmap is fluid and evolves as the customer base expands or based on larger market demands. It is easy to get into a product features’ arm race with the competition in […]
Customer References are the best way to get credibility for your product. While the eventual decision by the prospect might be more dependent on your value proposition and how painful of a problem the prospect has, references could push the deal past the goal post. Providing references that can vouch for the product has become […]
An oven, no matter how good it is can just be a shiny object. Its value is realized only based on the cake that comes out of that oven. The cake in turn is dependent on the recipe, the ingredients you use and how you cook the cake. A cake bought from a bakery, on […]
Customer Success has become the mantra for software companies in the SaaS space to create a profitable company. I recently did a presentation to group of leaders from the technology space around how Customer Success is changing the very fabric of a software company. Customer Success is not a new term used for the erstwhile […]
This is a complaint I have heard a few times from the sales guy in one of the companies I am involved with. But this time I thought I will do some digging into it. Here is some context. We routinely do role playing in the company before a sales meeting with a new prospect. […]
This question was originally posted on Quora and I had responded. I am expanding on that answer in this post. As companies push firmly into a SaaS delivery model, providing ability to do a trial/evaluation has become table stakes. In the new world order of technology procurement, buyers are more educated and prefer to touch-and-feel […]
Here is a great video by Gail Goodman from Constant Contact where she shares the challenges they faced as they tried to reach critical mass and the ramp.