Prioritizing Product Requirements using T

Prioritizing Product Requirements using T

Product Teams always struggle to come up with the right priority when faced with customer needs. If it is not the pushy customer, it will be the whimsical CEO that needs something. Here is one way to prioritize those needs

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Are you selling an Oven or a Cake?

Are you selling an Oven or a Cake?

Different strategies for Sales, Marketing and Product Development are needed, depending on the ROI your customers see from your product. Not knowing that will set you up for failure.

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On-Premise to SaaS: Road Less Traveled

On-Premise to SaaS: Road Less Traveled

As SaaS comes of a successful year, large software companies with large on-premise customer bases continue to pursue their elusive SaaS vision.

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SaaS Sales Strategies

SaaS Sales Strategies

Selling a SaaS solution requires a different perspective when compared to traditional software sales. Online-marketing, customer acquisition cost, metered billing, return-on-investment are all key. In fact, it is a whole lot different from traditional software sales you might have made so far. Here are some strategies to adopt.

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Multiple Personalities of Platform-as-a-Service (PaaS)

Multiple Personalities of Platform-as-a-Service (PaaS)

Platform-as-a-Service evokes various connotations. Is it a App Development Platform? or a App Management Platform? or a Data Processing Platform ?

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Mastering the fine art of open-ended questions

A day-in-a-life of a Product Manager involves a variety of interactions, sometimes it is customers, sometime it is the marketing team and most times it could be the engineering team. As a product manager one is required to seek out information from one channel, synthesize it and feed other channels. It could be understanding the requirements […]

Have you mapped your Customer Success Journey yet?

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 […]

Conducting an effective sales discovery call

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 […]

Value Proposition – Should it be Problem focused or Result focused?

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 […]

Anatomy of an early-stage startup demo

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 […]

Evaluating a SaaS Subscription Billing Service

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.

Prioritizing Product Requirements using T

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 […]

Securing and Maintaining Customer References

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 […]

Are you selling an Oven or a Cake?

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 in SaaS

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 […]

You never let me finish my point!!

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. […]

Can I have a trial please…

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 […]

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