Topic | "Value chain approach"

Are you selling an Oven or a Cake?

By Subraya Mallya

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 […]

Comments (1)

Tags: , , , , , ,

SaaS: Value based Selling

By Subraya Mallya

“Cost Savings” has been the key rallying point behind SaaS sales strategy and has been credited with much of ¬†SaaS adoption to date. Most SaaS sales pitches¬† highlight the cost savings in the areas of licensing, implementation, and on-going support/maintenance. Some variant of the following value proposition have made up the slide deck. Lower upfront […]

Comments (11)

Tags: , , ,
Back to Top