Software-as-a-service or because popularly known as SaaS, is the latest keyword in the IT industry.
According to Gartner, 16% of all company software applications will be sent through the SaaS model in 2014, and SaaS revenue is expected to reach $ 22.1 billion in 2015 because more companies begin to invest in the cloud.
So, there is a reason why the company owner must go for SaaS products. But, selling SaaS products to company owners or customers can be a little difficult.
You need to understand the company’s purchase process and know the stakeholders involved in closing the agreement. Also, you need to create awareness among companies whose additional benefits will come from SaaS, if they switch from the premise solution.
To make the process easier, you first need to reach the right person in the company. If the person you identified becomes an evangelist for your SaaS product, then your efforts to sell your product significantly reduced.
We have identified other top factors that you must consider before you sell SaaS products to the company owner.
- Address of security problems – company customers are always worried about security. If they think you don’t understand their security needs, there is a high probability that your efforts to sell SaaS products will experience a disaster. Make them realize that you understand the security problem correctly related to SaaS products and explain how to mitigate them.
- Control of data – company customers want more control over users and data. In the SaaS deployment model, sensitive data was obtained from the company, processed by the SaaS application, and stored in The Saas Vendor End. Customers need to be made aware that all data streams through network needs are secured to prevent sensitive information leakage.
- Overvalue features – technology can be very complex and complex, but still focused on value for customers, rather than stuck in features. SaaS’s popularity continues to increase because it simplifies the spread and reduces the cost of the customer’s acquisition. Because it is based on the Pay-As-You-Go model, the license fee includes support and all-new features launched from time to time.
- Identification of earlier buyers – this is quite common, where the company spends the month of sales become someone who is not a buyer. Usually, it becomes a lot of time wasted for everyone. Ask questions from the start. Choosing the right customers who need your product is important to achieve considerable sales volume and profitability to survive and prosper as an organization.
- Communication – Maintain constant communication after registering. Sometimes people register weeks before they need such a system, but it’s good to be on their radar. Improve listening skills You can make a big difference to the success of your communication – people need to know that you fully understand their case.
- Know the product – SaaS software always changes. It is important for your sales team and staff to stay up to date and find out the value offered updates to your customers. If you are not confident about your own product, how will you make your customers confident in making a decision to buy it?
- Build a real relationship – prominent by being honest, building and maintaining relationships with your prospects/clients. Don’t make it transactional. This will help push updates too. Just like in any relationship, it is important to show people how important they are. Getting your customer’s perspective on your existing product or has not been released, can be a win-win situation for you.
Conclusion
In this blog you learn about the 7 Points to Consider Before Selling SaaS Products to Enterprises.
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