SaaS sales are selling Software that customers access through an online portal or website and solve a business problem.
Since a SaaS product is typically more complicated to use than a physical product, prospects need a lot more education and training from sales reps before they feel prepared to buy. The SaaS startup that enters the market with a customer self-service SaaS sales strategy represents the origin of a natural evolutionary path.
While most SaaS startups gravitate toward transactional sales or customer self – service, some SaaS startups have products that provide so much value per customer and are so complex to buy that their natural starting point is traditional enterprise sales. Price and complexity define a strategic spectrum of sales approaches for SaaS startups that gravitate strongly toward three distinct SaaS sales models: self – service, transactional, and enterprise.
Maintaining the customer self-service model’s simplicity as a successful SaaS startup introduces more complex products and purchase processes close to the initially simple, self-service product. The purchase process requires careful planning and execution. Getting the right alignment between price and complexity means ensuring the value customers place on your product always exceeds the cost, time, fear, and frustration they must pay.
Increase Velocity: This strategy aims to reach a customer self-service SaaS sales model by holding your price point low and increasing complexity to build volume rapidly.
The average selling price is the intersection of supply and demand. It measures external factors like customer value and competitiveness while constraining operational metrics like costs, volume, and risk. The first step beyond onboarding is when you move a customer from using your product to getting value from your product. Whether during a self-service free trial or a higher-touch sales process involving demos and pre-sales Engineering, architecting a sales process that optimizes the path to success for your customer is critical.
Whether you want to sell a new product/service, promote an existing one, or gain more traction as a startup, a sales pitch is crucial in the process. A more hands-on way to qualify leads is to have one of your sales development representatives call or email after starting a trial of your Software. With exceptional customer support, the customer may return to purchase a higher plan or even refer to other businesses’ products/services. When your customers truly enjoy doing business with you, they will be open to more products and services from your side.
Whether you have a SaaS, subscription, or membership business or sell one-off products or services and want to do business with your customer more than once, Customer Success should be your driving purpose. If people and companies that have worked with you can make positive remarks about your products, it will compel other companies to believe in your product.
The more invested they are in your product, as will happen over time, and the happier they are with it (what we work hard to increase over time), the more likely they are to work with you on your customer marketing initiatives. All these terminologies and strategies require a thorough understanding and expertise. It is only prudent to hire a SaaS marketing agency for efficient results.