We are also witnessing an increase in new market entrants who seek to replace several disparate apps bringing them all under one-roof placing them in competition with a number of other competitive solutions. Running marketing campaigns targeting switchers rather than relying solely on trying to persuade targets to buy a new software solution for the first time becomes important.
Generate More B2B SaaS Sales
In the early stages of most SaaS startups life, it is often the CEO or Founder who acts as the initial Head of Sales. While this makes sense given the likely resource constraints, and the value to be gained in getting in front of customers from Day 1, a lack of formal sales training and an absence of a sales process can seriously undermine the initial sales efforts. In this short post, I outline how these SaaS founders need to modify their approach and to implement a simple sales methodology to increase their odds of success.
Guest Blog on Intercom: How Pricing Strategy Helps Shape Your Entire Business Model
The SaaS industry is constantly evolving, and for many companies in the space, that means having to evolve their business model.
However, that doesn’t necessarily mean a “pivot”, but more often the evolution is a shifting business model as the company scales and the user base grows and changes. The classic example sees a company move from niche startup to mainstream scale-up, but it can also see companies hone their product-market fit by focusing on a more specialized, and yet more lucrative, user base.
9 Essential Sales Steps You Need to Grow Your B2B SaaS Startup
In the early stages of most SaaS startups’ lives, the CEO or founder often acts as the initial head of sales.
This makes sense given the likely resource constraints and the value to be gained from getting in front of customers from day one. As Jason Lemkin puts it, “The CEO/founder should close at least the first 10 (or 20 or whatever) customers. That way, she knows. She knows the process, what works, what doesn’t. It’s okay if you are ‘terrible’ at it. What matters is that somehow, someway, you still get those 10 paying customers closed.”
How to Gauge if Your B2B SaaS Startup Has Achieved Product Market Fit
Product-market fit is a phrase used to describe the point at which there is *broad* market acceptance for a new application. In recent years many startups have embraced the lean startup methodology as espoused by the likes of Eric Ries and Steve Blank. They argue that startups need to behave differently compared to how real companies do. Startups need to validate the assumptions they are making, and to do so they need to build a minimal viable product and to ‘get out of the building’ to meet prospects and to learn whether or not there is a demand for your fledgling application.