| Topic : SaaS: Opportunities and Challenges |
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IT Sales and Business Development
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Activity:
Question posted: 04 22 2008 22:26:42 +0000,
3 answers, 187 views, last activity
07 06 2010 20:18:08 +0000
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I take on selling SAAS to customers is this.
Identification- Identify the organizations whose modus of operandi really makes them the suitable candidate for SAAS. Generally SAAS suits small organizationshaving inadequate resources.
Bundling- Offer maximum features in the SAAS. SAAS will be appealing only where it offers the maximum possible features.
Innovations- Bring new innovations. Adding new features will help in the retention of the old customers and attracting new customers.
Cost- Costing should be such that the customer should be able to see the value for his money in availing SAAS.
Trial- Free trials are a must to take the customer a feel of the serivce.
Time and cost benefit- Be honest in telling the time and cost relationship in SAAS. It usually goes like :higher thetime, higher the cost.
Customization- Make sure that you are able to convince the client when you tell about the difficulty in customization of SAAS.
Appointing rightful channel partners. Contact me for a presentation on SAAS industry in India
Software as a Service (SaaS) benefits from componentized services that have a low price point and offer many features to customers who consume the services. A company planning on selling SaaS has to understand how to monetize its services. It has to maximize the number of usages of its service, either through the number of customers or the number of times its service is used. Price point should be considered along with features: with a certain number of customers, the price point can be much higher than a per-usage cost.
Sales resources have to be tailored towards customers. With a service focused on a large number of customers, traditional sales methods will not be cost effective. Frequently a free trial of the service works best for most customers. With a per-usage charge for a smaller number of customers using the service many times, the traditional sales methods may be appropriate.
Your sales force must keep an eye open for new features that can be added to the service. Those new features should maximize reuse. Developing services that fit 80% of the customer's requirements results in a greater return on investment than chasing the remaining 20% of the requirements.
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