The aftermath of the CaterTrax acquisition proves software companies can find long-term solutions without needing headline-grabbing VC-backed exits.
Selling more software through indirect channels sounds nice in theory, until you start thinking about the headaches it can cause between your direct reps and those partners.
SaaS is eating the world, but what does that actually mean? SaaS spend and adoption continue to grow at a healthy rate across all company sizes and pricing models. This update to the 2017 report “SaaS Explosion Creates SaaS Chaos: Analyzing 8 Years of SaaS Data” was presented by Blissfully Founder and CEO Ariel Diaz at SaaS Connect 2018, which is hosted by the Cloud Software Association.
This framework can help customer-facing teams get the recognition and resources their presales counterparts expect.
Selling more software through indirect sales channels can create headaches for your direct sales team – and your partners – unless you proactively take steps to address the potential conflict.
For sales executives aiming to close the deal, it’s equally important to focus on what happens after the close. Specifically, after the sale has been made it’s critical to continue to cultivate and expand the customer relationship and realize the relationship is not simply transactional.
Unlike sales professionals who may traverse the country from one trade show or convention to another on a weekly basis, RFP responders often stay put year-round. As such, many of the attendees found tremendous value in the ability to finally connect with like-minded folks who share the common goal of helping their companies win more business.
Before diving into the ways to win an RFP, it’s important to understand why organizations lose RFPs to competitors. From my experience there are three consistent reasons why software organizations lose RFPs.
Fewer SaaS reps are making quota. Published sources credibly report over 50 percent of reps do not make quota at all. Sales automation cannot overcome fundamental market changes. Why?
There is a constant debate about CX. Who should be responsible for the Customer Experience? Some see CX as synonymous with the customer journey, and often under the jurisdiction of Marketing, while others think it belongs with Customer Success, and should be the underlying goal of all business functions.
The OKR framework is generating a lot of buzz in the tech industry. Influitive’s director of software engineering Nick Faulkner shares his perspective on why he was skeptical OKRs would work, why he’s now a believer, and how this framework has given the company’s engineering team a new sense of purpose when developing software.
Selling more software through indirect sales channels can create headaches for your direct sales team – and your partners – unless you proactively take steps to address the potential conflict.
