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Blog Feature

Categories: MEDDICC  |  Sales Qualification  |  Sales Transformation  |  Selling Technology

How SaaS Firms Leverage MEDDICC Through Growth Stages

With funding comes responsibility. In the SaaS world, you don't have time to wait. The global SaaS market is growing more rapidly than even optimists projected (18%), and we’re right at the center of it. Over half of the SaaS firms in the world are located in the US.

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Blog Feature

Categories: Product-Led Growth  |  Sales Leadership  |  Sales Messaging  |  Selling Technology

Driving Product-Led Growth with a Value Framework

The product-led growth (PLG) era marks a disruption in how SaaS companies interact with customers. A good working definition of PLG is that the product itself is the vehicle for acquiring, retaining, and expanding customer accounts. PLG companies share some characteristics. First, their solution is a significant upgrade from the previous status quo. Second, freemium or open-source versions usually feature a frictionless (meaning minimal human interaction) customer experience. Not every company has these characteristics. But the reality is that customer expectations have shifted, and the most successful companies in today’s B2B tech market are borrowing from the PLG model in order to satisfy the demand for a frictionless approach to customer engagement. Whether your company drives revenue from more traditional sales-and-marketing-led efforts or has a purely PLG-driven approach, the fundamentals of selling SaaS Solutions remain the same. Organizations get ahead of competitors by:

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Blog Feature

Categories: Customer Success  |  Differentiation  |  Sales Leadership  |  Selling Technology

Reduce Churn and Drive Renewals with Customer Success Alignment

Customer Success (CS) is a critical component of a successful customer engagement process. Growing revenue requires your organization to be cross-functionally aligned on buyer value and solution differentiation before and after the sale. Capturing that value after the initial deal is essential for driving recurring revenue and expansion opportunities within accounts. Fostering alignment between the traditional sales organizations and your CS team is one way today’s top B2B SaaS and Tech firms gain an advantage in a competitive marketplace. When CS is able to maintain continuity through handoffs and convey value through the post-sale stages of the customer relationship, organizations reap the benefits of high renewal rates, reduced churn, and increases in Net Retention Revenue. For revenue team leaders selling HiTech solutions, we’ve designed this leader playbook for improving CS execution. Dig in for more strategies and thought leadership from leaders who’ve built and leveraged elite CS teams.

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Blog Feature

Categories: Company Alignment  |  Sales Messaging  |  Selling Technology

How to Help Your Sales Team Give More Impactful Product Demos

The product demo is an important part of any sales process, but they can also be a tricky stage to navigate while maintaining a value selling approach. We often advocate for sellers to move away from the 'features and functions' conversation in favor of discussing business problems and solutions. The demo is a time to discuss both. That can be a difficult balance to strike, especially when selling complex technical solutions. When executed correctly, the demo can be a valuable step to tying the technical capabilities of your solution to the business problems of the customer and progressing deals forward at a high value.

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