In the past 5 years we have seen SAAS companies popping up like mushrooms all over the world. Terminology like virtualization and automation has taken the world like a storm. This is simply because they provide specialized services that cannot be merely replaced by hiring large quantity of lesser specialized workforce. Automation of processes solves a complexity that grows with size and success no matter if it is used in a B2B or B2C approach.
While the big tech conglomerates have been eating up many of the most innovative smaller startups, many of the most innovative ones struggle to sell their products. While the offered SAAS fulfills its needs and brings benefits to the clients rewarded with MRR (monthly recurring revenues), the process to build the companies Pipeline and manage the same in the Sales or Business Development Department is usually underestimated.
SAAS tend to be built by engineers that have a great vision and solve a problem with a great product – but this does to mean they are great in sales understanding. Scaling up Sales is not as easy then spending some money on Facebook ads globally to sell a B2B product.
We have seen SAAS companies grow from 10 to 1000 employees in 3 years only because they got the SAAS sales right – and there is a lot of iteration needed. Presales, Data validation, Data sourcing, re-engagment campaigning, lead stage management, revenue projections, contract creation, ABC of sales…
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