Providing both On-Prem and SaaS Solutions Does Not Work

by Chuck Devita | Productivity

For those that think they must offer both a perpetual/on premise solution plus a subscription/cloud solution from the same business unit, here are some issues: I published a post on the challenges between these 2 models some time ago:...

Subscription Models for Enterprise Solution Providers

by admin | blog, Productivity, SaaS, Sales

As noted in Subscribed by Tien Tzuo, CEO of Zuora, the economy is moving to a subscription model. Legacy B2B software solution providers are faced with significant challenges as they attempt to navigate from a Perpetual Sales & Delivery Model to a Subscription...

Selling Tools or Solutions to the Enterprise?

by admin | blog, Productivity, SaaS, Sales

Are you Selling Solutions or Tools to the Enterprise? I regularly encounter SaaS application vendors who are having difficulty getting traction in Enterprise customer acquisition.  The founders think they have an Enterprise Solution because it has the potential to...

Making the Transition from On-Premise to SaaS Solution Provider

by admin | blog

The challenge for B2B Software Solution providers is that the growth rate of on- premise software is somewhere between single digits and negative while the growth rate for SaaS Solutions is 40% and higher. The question is: “Should you change or die? The answer is...

What is the Best Enterprise SaaS Sales Model: Viral or Focused?

by admin | blog

Are you going to market with an enterprise app that promises to improve revenue, reduce cost or improve control? Often, these products propose to accomplish success by changing the way work is done in the enterprise. There are many enterprise SaaS market entry...

Can Your Sales Reps Communicate Value to Business Executives?

by admin | blog

According to a number of research reports, the number one reason deals do not close is a sales rep’s inability to present value effectively. As Geoffrey Moore pointed out years ago in his book, “Crossing the Chasm”, Early Adopters and Innovators are enamored with...

What is the Right Sales Methodology?

by admin | blog

We are often asked: “What is the best methodology for our company?” This is the wrong question. Any methodology, when consistently applied, can yield significant Sales Productivity benefits. The better question is:”How do we make our Sales Process useful to the reps...

Sales Pipeline Management-Are You Generating Enough Qualified Leads?

by admin | blog

Sales Productivity is a critical measure of the viability of your sales force. One of the important ways to improve Sales Productivity is to provide each rep with an adequate pipeline of qualified leads. The more time that your reps can spend moving prospects through...

Designing Your Sales Process

by admin | blog, Sales

At Growth Process Group, we focus on complex sales scenarios involving large transactions with medium to large companies. A common definition for forecast accuracy is the percentage of the bookings dollars that were closed in the quarter as compared to the forecast at...

How Sales Complexity impacts your Startup’s Viability

by admin | blog

By David Skok, General Partner, Matrix Partners There is no question that success for the entrepreneur starts with a breakthrough (or at the very least great) product or service. Yet too often, entrepreneurs fall into the “field of dreams” mentality (in the words of...

Debunking three myths about software as a service (SaaS)

by admin | blog

By Marc Dietz, director of IBM SaaS strategy & marketing Software-as-a-Service (SaaS) is not a new delivery model. The SaaS market has enjoyed rapid growth over the past few years and shows no signs of slowing. In fact the SaaS market is estimated to grow at a...

On the Wisdom (or not) of Sales Commission Caps

by admin | blog

I recently read and agreed with several comments on LinkedIn that you should not cap a sales rep’s variable earnings. As companies grow and Finance gains power, this tends to happen. That is one of the key reasons that your stars leave. That said, there is one type of...

SaaS Field Sales to Inside Sales Migration Trend

by admin | blog

We see the sales structure at many companies in the Cloud Application space growing the % of Inside Sales reps much faster than field reps.. Read how sales team structure is evolving from a survey done by Velocify.com and published in an article by Steve Martin in the...

What Is Sales Enablement, Anyway?

by admin | blog

This very good article by Jason Jordan on the range of elements that are included in the term :Sales Enablement”. Among the sometimes-vague sales terms that get tossed around, sales enablement may be one of the worst offenders. Sometimes, it’s a code word for a sales...

Generational Differences Impact Sales

by admin | blog, Sales

I really liked this post from Carew International on the generational differences and the impact on sales. It provides some interesting insight for sales leaders. The detailed Generational Differences Chart, provided at the Workflow Management Coalition website, is...

Discounting to Move Orders In

by admin | blog

When you offer a discount to get the order in the current period, the result is that the order closes when the buyer completes the purchase process (often after the sales rep deadline ends ) but the discount stays. This is supported by many research reports, as well...