blog Archives - Growth Process

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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...

« Older Entries

Subscription Models for Enterprise Solution Providers

Selling Tools or Solutions to the Enterprise?

Making the Transition from On-Premise to SaaS Solution Provider

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

Can Your Sales Reps Communicate Value to Business Executives?

What is the Right Sales Methodology?

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