Effective Sales Startegies for B2B SaaS in India | Ampliz - PowerPoint PPT Presentation

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Effective Sales Startegies for B2B SaaS in India | Ampliz


The Indian SaaS ecosystem is rapidly maturing, and the country is on track to become the second-largest SaaS nation by 2026, with total revenue expected to reach $100 billion. With the rapid pace of digital transformation and the rise of cloud computing, saas has emerged as the preferred software delivery model opening up a plethora of opportunities for startups to enter and make their mark in the market. Thus,the evolution of b2b saas sales strategy. – PowerPoint PPT presentation

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Title: Effective Sales Startegies for B2B SaaS in India | Ampliz

B2B SaaS Startup Sales Strategy in India
B2b Data APAC B2B Blog B2B SaaS Startup Sales
Strategy in India
Posted by Neel Kamal Singh
The Indian SaaS ecosystem is rapidly maturing,
and the country is on track to become the
second-largest SaaS nation by 2026, with
total revenue expected to reach 100
billion. With the rapid pace of digital
transformation and the rise of cloud computing,
SaaS has emerged as the preferred software
delivery model, opening up a plethora of
opportunities for startups to enter and make
their mark in the market. Thus, the evolution of
b2b saas sales strategy.
However, with the number of SaaS companies nearly
doubling in the last five years, scaling a
product in the crowded Indian SaaS space
is becoming difficult. However, this does not
mean that there is no room for new SaaS
businesses or that scaling your existing business
is impossible however, your marketing must hit
the target if you want to succeed. In this
article, we will cover all about sales and
marketing strategy for saas in India. What is
SaaS Sales Strategy? SaaS is a subscription-based
service marketing strategies should prioritize
long-term, repeat customers over quick, one-time
sales. And marketing to these customers requires
time and effort, from raising brand awareness to
closing the deal and nurturing them to become
repeat customers. Relation between sales and
marketing strategy for SaaS Whatever your SaaS
sales model is, you should be aware that the
ability of your Sales and Marketing teams to
collaborate will be critical to your success.
While youll most likely treat Marketing and
Sales as separate departments, its critical
that these groups work together to achieve their
common goals especially if youre using a
hybrid sales model that relies on website signups
and interactions to acquire new paying
customers. Marketing is in charge of raising
brand awareness, strengthening brand reputation,
and attracting prospects and leads. B2B SaaS
sales strategy is in charge of persuading leads,
closing deals, and keeping customers. Neither
can function effectively without the
other. Marketing relies on Sales for information,
direction, and feedback, and Sales relies on
Marketing to effectively distribute brand
knowledge and generate high-quality leads.
Create a collaborative culture between the two
teams, and consider using a CRM to unify data
between them.
Stages of SaaS Startup Sales Strategy Each SaaS
company will gradually perfect its own sales
approach, but the SaaS sales process generally
follows these steps for their effective b2b SaaS
sales strategy 1. B2B SaaS Sales Strategy
Identify your Customer To begin with a sales
strategy for SaaS startup, you must understand
who your customers are. This can be a one-time
process, but as your
SaaS company grows, you may discover new audience
segments to target. You might also notice that
your current audience is changing and evolving
with new or different characteristics. In any
case, youll need to develop customer personas
in order to generate higher-quality leads and
speak more directly to peoples wants, needs, and
experiences. 2. B2B SaaS Sales Strategy
Prospecting Next, focus on prospecting as an
important aspect of sales strategy for SaaS
startup. Prospecting is typically the
responsibility of marketers, but sales
professionals can also participate. There are
many approaches to sales prospecting for leads,
including content marketing, SEO, community
engagement, and cold email outreach.
3. B2B SaaS Sales Strategy Building
Connection Depending on your sales model,
connection could mean attracting a prospect
organically to your website or reaching out to
them via email or an automated chat message on
your website using a tool like Intercom. If
customers contact you through your website, make
sure to respond quickly according to Xant.ai
research, the vendor who responds first receives
35-50 of sales, so make sure youre monitoring
and optimizing your teams email response times.
In any case, you must introduce prospects to your
brand and give them something to do next,
whether its reading more about your product or
taking a key action like starting a free
trial. 4. B2B SaaS Sales Strategy Demo
Trials Most SaaS companies try to get users to
sign up for a free trial, then walk them through
a series of steps to introduce them to the
product. This frequently includes demonstrating
the product (via video, automated guided tour
using software such as Intercom, or via a
personal guided tour by a sales rep). Some SaaS
providers promote a demo over a free trial. What
you select will be determined by your product and
overall SaaS startup sales strategy.
5. B2B SaaS Sales Strategy First Sale This is
when sales reps are usually the most active, and
its often the first customer touch point for a
SaaS sales rep, who will reach out to individuals
who have tried the software and try to close the
deal. Induslge in the best sales and marketing
strategy for saas. This outreach is typically
done via email but can also be accomplished
through phone calls or SMS messages. According to
a Hubspot report, 86 of professionals prefer
email as their primary communication
medium. I like to use Intercom to send an
automated email series to everyone who has
signed up for a free trial, educating them on how
to use Email Analytics and offering incentives
to upgrade to a paid account over the course of
a few weeks. Ensure that your sales
representatives act as advisors and provide
friendly, timely communication. According to one
Salesforce report, 79 of customers prefer
salespeople who act as advisors when it comes to
understanding sales and marketing strategy for
SaaS . 6. B2B SaaS Sales Strategy Continuous
Sale From here, SaaS sales teams are in charge of
keeping active customers subscribed. After all,
keeping a customer is usually much less expensive
than finding a new one. This could also be a
chance to upsell existing customers on a plan
with new features or entirely new products.
Customer service that is friendly, timely, and
thorough is essential for retaining happy, loyal
customers. 73 of customers will stay with a
company that has friendly customer service
SaaS Sales Strategy Template
A profitable SaaS sales strategy can be developed
at both the organizational and individual
levels, but it is more commonly established by a
higher-up or even the companys owner. Here are
the steps you should take to develop a SaaS
startup sales strategy for your company. 1.
Select a SaaS Sales Model. First and foremost,
select a SaaS sales model. This will be
determined by the nature of your product, but
you have three options, which we discussed
above. You have the option of using the
transactional sales model, the customer
self-service model, or the enterprise sales
model. A customer self-service model will suit
the majority of new SaaS businesses well. You
can expand into transactional and enterprise
sales as your company grows with Saas startup
sales strategy.
2. Determine your target audience and develop a
value proposition for your software. Create
buyer personas and outline the problems they face
to identify the target audience. Use the Target
Audience, Problem, Solution, Value format to
create an easy-to-scan summary of your
softwares value proposition. This is how it
  • Who is your intended audience?
  • What is the problem they are having?
  • Solution How can your software assist them in
    resolving the problem?
  • Value What benefits or outcomes can they expect
    from using your software?

3. Establish prospect qualification
standards. Now that youve determined who to
target, its time to establish additional sales
qualification criteria. The truth is that if your
software is useful enough, it can serve a large
number of customers and prospects. However, you
do not want to target just anyone. Sales reps
have limited time, and chasing unqualified
prospects is a sure way to waste time and fall
short of quota. Learn how to qualify leads, then
create a list of targeted qualification
questions that you or your sales representatives
can use to weed out unqualified prospects.
  • Make a sales playbook that includes email
    templates, phone scripts, and closing
  • You know who youre going after and who is
    qualified to be a customer under sales and
    marketing strategy for saas. Now is the time to
    create a sales playbook that your entire
    organization can use to increase the
  • likelihood of a closed-won deal.
  • A sales playbook will include everything your
    sales representatives will need to n urture
    prospects. You can include materials such as
    email templates, qualifying questions, call
    scripts, and closing techniques. You can also
    include general industry information and a cheat
    sheet containing common characteristics of your
    target buyer personas.
  • Set activity and revenue targets for sales
  • Without objectives and goals, a sales strategy is
    incomplete. Setting activity goals and sales
    quotas will ensure that your sales reps feel
    empowered to meet business objectives.
  • You can set volume quotas (for example, sell 50
    premium subscriptions per month) or profit
    quotas (for example, sell 25,000 in revenue
    every quarter).
  • The number of phone calls, emails, meetings,
    LinkedIn connection requests, and other
    activities can be used to track activity goals.

  • Use key metrics to track sales performance.
  • Last but not least, monitor sales performance by
    tracking key metrics. This allows you to adjust
    goals as needed and celebrate company victories.
    You can use sales automation software to keep
    track of the metrics automatically.
  • Create a strong customer service program.
  • While this is not technically a sales strategy,
    developing a strong customer support program can
    help you sell the product more effectively. Why?
    Knowing when and where customers encounter
    problems allows you to improve the product,
    increasing positive word-of-mouth and product
  • Not to mention, when making a purchasing
    decision, consumers are increasingly considering
    customer service. By providing excellent
  • customer service, you can ensure that your
    current customers stick with you and tell others
    about their positive experience.
  • How Ampliz Boosts Sales and Marketing Strategy
    for SaaS?
  • Selling a SaaS product differs from other types
    of selling, but the core principle remains the
    same its all about providing immeasurable value
    to your prospects and customers. With the advice
    and strategies weve

  • provided, youll be able to launch a lucrative
    career in SaaS sales and design a sales strategy
    for a SaaS startup or, if youre developing a
    SaaS product, youll be able to increase annual
    recurring revenue year over year.
  • If you are looking for the best sales
    intelligence tools to boost your Saas sales,
    take a look at Ampliz. Because before you go
    executing the sales strategy for SaaS startup,
    you ought to have a reliable lead or prospect
    list. So, with Ampliz, get the most comprehensive
    email list of prospects and develop the sales
    strategy for SaaS startup. The list contains
    demographic, technographic, and firmographic
    details on the prospects.
  • Thus, you can reach out to them at the best
    possible time when they are proactive in taking
    a decision as a part of your sales strategy for
    saas startup.
  • The Final Thoughts
  • It is a marathon, not a sprint, to perfect your
    SaaS sales strategy. Be patient as you develop
    your sales strategy for a SaaS startup, learn
    more about your product, your target customers,
    and your sales reps, and keep these things in
    mind as you develop your SaaS sales strategy.
  • Select a SaaS sales model and develop a SaaS
    sales strategy template that aligns with your
    product and business objectives.

  • Integrate your sales and marketing teams with the
    SaaS sales strategy template so they can
    effectively collaborate.
  • Use both inbound and outbound lead generation
    strategies under the SaaS sales strategy
  • At all stages of the sales process, provide
    excellent customer service.
  • Make every effort to keep your customers.
  • It is less expensive to keep them than to replace
    them when it comes to designing a
  • SaaS sales strategy template.
  • The more time you put into your SaaS efforts and
    SaaS sales strategy template, and optimize for
    your specific characteristics and goals, the
    closer you will be to achieving high-momentum
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  • Tags b2b saas sales strategy, saas sales
    strategy, saas sales strategy template, saas
    startup sales strategy, sales and marketing
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