Probably the most pertinent is the fact that you’re promoting an intangible. Something that you can’t touch and feel. Something that’s in the cloud and not sitting on someone’s desk.
Let’s face it, it’s likely your software has competitors that could help your prospect achieve the same goal. Therefore, you’ve got to go beyond marketing the features and benefits of the software itself and market the whole package. For example, your world class 24/7 customer support, your guided on-boarding and switching process and your no quibble money back guarantee.
Irrespective of what industry you are in, before you start a marketing campaign, there needs to be a strategy in place. Otherwise you’ll be doing lots of activity (tactics) but with little direction and limited results.
28 Aug 2019
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Irrespective of whether you have a manual sales process where there is a need for your prospect to engage with your sales team or whether your people buy directly from your website, you’ll still need to be creating leads. Not everyone is ready to buy from your site right away, and therefore the ability to capture their details and put them into some form of nurture program is going to increase your sales pipeline and will lead your prospect down the buyer’s journey.
Strategy – Who is it that we want to talk to (your buyer persona), and what are the problems that we solve for them? What do we classify as a lead? Do we have different types of leads, for example, Marketing Qualified Leads or Sales Qualified Leads?
“Within most businesses, the ability to generate leads on demand is crucial to making sales, and SaaS companies are no different.”