New Customer Acquisition and Value Creation
Floriss Group’s leadership has been selling SaaS (Software as as Service) since the internet bubble of the late 1990’s, during the time when data center construction was booming and ASPs or Application Service Providers were coming of age. Over the years, as data center and internet technology improved, this on-demand delivery model evolved until it was able to replace installed software applications in the mid 2000’s.
The costly pre-sales/sales model required for installed software was replaced by the less costly try/buy sales model of SaaS. With this trade-off, however, comes a slower path to profitability because initial deal sizes for SaaS solutions are so much lower. The economic viability of a SaaS company, therefore, depends upon retaining customers and maximizing customer lifetime value (CLV). To work, the try/buy sales model must be matched by a commitment to ensure long-term customer success and product-service differentiation.
Old school, transactional sales methods don’t work here. Only a modern customer-centric sales methodology focused on building and selling value will do. The best SaaS players look at their sales methodology as intellectual property that ignites their competitive differentiation and drives value creation.
Today, Floriss Group works with established software companies making the transition from installed to SaaS delivery platforms. We also do a lot of work with venture-backed SaaS companies looking to achieve double- and triple-digit growth rates, as they advance to new rounds of growth funding.
We can help you take control of growth by tailoring our Collecting WINS™ sales platform to your unique sales environment. It all starts with a WINS Assessment™, so you can understand what’s working, not working and why, before making the decision to change.