SaaS & Software Turmoil
SaaS has been facing growing competition, ever since it emerged decades ago.
In order to stay competitive, sales and marketing teams must collect and leverage data along the entire revenue funnel. The earlier a SaaS company can track signals of potential buyer interest, the better. Insights into the a buyer's research behavior and how they interact with content and inside the application, is of essence for product-led growth initiatives and collaboration with sales.
Not only the collection of data, but also the ability to gain insights and actionable data points for sales and marketing activities is crucial. Product, plan, service, feature interest, pain points, and more, must be identified reliably. While SaaS companies often leverage a range of technologies, too often these tools are still in the hands of more technical teams. We believe that business tools should be owned by business teams, whenever possible.
When key data points and insights are accessible by business teams, demand generation as well as lead and account management processes gain in efficiency, and effectiveness.
Industry specific challenges.
⚡ Many SaaS companies are stuck with person level insights and no accounts insights, notably into needs and interest of buyer groups inside accounts. Marketing insights and marketing engagement data is kept away from sales.
⚡ High volumes of inbound leads require a strong focus on the most sales-ready leads and accounts. Timing and speed-to-lead is of essence when competition is strong.
⚡ Marketing and sales teams are often poorly aligned. Leads are ignored, nurtured accounts not handed over to sales, and prospect engaged in campaigns do not reach sales either.
⚡ SaaS companies selling both self-service and enterprise offerings, struggle to detect which leads and accounts need to go to the sales team, vs stay on a self-service nurture track.
⚡ First-party behavioral data is often limited to marketing, analytics and product-led-growth initiatives, while sales teams have limited visibility into buyer behavior in CRM.
⚡ Accounts engaging in product marketing initiatives aren't surfaced to sales operations in a timely manner. The expansion of existing customers requires timely alerts and signals from accounts, who show interest in new features and options.
How SalesWings supports SaaS & Software.
🏆 Quickly deployed website, software and user engagement tracking makes behavioral data actionable for both marketing (MAP) and sales (CRM). Detailed SalesWings tracking of custom events allows for the required granularity, combined with native integrations into their tech stack.
🏆 Holistic lead and account scoring & grading (predictive and traditional), allows to create strong sales and marketing alignment of the most sales-ready leads and accounts. With data native in CRM, changes to work-flows are minimal by enhancing existing lists, reports, and flow automation.
🏆 Person-level and advanced Account Based (ABM) insights allow to detect interests of buying committees and groups.
🏆 SalesWings' insights allow for a user-friendly detection of interest in plans, features, as well as topics of interests and challenges that companies are looking to solve. Used for segmentation, targeting, reporting and sales insights.
🏆 Increase in marketing campaign success through micro-segmentation (email, paid, ect.), and impactful sales engagements thanks to the right talk track.
🏆 In complex sales, account executives gain visibility into what content should be shared with which person. This leads to higher deal close rates, and interesting cross-selling motions.
🏆 Pre-built marketing attribution dashboards provide crucial insights into which campaigns, emails, ads and other marketing content impacts outcomes. Get a deep understanding of what drives lead qualification rates, opportunity close rates and up-selling.
