Software Sales & Marketing

  • 5 Paths To Consistent Channel Growth

    If you want to talk about growth strategies, it’s hard to find a better source than Tiffani Bova. Tiffani is the growth and innovation evangelist at Salesforce and one of the top 50 management thinkers in the world.

  • Steps To Building Your B2B Subscription Billing Strategy

    Subscriptions are different. For early software and SaaS companies, financial systems for order-based were invaluable. These companies sold discrete products-core editions, users licenses, and additional modules. To renew, you simply sold another order. In the subscription world, you must understand the lifetime relationship with the customer—all the upsells and renewals and how they all build on one another. You also must understand the revenue, billings, and cash derived from those-again, over the entire lifetime of the customer relationship.

  • 3 Strategies For Building And Growing A Channel Partner Program

    Every software vendor or provider has three common goals: increase product adoption, grow your customer base, and bolster revenue. One of the best ways to achieve every one of these goals is through a channel partner program, where you have a network of partners that sell, distribute, and support your product among clients with whom they have relationships—thereby far extending your market reach. Notably, in 2019, Microsoft attributed 95 percent of its commercial revenue flow to its partner ecosystem.

  • Are You A Salesperson Or A Human Being? Learn The Difference

    When you are a decision maker for a tech company, even a small one, you become both a customer and a seller. You are taking your technology to a new market, so you are in a sales mode. You are a prospect for about every service, so you become the leading edge of someone’s sales funnel, a lead, a mark. Take your pick.

  • Why Nobody Makes Quota: Sell Stuff That Matters

    Nothing works anymore! Nobody is making quota. We turn over sales VPs every 18 months. Our leads suck! Prospects won’t return our calls! Sound familiar? It certainly does to the sales reps inhabiting B2B berths today and to the CEO’s paying their salaries.

  • Why Are All My Sales Reps Failing?

    You are the founder, CEO, arriving each morning before 7:00, opening the office. Around 9:30 the sales team straggles in, double cinnamon lattes in hand. They sit around catching up on emails, making a few calls. Zero sense of urgency. This is your second, going on third sales team. Nobody makes quota. The common refrain is “…not enough leads;” repeated first thing, even before “good morning.” You are so frustrated you could scream. You are paying a base between $60,000 a year for dialing-and-smiling sales monkeys to $150,000 a year for “killer sales reps” the headhunter promised you.

  • 9 Steps To How “One Subscription System Of Record" Helped Create A Unicorn

    From talks with 87 companies, a global survey of 500+ SaaS firms, feedback from industry analysts, and insights with the world’s top technology investors, an obvious pattern has emerged: having one master view of the customer subscription lifecycle increases cash-flow, reduces churn, produces better forecasts, and enables teams to work better together.

  • Advantage Takeaways: Tales Of ASC 606 Compliance With Sage Intacct Contracts

    We had a fantastic time in Las Vegas last week at our largest-ever annual user conference, Sage Intacct Advantage 2019. As we look back on the event, we’d be remiss if we didn’t share a few highlights with those of you who weren’t able to join us this year. Of the nearly 200 sessions, our favorites are always those led by our customers, so I thought I’d kick things off with a recap of a popular breakout panel on ASC 606.

  • 3 Ways To Make Retention Your New Growth Strategy

    Acquire, grow, acquire some more. That’s the mantra for most SaaS and subscription companies today. As an industry, we invest millions to acquire and convert customers. Ad spend is at an all time high, and the world of martech tools is becoming increasingly saturated. With the rise of growth hacking and better customer targeting, the top of the funnel is constantly in focus. But that’s changing.

  • The 5 Elements Of An Award-Winning Channel Marketing Program

    Building a successful channel marketing program that drives a strong return on investment is no easy feat. One of the biggest challenges is the lack of partner marketing skills and resources in the channel. Many partners don’t have the time or the know-how to execute even the best campaigns.

  • Channel Strategy: More Than Just Your Products

    The sale of software products often happens through a channel of resellers. Selling through a channel of resellers, especially resellers that may be larger than you or associated with a major brand, can give your company the scale and your products the credibility that you otherwise could not. Furthermore, it can provide resellers with expertise in certain vertical markets and local expertise outside of your home market.

  • The 6 Elements Of Partner LifeTime Value And What They Mean For Your Business

    As a technology vendor using the Channel for productivity and market reach, have you ever asked, “How do I know if my channel partners are the right ones for my company, the absolute best partners? What should I be doing to strengthen loyalty with my channel partners, loyalty that results in better revenue growth and improvements in end-customer satisfaction? How do I improve technical resource sharing with my channel partners so that we are in close alignment and leverage our critical human assets?”

  • How to Create An Anticipatory Channel Organization

    In this age of exponential growth and innovation, there will always be the disruptor or the disrupted. The difference between the two is those who anticipated the change will disrupt, and those who watched it pass by will be disrupted. Looking to the future has become more important than ever. Using an anticipatory mindset will help you determine which trends and changes you can capitalize on.

  • How To Find, Engage, And Inspire MSPs

    A boatload of partners have made the switch to the Managed Service Provider (MSP) model. They have transformed their one-off break-fix sales model to a full-blown recurring-revenue contract-based services business. Now the MSP is the one that is selling the product. They want to white labeling it and maintain control of the actual end user for the entire relationship. That means getting comfortable with the fact that you may never know who your end customer is.

  • Territory Management Costs Less, Delivers More and Sales Reps Love It

    A reported 65 percent of all sales reps don’t make quota. Sales turnover has never been higher. VC funded B2B companies raise over $100 million yet never find profitability. Cost of sales for a B2B company often exceeds total revenue. B2B tech companies are desperately seeking to get revenue up, costs down and VC’s liquid. CRM, Account Based Marketing, sales personas, selling platforms – personalized SPAM; these are the usual candidates virtually all B2B companies try. Sadly, the results remain the same. Actually, they are getting worse.

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