SaaS Sales 101 | Mitundu Yabwino Ndi Njira Zomwe Muyenera Kudziwa | 2024 Kuwulura

M'zaka zamakono zamakono, ndi kukula kwachangu kwa makampani a SaaS, mpikisano ndi woopsa, ndipo ziwerengero ndi zazikulu. Ndiye mungapangire bwanji mapulogalamu anu kuti awonekere pamsika wodzaza anthu ambiri ndi zosankha za SaaS zomwe zilipo? Chinsinsi cha kupambana chili mu njira zogulitsa za SaaS.

Mu positi iyi yabulogu, tifufuza dziko la Zogulitsa za SaaS ndikugawana njira zathu zapamwamba zokwaniritsira njira yanu yogulitsa yomwe imayendetsa kukula ndi kupambana.

mwachidule

M'ndandanda wazopezekamo

• mwachidule
• Kodi SaaS Sales ndi Chiyani?
• Mitundu ya 3 ya SaaS Sales Models
  • Chitsanzo Chodzithandizira
  • Transactional Sales Model
  • Enterprise Sales Model
• Njira Zabwino Kwambiri Zogulitsa za 4 SaaS
  • Ganizirani Kwambiri Pamtengo Wapatali
  • Perekani Mayesero Ofunika Kwambiri Aulere
  • Kupereka Wabwino Makasitomala Service
  • Upsell And Cross-Sell
• Zitengera Zapadera 
• FAQs

Malangizo Othandizira Kuchita Bwino

• Mtundu wogulitsa
• Zogulitsa zamakampani
• Upselling ndi kugulitsa mtanda

Kodi SaaS Sales ndi Chiyani?

Kodi SaaS ndi chiyani? 

SaaS imayimira Software-as-a-Service. Ndichitsanzo choperekera mapulogalamu momwe woperekera chipani chachitatu amakhala ndi mapulogalamu ndikuwapangitsa kupezeka kwa makasitomala pa intaneti. Zikutanthauza kuti m'malo mogula ndikuyika mapulogalamu pazida zanu, mutha kugwiritsa ntchito pulogalamuyo kudzera pa msakatuli kapena pulogalamu yam'manja ndikulipira chindapusa chobwereza kwa woperekayo kuti mupeze pulogalamuyo ndi mautumiki ogwirizana nawo.

SaaS yakhala yotchuka kwambiri m'zaka zaposachedwa chifukwa cha zabwino zake zambiri, kuphatikiza kutsika mtengo kwapatsogolo, scalability, kugwiritsa ntchito mosavuta, komanso zosintha zokha. Zitsanzo zina zodziwika bwino za SaaS ndi monga Salesforce, Netflix, Microsoft Office 365, ndi Google Workspace. 

Malinga ndi supplygem.com, kukula kwa msika wapadziko lonse wa SaaS kunali kwamtengo wapatali $237.4 biliyoni mu 2022. Ndipo akuyembekezeredwa kukula mpaka $363.2 biliyoni mu 2025.

Kotero mpikisano pamsika uwu udzakhala woopsa, ndipo malonda ndi moyo wa makampani a SaaS awa.

Kodi SaaS Sales ndi Chiyani? 

Njira yogulitsa zinthu za SaaS kwa makasitomala imadziwika kuti SaaS sales.

Zimasiyana ndi mitundu ina ya malonda chifukwa zimaphatikizapo kugulitsa njira yothetsera mapulogalamu olembetsa osati chinthu chakuthupi kapena ntchito imodzi. Nazi kusiyana kwakukulu:

• Nthawi yayitali yogulitsa: Pulogalamuyi nthawi zambiri imakhala ndalama zambiri kwa kasitomala ndipo imafunikira kuwunikira ndikuwunika musanapange chisankho chogula.

• Chidziwitso: Kuti mugulitse malonda a SaaS mogwira mtima, muyenera kumvetsetsa zaukadaulo wazinthuzo mozama ndikudziwa momwe amathetsera mavuto a kasitomala. Izi zimafunanso kutha kufotokoza zovuta m'mawu osavuta.

• Kupanga Ubale: Kugulitsa kwa SaaS kumaphatikizapo maubwenzi opitilira makasitomala, kotero kumanga ubale wolimba ndi kasitomala ndikofunikira. Izi zimafuna kukulitsa chidaliro ndikupereka chithandizo chokhazikika ndi chithandizo kuti zitsimikizire kukhutira kwamakasitomala.

• Mitengo yotengera kulembetsa: Mosiyana ndi mitundu ina yogulitsa, kugulitsa kwa SaaS kumaphatikizapo kulembetsa kutengera mtundu wamitengo. Zimatanthawuza kuti kasitomala akudzipereka ku ubale wautali ndi wopereka mapulogalamu, kotero muyenera kusonyeza phindu lopitirira la pulogalamuyo ndi momwe zidzapindulire kasitomala pakapita nthawi.

SaaS Sales imafuna chidziwitso chaukadaulo, kugulitsa maupangiri, kumanga ubale, komanso kuleza mtima. Monga wogulitsa, muyenera kumvetsetsa zosowa za kasitomala ndikupereka chithandizo chokhazikika kuti mutsimikizire kukhutira kwamakasitomala ndi kusungidwa.

Mitundu ya 3 ya SaaS Sales Models

Nayi mitundu itatu yodziwika bwino yamitundu yogulitsa ya SaaS:

Chitsanzo Chodzithandizira

Chitsanzo chodzipangira okha ndi mtundu umene makasitomala angalembetse ndikuyamba kugwiritsa ntchito mankhwala popanda kuyanjana ndi wogulitsa. Mtunduwu nthawi zambiri umakhala ndi njira yotsika mtengo yogulitsira, zomwe zimatsatiridwa kudzera m'matchanelo monga malo ochezera a pa Intaneti, makampeni a imelo, kapena kutsatsa kwazinthu. 

Pachitsanzo chodzipangira okha, makasitomala omwe amawaganizira amakhala ang'onoang'ono kapena apakatikati kapena anthu omwe akufunafuna njira yosavuta, yosavuta kugwiritsa ntchito, komanso yotsika mtengo. Chitsanzo chodzipangira chokha ndi choyeneranso pazinthu zotsika mtengo, monga zida zoyendetsera polojekiti, mapulogalamu ochezera a pa Intaneti, kapena zipangizo zopangira pa intaneti. Makasitomala amatha kupeza malonda kwaulere kapena pamtengo wotsika ndipo atha kukwezanso dongosolo lolipidwa pambuyo pake. 

Zitsanzo zamakampani omwe amagwiritsa ntchito mtunduwu ndi Canva, Slack, ndi Trello.

Transactional Sales Model

Chitsanzochi chimafuna kuyanjana kwakukulu ndi chithandizo kuchokera ku gulu la malonda. Ngakhale kuti makasitomala amatha kugula pa intaneti, gulu lamalonda likukhudzidwa kwambiri ndi ntchitoyi, kupereka malangizo ndi kuyankha mafunso.

Makasitomala omwe amawatsata panjira yogulitsa malonda ndi mabizinesi akuluakulu kapena mabungwe. Akuyang'ana yankho lomwe lingagwirizane ndi zosowa zawo zenizeni ndipo amafuna chisamaliro chaumwini kuchokera ku gulu la malonda. Mtunduwu ndi woyenera pazinthu zamtengo wokwera, monga mapulogalamu a Enterprise resource Planning (ERP), mapulogalamu a kasitomala (CRM), kapena zida zodzipangira zokha zotsatsa.

Makampani omwe amagwiritsa ntchito mtunduwu akuphatikiza Zoom, Dropbox, ndi HubSpot.

Enterprise Sales Model

Mtunduwu umagwiritsidwa ntchito ndi makampani a SaaS omwe amapereka zinthu zamtengo wapatali, zovuta, komanso zosinthika zomwe zimafuna njira yolumikizirana yogulitsa. Mtunduwu umakhala ndi nthawi yayitali yogulitsa ndipo umafunikira luso lapamwamba komanso zothandizira kuchokera kugulu lazamalonda. Kuphatikiza apo, imafunikiranso mgwirizano wapamwamba pakati pa gulu lazamalonda ndi madipatimenti ena, monga chithandizo chamakasitomala, chitukuko chazinthu, ndi ntchito zothandizira.

Kugulitsa kwamabizinesi kumalimbana ndi mabungwe akulu ndi mabungwe omwe ali ndi zofunikira zovuta komanso bajeti yayikulu. Makasitomala awa angafunike yankho lokhazikika komanso chithandizo chatsatanetsatane ndi maphunziro.

Zitsanzo zamakampani omwe amagwiritsa ntchito mtunduwu ndi Salesforce, Workday, ndi Adobe.

Njira Zabwino Kwambiri Zogulitsa za 4 SaaS 

Ganizirani Kwambiri Pamtengo Wapatali

Ganizirani za mtengo womwe katundu wanu amabweretsa kwa makasitomala m'malo mongoganizira momwe angagulitsire. Zimatanthawuza kutsindika phindu lomwe limapereka makasitomala omwe angakhale nawo komanso momwe angathetsere mavuto enieni. Izi zikusiyana ndi kungolembapo zinthu zomwe zingawathandize, zomwe sizingafanane ndi omwe angakhale makasitomala ngati sakumvetsa momwe zingawathandizire.

Kuti muyang'ane kwambiri pamtengo, mutha kugwiritsa ntchito njira iyi:

• Dziwani zowawa za omvera anu => Zindikirani zosowa zawo ndi zolimbikitsa => Onani momwe mankhwala anu a SaaS angathetsere vutoli.
• Mwachitsanzo, ngati mankhwala anu a SaaS ndi chida choyendetsera polojekiti, musangolembapo zinthu zake monga kasamalidwe ka ntchito ndi ma chart a Gantt. M'malo mwake, onetsani momwe ingathandizire kugwirizanitsa gulu, kuwonjezera zokolola, ndikuthandizira kupereka mapulojekiti munthawi yake komanso mkati mwa bajeti.

Perekani Mayesero Ofunika Kwambiri Aulere 

Kupereka kuyesa kwaulere kapena chiwonetsero cha malonda anu a SaaS ndi njira yogulitsa yamphamvu yomwe ingathandize makasitomala omwe angakhale nawo kuti adziwonere phindu lomwe amapereka. 

Popatsa makasitomala anu mwayi woyesa malonda anu asanagule, amatha kuwona zomwe zikuchitika ndikumvetsetsa momwe zingathandizire kuthetsa mavuto awo. Zochitika pamanja izi zitha kukhala zokopa kwambiri ndikuthandizira kukulitsa chidaliro ndi chidaliro pamtundu wanu. 

Kuphatikiza apo, kuyesa kwaulere kapena chiwonetsero kumatha kukhala njira yabwino yopangira zitsogozo ndikusintha kukhala makasitomala olipira. 

Kupereka Wabwino Makasitomala Service

Kugulitsa kwa SaaS sikutha ndikugulitsa komweko. Ndikofunika kupitiriza kupereka chithandizo chabwino kwambiri kwa makasitomala ngakhale mutagula pambuyo pake. Kuchita izi kumatha kupanga makasitomala okhulupirika omwe atha kupitiliza kugwiritsa ntchito malonda anu ndikutumizanso kwa ena.

Nawa maupangiri operekera chithandizo chabwino kwambiri kwa makasitomala:

• Lumikizanani ndi ogwiritsa ntchito kuyesa. Pofunsa ogwiritsa ntchito kuyesa malingaliro awo pazamalonda, mutha kudziwa bwino zomwe zikuyenda bwino komanso pomwe pangakhale malo owongolera.
• Khalani omvera komanso munthawi yake poyankha mafunso kapena nkhawa za kasitomala. It kumatanthauza kukhala ndi gulu lodzipereka lothandizira makasitomala lomwe limaphunzitsidwa kuthana ndi nkhani zamakasitomala mwachangu komanso moyenera.
• Khalani aubwenzi, oleza mtima, ndi achifundo pamene mukukambirana ndi makasitomala. Izi zingathandize kumanga chidaliro ndikukhazikitsa ubale wabwino ndi makasitomala omwe angawonjezere kukhulupirika ndi kutumiza.
• Pemphani malingaliro amakasitomala ndikuzigwiritsa ntchito kuti muwongolere malonda anu ndi mautumiki. Pomvera makasitomala anu ndikusintha malinga ndi zomwe ayankha, mutha kuwawonetsa kuti ndinu odzipereka pakupereka chithandizo chabwino kwambiri komanso mtengo wake.

Upsell And Cross-Sell

Kugulitsa ndi kugulitsa mtanda ndi njira ziwiri zomwe zingathandize makampani a SaaS kuwonjezera ndalama kuchokera kwa makasitomala omwe alipo.

Upselling imaphatikizapo kupatsa makasitomala mtundu wapamwamba kwambiri wazinthu zanu zomwe zimaphatikizapo zina kapena magwiridwe antchito. 

• Mwachitsanzo, ngati kasitomala ali pa pulani yanu yoyambira, mutha kuwagulitsa ku pulani yamtengo wapatali yomwe ili ndi zida zapamwamba kwambiri.

Mosiyana ndi zimenezi, kugulitsa zinthu m'njira zosiyanasiyana kumaphatikizapo kupatsa makasitomala zinthu zowonjezera kapena ntchito zomwe zimawonjezera mtengo wa zomwe wagula kale. 

• Mwachitsanzo, ngati kasitomala akulembetsa pulogalamu yanu yoyang'anira polojekiti, mutha kuwagulitsa chida chotsata nthawi chomwe chimaphatikizana ndi pulogalamu yanu.

Kugulitsa ndi kugulitsa malonda kungapangitse mtengo wa malonda aliwonse ndikukuthandizani kuti mukhale ndi ubale wozama ndi makasitomala anu. Komabe, ndikofunikira kukumbukira nthawi ndi njira za njirazi. 

Muyenera kuwonetsetsa kuti zomwe mwapereka zikugwirizana ndi kasitomala ndi zosowa zawo ndikupewa kukhala okakamizika kapena mwamakani pakugulitsa kwanu.

Zitengera Zapadera

Kugulitsa kwa SaaS ndi gawo lomwe limafunikira njira zinazake kuti apambane. Kumvetsetsa mitundu ndi njira zogulitsira za SaaS kungathandize magulu anu ogulitsa kuti agwirizane ndi magawo amakasitomala. 

Chidwi itha kukhalanso chida champhamvu chophunzitsira magulu ogulitsa njira zogulitsira za SaaS. Ndi ulaliki wolumikizana Mawonekedwe ndi zidindo, AhaSlides imatha kuthandiza akatswiri ogulitsa kuti apange zida zophunzitsira zomwe zimakonda kusungidwa ndikuzigwiritsa ntchito. 

Mafunso Ofunsidwa Kawirikawiri

Ref: HubSpot