SaaS Sales 101 | Akanakisa Mamodeli uye Matekiniki Aunoda Kuziva | 2024 Ratidza

Muzera ranhasi redhijitari, nekukurumidza kukura kweiyo SaaS indasitiri, kukwikwidza kunotyisa, uye matanda akakwira. Saka maitiro ekuita kuti software yako ioneke mumusika wakazara nevanhu vakawanda SaaS sarudzo dziripo? Kiyi yekubudirira iri mune inoshanda SaaS nzira dzekutengesa.

Mune ino blog post, isu tichaongorora nyika ye SaaS Sales uye tigovane edu epamusoro matekiniki ekugadzirisa yako yekutengesa nzira inotyaira kukura uye kubudirira.

tsananguro

Zviri Mukati

• tsananguro
• Chii chinonzi SaaS Sales?
• 3 Mhando dzeSaaS Sales Models
  • Self-Service Model
  • Transactional Sales Model
  • Enterprise Sales Model
• Yakanakisa 4 SaaS Sales Techniques
  • Nangidzira Pakukosha
  • Ipa Muyedzo Unokosha Wemahara
  • Ipa Kwakanaka Kwazvo Vatengi Sevhisi
  • Upsell uye Muchinjika-Sell
• Zvitsva Zvitsva 
• FAQs

Mazano eKuroorana Zvirinani

• Mhando yekutengesa
• Enterprise sales
• Upselling uye cross selling

Chii chinonzi SaaS Sales?

Chii chinonzi SaaS? 

SaaS inomirira Software-as-a-Service. Iyo modhi yekuendesa software umo wechitatu-bato mupi anotambira zvikumbiro uye anoita kuti zviwanikwe kune vatengi paInternet. Zvinoreva kuti panzvimbo yekutenga nekuisa software pamidziyo yako, unogona kuwana software kuburikidza newebhu browser kana nharembozha uye wobhadhara muripo unodzokororwa kumupi wekuwana software nemasevhisi anoenderana.

SaaS yave kuwedzera mukurumbira mumakore achangopfuura nekuda kwemabhenefiti ayo akawanda, anosanganisira kuderera kwemitengo yepamberi, scalability, nyore kushandisa, uye otomatiki zvigadziriso. Mimwe mienzaniso inozivikanwa yeSaaS inosanganisira Salesforce, Netflix, Microsoft Office 365, uye Google Workspace. 

Sekureva kwe supplygem.com, saizi yemusika wepasi rose weSaaS wakakosheswa pamadhora 237.4 bhiriyoni muna 2022. Uye inofungidzirwa kukura kusvika paUS $ 363.2 bhiriyoni muna 2025.

Saka kukwikwidza mumusika uyu kuchave kunotyisa, uye kutengesa ndiko hupenyu hwemakambani eSaaS aya.

Chii chinonzi SaaS Sales? 

Maitiro ekutengesa SaaS zvigadzirwa kune vatengi inozivikanwa seSaaS kutengesa.

Iyo inosiyana nemamwe marudzi ekutengesa nekuti inosanganisira kutengesa kunyoreswa-kwakavakirwa software mhinduro uye kwete chigadzirwa chemuviri kana sevhisi yenguva imwe chete. Heano mimwe misiyano yakakosha:

• Kureba kwekutengesa kutenderera: Iyo software inowanzova yakakosha mari kune mutengi uye inoda kutariswa zvakanyanya uye kuongororwa usati waita sarudzo yekutenga.

• Ruzivo rwehunyanzvi: Kuti utengese zvigadzirwa zveSaaS zvine mutsindo, unofanirwa kunzwisisa hunyanzvi hwechigadzirwa zvakanyanya uye kuziva kuti vanogadzirisa sei matambudziko emutengi. Izvi zvinodawo kugona kutsanangura maficha akaoma nemashoko ari nyore.

• Kuvaka hukama: Kutengeswa kweSaaS kunosanganisira kuenderera mberi kwehukama hwevatengi, saka kuvaka hukama hwakasimba nemutengi kwakakosha. Izvi zvinoda kuvaka kuvimba uye kupa rubatsiro runoenderera mberi nerubatsiro rwekuona kugutsikana kwevatengi.

• Mutengo unoenderana nekunyoreswa: Kusiyana nemamwe marudzi ekutengesa, SaaS kutengesa kunosanganisira kunyoreswa-kwakavakirwa mutengo modhi. Zvinoreva kuti mutengi ari kuzvipira kuhukama hwenguva refu nemupi wesoftware, saka iwe unofanirwa kuratidza kukosha kwaienderera mberi kwesoftware uye kuti ichabatsira sei mutengi mukufamba kwenguva.

SaaS Sales inoda ruzivo rwehunyanzvi, kutaurirana kutengesa, kuvaka hukama, uye moyo murefu. Semutengesi, unofanirwa kukwanisa kunzwisisa zvinodiwa nemutengi uye kupa rubatsiro runoenderera mberi kuti uve nechokwadi chekugutsikana kwevatengi nekuchengetedza.

3 Mhando dzeSaaS Sales Models

Heano akanyanya 3 marudzi akajairika emhando dzekutengesa dzeSaaS:

Self-Service Model

Iko-self-service model imhando iyo vatengi vanogona kunyora uye kutanga kushandisa chigadzirwa pasina kushamwaridzana nemutengesi. Iyi modhi inowanzo sanganisira yakaderera-inobata nzira yekutengesa, nechigadzirwa chinosimudzirwa kuburikidza nematanho akadai sesocial media, email danidziro, kana kushambadzira zvemukati. 

Kune yekuzvishandira modhi, vatengi vanonangwa vanowanzove madiki kusvika epakati mabhizinesi mabhizinesi kana vanhu vari kutsvaga yakapusa, iri nyore kushandisa, inodhura-inoshanda mhinduro. Iyo yekuzvishandira modhi inokodzerawo zvigadzirwa zvine mutengo wakaderera, senge maturusi ekugadzirisa mapurojekiti, social media management software, kana online dhizaini maturusi. Vatengi vanogona kazhinji kuwana chigadzirwa mahara kana nemutengo wakaderera uye vanogona kukwanisa kukwidziridza kuchirongwa chakabhadharwa gare gare. 

Mienzaniso yemakambani anoshandisa modhi iyi anosanganisira Canva, Slack, uye Trello.

Transactional Sales Model

Iyi modhi inoda mwero wepamusoro wekudyidzana uye kutsigirwa kubva kuboka rekutengesa. Nepo vatengi vachigona kutenga online, timu yekutengesa inobatanidzwa zvakanyanya mukuita, ichipa mirairo uye kupindura mibvunzo.

Vatengi vanonangwa veiyo transactional sales modhi mabhizinesi makuru kana masangano. Ivo vari kutsvaga mhinduro inogona kugadziridzwa kune yavo chaiyo yavanoda uye inoda kutariswa kwemunhu kubva kuboka rekutengesa. Iyi modhi inokodzera zvigadzirwa nemutengo wepamusoro, senge enterprise resource planning (ERP) software, customer relationship management (CRM) software, kana marketing automation tools.

Makambani anoshandisa modhi iyi anosanganisira Zoom, Dropbox, uye HubSpot.

Enterprise Sales Model

Iyi modhi inoshandiswa nemakambani eSaaS anopa huwandu hwepamusoro, hwakaoma, uye zvigadzirwa zvinogoneka zvinoda imwe nzira yekubvunzana yekutengesa. Iyi modhi ine nguva refu yekutengesa uye inoda hunyanzvi hwepamusoro uye zviwanikwa kubva kuboka rekutengesa. Pamusoro pezvo, inodawo mwero wepamusoro wekubatana pakati pechikwata chekutengesa nemamwe madhipatimendi, akadai serutsigiro rwevatengi, kusimudzira chigadzirwa, uye masevhisi ekuita.

Kutengeswa kwebhizinesi kunonangana nemasangano makuru nemakambani ane zvinodiwa zvakaoma uye bhajeti rakakosha. Vatengi ava vangangoda mhinduro yakasarudzika uye rutsigiro rwakadzama uye kudzidziswa.

Mienzaniso yemakambani anoshandisa modhi iyi anosanganisira Salesforce, Workday, uye Adobe.

Yakanakisa 4 SaaS Sales Techniques 

Nangidzira Pakukosha

Tarisa pane kukosha kwechigadzirwa chako chinounzwa kune vatengi pane kungofunga nzira yekuchitengesa. Zvinoreva kusimbisa mabhenefiti ayo anopa vangangove vatengi uye kuti ingagadzirisa sei matambudziko chaiwo. Izvi zvakasiyana nekungonyora zvimiro zvechigadzirwa, izvo zvingasaenderana nevatengi vangangove vatengi kana vasinganzwisise kuti zvingavabatsira sei.

Kuti unyatso kutarisa kukosha, unogona kushandisa maitiro aya:

• Ziva zvinorwadza zvevateereri vako => Nzwisisa zvavanoda uye zvinokurudzira => Ratidza kuti SaaS yako chigadzirwa chinogona kugadzirisa sei nyaya idzodzo.
• Semuenzaniso, kana yako SaaS chigadzirwa chiri purojekiti manejimendi chishandiso, usangonyora maficha ayo akadai sebasa manejimendi uye Gantt machati. Pane kudaro, simbisa maitiro ainogona kuvandudza kubatana kwechikwata, kuwedzera kugadzirwa, uye kubatsira kuendesa mapurojekiti nenguva uye mukati mebhajeti.

Ipa Muyedzo Unokosha Wemahara 

Kupa yemahara kuyedzwa kana demo yechigadzirwa chako cheSaaS inzira ine simba yekutengesa iyo inogona kubatsira vangangove vatengi kuona kukosha kwainopa ivo pachavo. 

Nekupa vatengi vako mukana wekuyedza chigadzirwa chako usati watenga, vanogona kuona chigadzirwa chiri kuita uye kunzwisisa kuti chingabatsire sei kugadzirisa matambudziko avo. Ichi chiitiko-pamaoko chinogona kunyengetedza zvakanyanya uye chinobatsira kuvaka kuvimba uye kuvimba mumhando yako. 

Pamusoro pezvo, muyedzo wemahara kana demo inogona kuve nzira inoshanda yekugadzira inotungamira uye kuvashandura kuva vanobhadhara vatengi. 

Ipa Kwakanaka Kwazvo Vatengi Sevhisi

SaaS kutengesa hakuperi nekutengesa pachako. Izvo zvakakosha kuti urambe uchipa yakanakisa rutsigiro rwevatengi kunyangwe mushure mekutenga-shure. Kuita izvi kunogona kuvaka hwaro hwevatengi hwakavimbika hunozonyanya kuenderera mberi nekushandisa chigadzirwa chako uye kutochiendesa kune vamwe.

Heano mamwe matipi ekupa yakanakisa basa revatengi:

• Ramba uchikurukura nevashandisi vekuedza. Nekubvunza vashandisi veyedzo pfungwa dzavo pamusoro pechigadzirwa, unogona kuwana ruzivo rwakakosha pane zviri kushanda nemazvo uye panogona kunge paine nzvimbo yekuvandudza.
• Iva anopindura uye nenguva paunenge uchigadzirisa kubvunza kwevatengi kana zvinonetsa. It zvinoreva kuva nechikwata chetsigiro chevatengi chakazvitsaurira chakadzidziswa kubata nyaya dzevatengi nekukurumidza uye nemazvo.
• Iva neushamwari, moyo murefu, uye tsitsi paunenge uchidyidzana nevatengi. Izvi zvinogona kubatsira kuvaka kuvimba uye kutanga hukama hwakanaka nevatengi hunogona kuwedzera kuvimbika uye kutumira.
• Kumbira mhinduro yemutengi uye uishandise kuvandudza chigadzirwa chako uye sevhisi zvinopihwa. Nekuteerera kune vatengi vako uye nekuita shanduko zvichienderana nemhinduro yavo, unogona kuvaratidza kuti wakazvipira kupa yakanakisa sevhisi uye kukosha.

Upsell uye Muchinjika-Sell

Kutengesa uye kutengesa muchinjiko ndiwo maitiro maviri anogona kubatsira makambani eSaaS kuwedzera mari kubva kune yavo iripo vatengi.

Upselling inosanganisira kupa vatengi vhezheni yepamusoro yechigadzirwa chako iyo inosanganisira mamwe maficha kana kushanda. 

• Semuenzaniso, kana mutengi ari pachirongwa chako chekutanga, unogona kuvatengesa kune premium chirongwa chine zvimwe zvepamberi.

Sezvineiwo, kutengesa-kupfuura kunosanganisira kupa vatengi zvigadzirwa zvekuwedzera kana masevhisi anowedzera kukosha kwekutenga kwavo kwagara kuripo. 

• Semuenzaniso, kana mutengi akanyorera kune yako purojekiti manejimendi software, unogona kuyambuka-kuvatengesera chishandiso chenguva-yekutevera chinosanganisa nesoftware yako.

Zvose kutengesa uye kutengesa-muchinjika zvinogona kuwedzera kukosha kwekutengesa kwega kwega uye kukubatsira iwe kuvaka hukama hwakadzama nevatengi vako. Nekudaro, zvakakosha kuti utarise nguva uye maitiro kune aya matekiniki. 

Iwe unofanirwa kuve nechokwadi chekuti zvaunopihwa zvinoenderana nemutengi uye zvavanoda uye kudzivirira kunyanyisa kana hutsinye munzira yako yekutengesa.

Zvitsva Zvitsva

SaaS kutengesa imunda inoda imwe seti yemaitiro ekubudirira. Kunzwisisa akasiyana maSaaS emhando dzekutengesa uye matekiniki anogona kubatsira zvikwata zvako zvekutengesa kugadzirisa maitiro avo kune zvikamu zvevatengi. 

Vampire inogona zvakare kuve chishandiso chine simba chekudzidzisa zvikwata zvekutengesa pane inoshanda SaaS nzira dzekutengesa. Nemharidzo inopindirana zvinhu uye templates, AhaSlides inogona kubatsira nyanzvi dzekutengesa kugadzira zvinobata uye zvinodzidzisa zvekudzidzisa izvo zvinonyanya kuchengetwa uye kushandiswa mukuita. 

Mibvunzo Inonyanya Kubvunzwa

Ref: Hubspot