I-SaaS Sales 101 | Amamodeli Angcono Kakhulu Namasu Okufanele Uwazi | 2024 Yembula

Esikhathini samanje sedijithali, ngokukhula okusheshayo kwemboni ye-SaaS, ukuncintisana kunolaka, futhi izigxobo ziphezulu. Ngakho-ke ungayenza kanjani isoftware yakho igqame emakethe ephithizelayo enezinketho eziningi ze-SaaS ezitholakalayo? Isihluthulelo sempumelelo sisemasu asebenzayo e-SaaS okuthengisa.

Kulokhu okuthunyelwe kwebhulogi, sizohlola umhlaba we Ukuthengisa kwe-SaaS futhi wabelane ngamasu ethu aphezulu okuthuthukisa isu lakho lokuthengisa eliqhuba ukukhula nempumelelo.

Uhlolojikelele

Okuqukethwe

• Uhlolojikelele
• Iyini i-SaaS Sales?
• Izinhlobo ezi-3 zamamodeli wokuthengisa we-SaaS
  • Imodeli Yokuzisiza
  • Imodeli Yokuthengisa Yokwenziwayo
  • Imodeli Yokuthengisa Yebhizinisi
• Amasu Angcono Kakhulu Wokuthengisa we-SaaS
  • Gxila Enanini
  • Nikeza Isivivinyo Samahhala Esibalulekile
  • Nikeza ngesevisi enhle kakhulu yamakhasimende
  • I-Upsell And Cross-Sell
• Izitoreji Eziyinhloko 
• Imibuzo Evame Ukubuzwa

Amathiphu Okuhlanganyela Okungcono

• Uhlobo lokuthengisa
• Ukuthengisa kwebhizinisi
• Ukuthengisa nokuthengisa

Iyini i-SaaS Sales?

Iyini i-SaaS? 

I-SaaS imele i-Software-as-a-Service. Kuyimodeli yokulethwa kwesofthiwe lapho umhlinzeki wenkampani yangaphandle asingatha izinhlelo zokusebenza futhi azenze zitholakale kumakhasimende nge-inthanethi. Kusho ukuthi esikhundleni sokuthenga nokufaka isofthiwe kumadivayisi akho, ungakwazi ukufinyelela isofthiwe ngesiphequluli sewebhu noma uhlelo lokusebenza lweselula futhi ukhokhe inkokhelo eqhubekayo kumhlinzeki ukuze uthole isofthiwe nezinsizakalo ezihambisanayo.

I-SaaS isiye yaduma kakhulu eminyakeni yamuva nje ngenxa yezinzuzo zayo eziningi, okuhlanganisa izindleko eziphansi zangaphambili, ukuqina, ukusetshenziswa kalula, nezibuyekezo ezizenzakalelayo. Ezinye izibonelo ezaziwayo ze-SaaS zifaka i-Salesforce, i-Netflix, i-Microsoft Office 365, ne-Google Workspace. 

Ngokusho kwe-supplygem.com, usayizi wemakethe ye-SaaS yomhlaba wonke wawulinganiselwa ku-$237.4 billion ngo-2022. Futhi kubikezelwa ukuthi uzokhula ufinyelele ku-$363.2 billion ngo-2025.

Ngakho-ke ukuncintisana kule makethe kuzoba nzima, futhi ukuthengisa kuyimpilo yalezi zinkampani ze-SaaS.

Iyini i-SaaS Sales? 

Inqubo yokuthengisa imikhiqizo ye-SaaS kumakhasimende yaziwa ngokuthi ukuthengisa kwe-SaaS.

Ihlukile kwezinye izinhlobo zokuthengisa ngoba ifaka ukuthengisa isixazululo sesofthiwe esisuselwe kokubhaliselwe hhayi umkhiqizo ophathekayo noma isevisi yesikhathi esisodwa. Nakhu okuhlukile okubalulekile:

• Umjikelezo wokuthengisa omude: Isofthiwe ivamise ukutshala imali ebaluleke kakhulu kukhasimende futhi idinga ukucatshangelwa nokuhlolwa okwengeziwe ngaphambi kokwenza isinqumo sokuthenga.

• Ulwazi lobuchwepheshe: Ukuze uthengise imikhiqizo ye-SaaS ngempumelelo, udinga ukuqonda izici zobuchwepheshe zomkhiqizo ngokujulile futhi wazi ukuthi zixazulula kanjani izinkinga zekhasimende. Lokhu futhi kudinga ikhono lokuchaza izici eziyinkimbinkimbi ngamagama alula.

• Ukwakhiwa kobudlelwano: Ukuthengisa kwe-SaaS kuhilela ubudlelwano obuqhubekayo bamakhasimende, ngakho ukwakha ubudlelwano obuqinile nekhasimende kubalulekile. Lokhu kudinga ukwakha ukwethenjwa nokuhlinzeka ngosekelo oluqhubekayo nosizo ukuze kuqinisekiswe ukwaneliseka kwamakhasimende.

• Izintengo ezisuselwe kokubhaliselwe: Ngokungafani nezinye izinhlobo zokuthengisa, ukuthengiswa kwe-SaaS kubandakanya imodeli yentengo esuselwe kokubhaliselwe. Kusho ukuthi ikhasimende lizibophezela ebudlelwaneni besikhathi eside nomhlinzeki wesofthiwe, ngakho udinga ukukhombisa inani eliqhubekayo lesofthiwe nokuthi izozuzisa kanjani ikhasimende ngokuhamba kwesikhathi.

I-SaaS Sales idinga ulwazi lobuchwepheshe, ukuthengisa ngokubonisana, ukwakha ubuhlobo, nokubekezela. Njengomthengisi, udinga ukwazi ukuqonda izidingo zekhasimende futhi unikeze ukwesekwa okuqhubekayo ukuze uqinisekise ukwaneliseka nokugcinwa kwamakhasimende.

Izinhlobo ezi-3 zamamodeli wokuthengisa we-SaaS

Nazi izinhlobo ezi-3 ezivame kakhulu zamamodeli okuthengisa we-SaaS:

Imodeli Yokuzisiza

Imodeli yokuzisiza iwuhlobo lapho amakhasimende angabhalisela futhi aqale ukusebenzisa umkhiqizo ngaphandle kokuxhumana nomthengisi. Le modeli ngokuvamile ihilela indlela yokuthengisa ethinta kancane, ngomkhiqizo othuthukiswa ngeziteshi ezifana nenkundla yezokuxhumana, imikhankaso ye-imeyili, noma ukumaketha kokuqukethwe. 

Kumodeli wokuzisiza, amakhasimende okuhlosiwe ngokuvamile angamabhizinisi amancane kuya kwaphakathi nendawo noma abantu abafuna isixazululo esilula, esisebenziseka kalula, nesingabizi kakhulu. Imodeli yokuzisiza iphinde ifanele imikhiqizo enenani eliphansi, njengamathuluzi okuphatha iphrojekthi, isofthiwe yokuphatha imidiya yezokuxhumana, noma amathuluzi okuklama aku-inthanethi. Amakhasimende ngokuvamile angafinyelela umkhiqizo mahhala noma ngentengo ephansi futhi angase akwazi ukuthuthukela ohlelweni olukhokhelwayo ngokuhamba kwesikhathi. 

Izibonelo zezinkampani ezisebenzisa le modeli zifaka i-Canva, i-Slack, ne-Trello.

Imodeli Yokuthengisa Yokwenziwayo

Le modeli idinga izinga eliphezulu lokusebenzelana nokusekelwa okuvela eqenjini labadayisi. Nakuba amakhasimende asengakwazi ukuthenga ku-inthanethi, ithimba labadayisi libandakanyeka kakhulu enqubeni, linikeza imiyalelo futhi liphendula imibuzo.

Amakhasimende okuhlosiwe wemodeli yokuthengisa yohwebo amabhizinisi amakhulu noma izinhlangano. Bafuna isixazululo esingafanelana nezidingo zabo ezithile futhi badinga ukunakwa komuntu siqu okuvela eqenjini labadayisi. Le modeli ifanele imikhiqizo enenani eliphezulu, efana nesofthiwe ye-enterprise resource planning (ERP), isofthiwe yokuphatha ubudlelwano bekhasimende (CRM), noma amathuluzi wokumaketha ezishintshayo.

Izinkampani ezisebenzisa le modeli zifaka i-Zoom, iDropbox, ne-HubSpot.

Imodeli Yokuthengisa Yebhizinisi

Le modeli isetshenziswa izinkampani ze-SaaS ezihlinzeka ngemikhiqizo enenani eliphezulu, eyinkimbinkimbi, futhi eyenziwe ngokwezifiso edinga indlela yokuthengisa yokubonisana. Le modeli inemijikelezo yokuthengisa emide futhi idinga izinga eliphezulu lobuchwepheshe nezinsiza ezivela eqenjini labadayisi. Ngaphezu kwalokho, idinga futhi izinga eliphezulu lokubambisana phakathi kwethimba labadayisi neminye iminyango, njengokwesekwa kwamakhasimende, ukuthuthukiswa komkhiqizo, kanye nezinsizakalo zokuqalisa.

Ukuthengiswa kwebhizinisi kuqondise izinhlangano ezinkulu nezinkampani ezinezidingo eziyinkimbinkimbi kanye nesabelomali esibalulekile. Lawa makhasimende angase adinge isixazululo esenziwe ngokwezifiso nokusekelwa okuningiliziwe nokuqeqeshwa.

Izibonelo zezinkampani ezisebenzisa le modeli zifaka i-Salesforce, i-Workday, ne-Adobe.

Amasu Angcono Kakhulu Wokuthengisa we-SaaS 

Gxila Enanini

Gxila ekutheni umkhiqizo wakho ulethela liphi inani kumakhasimende esikhundleni sokuvele ucabange ukuthi uzowudayisa kanjani. Kusho ukugcizelela izinzuzo ezinikeza amakhasimende angaba khona nokuthi angazixazulula kanjani izinkinga ezithile. Lokhu kuphambene nokuvele kufakwe kuhlu izici zomkhiqizo, okungenzeka zingathintani namakhasimende angaba khona uma engaqondi ukuthi kungabasiza kanjani.

Ukuze ugxile ngokuphumelelayo enanini, ungasebenzisa le nqubo:

• Thola amaphuzu obuhlungu bezithameli zakho ezihlosiwe => Qonda izidingo zabo nezisusa zabo => Thola ukuthi umkhiqizo wakho we-SaaS ungabhekana kanjani nalezo zinkinga.
• Isibonelo, uma umkhiqizo wakho we-SaaS uyithuluzi lokuphatha iphrojekthi, ungavele ubhale izici zawo ezifana nokuphathwa komsebenzi namashadi e-Gantt. Kunalokho, gqamisa ukuthi ingathuthukisa kanjani ukubambisana kweqembu, ikhulise ukukhiqiza, futhi isize ukuletha amaphrojekthi ngesikhathi nangaphakathi kwesabelomali.

Nikeza Isivivinyo Samahhala Esibalulekile 

Ukunikeza isilingo samahhala noma idemo yomkhiqizo wakho we-SaaS kuyindlela yokuthengisa enamandla engasiza amakhasimende angaba khona azibonele ivelu elikunikeza wona mathupha. 

Ngokunikeza amakhasimende akho ithuba lokuzama umkhiqizo wakho ngaphambi kokuthenga, angabona umkhiqizo usebenza futhi aqonde ukuthi ungasiza kanjani ukuxazulula izinkinga zawo. Lokhu okwenziwa ngezandla kungakholisa kakhulu futhi kusize ukwakha ukwethemba nokuzethemba kumkhiqizo wakho. 

Ngaphezu kwalokho, isilingo samahhala noma idemo ingaba yindlela ephumelelayo yokukhiqiza umkhondo futhi iguqule ibe amakhasimende akhokhayo. 

Nikeza ngesevisi enhle kakhulu yamakhasimende

Ukuthengisa kwe-SaaS akupheli ngokuthengisa uqobo. Kubalulekile ukuqhubeka nokunikeza ukwesekwa kwamakhasimende okuhle kakhulu ngisho nangemva kokuthenga ngemva kokuthenga. Ukwenza kanjalo kungakha isisekelo samakhasimende athembekile okungenzeka ukuthi aqhubeke nokusebenzisa umkhiqizo wakho futhi aze awudlulisele nakwabanye.

Nawa amanye amathiphu okunikeza isevisi yamakhasimende enhle kakhulu:

• Hlala uthintana nabasebenzisi besilingo. Ngokubuza abasebenzisi bokuhlola imibono yabo ngomkhiqizo, ungathola imininingwane ebalulekile yokuthi yini esebenza kahle nalapho kungase kube khona isikhala sokuthuthukiswa.
• Phendula futhi ufike ngesikhathi lapho uphendula imibuzo yamakhasimende noma okukukhathazayo. It kusho ukuba nethimba elizinikele lokusekela amakhasimende eliqeqeshelwe ukusingatha izinkinga zamakhasimende ngokushesha nangempumelelo.
• Yiba nobungane, ubekezele, futhi ube nozwela lapho usebenzisana namakhasimende. Lokhu kungasiza ukwakha ukwethembana futhi kusungulwe ubudlelwano obuhle namakhasimende obungakhuphula ukwethembeka nokudluliselwa.
• Cela impendulo yamakhasimende futhi uyisebenzisele ukuthuthukisa umkhiqizo wakho nezinsizakalo ezinikezwayo. Ngokulalela amakhasimende akho futhi wenze izinguquko ngokusekelwe empendulweni yawo, ungawabonisa ukuthi uzibophezele ekunikezeni isevisi engcono kakhulu kanye nenani.

I-Upsell And Cross-Sell

Kuyathengiswa futhi kuyathengiswa amasu amabili angasiza izinkampani ze-SaaS zandise imali engenayo kumakhasimende abo akhona.

Ukuthengisa kuhlanganisa ukunikeza amakhasimende inguqulo yezinga eliphezulu yomkhiqizo wakho ehlanganisa izici ezengeziwe noma ukusebenza. 

• Isibonelo, uma ikhasimende lisohlelweni lwakho oluyisisekelo, ungalidayisela ohlelweni lwe-premium olunezici ezithuthuke kakhulu.

Ngokuphambene, ukuthengisa ngokuhlukile kuhilela ukunikeza amakhasimende imikhiqizo ehambisanayo noma amasevisi athuthukisa inani lokuthenga kwawo okukhona. 

• Isibonelo, uma ikhasimende libhalisela isofthiwe yakho yokuphatha iphrojekthi, ungawathengisa ngokunqamula ithuluzi lokulandelela isikhathi elihlanganisa nesofthiwe yakho.

Kokubili ukuthengisa nokuthengisa ngokweqile kungakhuphula inani lendali ngayinye futhi kukusize wakhe ubudlelwano obujulile namakhasimende akho. Kodwa-ke, kubalulekile ukunaka isikhathi nendlela yokubhekana nalezi zindlela. 

Kufanele uqinisekise ukuthi okunikezwayo kwakho kuhambisana nekhasimende kanye nezidingo zalo futhi ugweme ukuphoqa kakhulu noma ukuba nolaka endleleni yakho yokuthengisa.

Izitoreji Eziyinhloko

Ukuthengisa kwe-SaaS kuyinkambu edinga isethi ethile yamasu ukuze iphumelele. Ukuqonda amamodeli nezindlela zokuthengisa ze-SaaS kungasiza amathimba akho okuthengisa afanele indlela yawo yamasegimenti wamakhasimende. 

I-AhaSlides futhi kungaba yithuluzi elinamandla lokuqeqesha amaqembu okuthengisa kumasu okuthengisa e-SaaS asebenzayo. Ngesethulo esisebenzisanayo izici futhi izifanekiso, I-AhaSlides ingasiza ochwepheshe bezokuthengisa ukuthi bakhe izinto zokuqeqesha ezibandakanyayo nezifundisayo okungenzeka ukuthi zigcinwe futhi zisetshenziswe lapho kwenziwa. 

imibuzo ejwayelekile ukubuzwa

Ref: I-Hubspot