Despite the increased adoption of the “as-a-service” business model, tech sales team struggle to close significant enterprise Saas deals, often causing companies to miss their numbers. The reasons vary but many companies fail to live up to the different demands of serving corporate customers.
In selling to business customers virtually every SaaS/XaaS company claims to be pursuing a land and expand strategy, to make their subscription and/or consumption business model generate the growth and profits that their investors and executives are expecting. Some companies are already demonstrating emerging best practices in this area though most startups and fast-growing companies still struggle to make their “strategy” pay off. Why is it such a struggle, and what can they do to crack the code?