B2B SaaS – One Business Model, but Three Distinct Sales Motions

June 4, 2021

Why are churn rates in B2B SaaS companies so high, and why is expansion in major accounts so haphazard? For whatever reason, management teams wildly over-invest in their Land strategies while dramatically under-investing in their Expand opportunities, as well as in the support and education efforts required to ensure that customers Renew. Perhaps part of the problem is the lack of suitable models and best practices for managing each of the three corresponding sales motions. I hope this article provides some pointers to help teams redress this chronic imbalance.


RECENT POSTS

Likely Winners & Losers in the Covid Vaccine Tornado

March 30, 2021

It’s a mystery to me why so many B2B SaaS sales teams fall so far short of doing justice to the potential value of their offerings for addressing complex or painful problems. To illustrate just what I mean I have a true story to share – let’s call it the Story of Company A and Company B.

B2B SaaS – Why Sales Teams Fail to Land Larger Deals

February 11, 2021

It’s a mystery to me why so many B2B SaaS sales teams fall so far short of doing justice to the potential value of their offerings for addressing complex or painful problems. To illustrate just what I mean I have a true story to share – let’s call it the Story of Company A and Company B.


Six Imperatives for the Next Normal

December 17, 2020

No one really knows how the Covid crisis is going to end. But following an initial period of retrenchment, most tech management teams today appear to be re-jigging their growth strategy, having seen how some tech companies have benefited from the dramatic flight to working online and increased e-commerce. In collaboration with colleagues at Firebrick Consulting, we produced a “manifesto” describing six strategic imperatives for CEOs and their staffs to consider. Each of us volunteered three critical imperatives. I’ve described my three imperatives in recent articles, and here are Firebrick’s three recommendations...

Segmentation is ‘In’ Again!

November 27, 2020

No one would profess to know exactly how the world economy will look once the Coronavirus pandemic has run its course. But there are already clear indicators of what it takes for tech companies to succeed in the current downturn. Alongside a strong focus on customer business processes broken by Covid and a focus on expanding customer commitments (and wallet share) rather than chasing new logos, segmentation is a key focus for CEOs and management teams that want to achieve growth in spite of the Covid crisis.


BLOG ARCHIVE

All of my previously published blog posts can be viewed in the Blog Archive.