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If you want to sell SaaS, you need to create “new value”

Here’s a harsh truth: your awesome SaaS product isn’t gonna sell itself.

Just because you’ve built a brilliant solution and landed a Fortune 500 client doesn’t mean you’ll start printing money.

Most start-ups realize that maintaining an upwards trend at scale—including upselling, cross-selling, retaining, or selling in different markets—requires something more.

You won’t get this by “buying a couple of search ads words or mouthpiecing a company message,” as Mark Cranney writes in his article. Instead, your SaaS needs to create a new value.

Mark uses a personal example from his early career, back when he was selling data center automation solutions to enterprise companies.

Normally, the sales reps ran into walls because enterprise companies didn’t have a budget for data center automation. Makes sense… it’s kinda hard to find budgets if there’s no market!

Mark learned they needed to prove their SaaS offered a different and effective way to do business. He lists three questions you need to answer to sell big:

1 – Why should your customer do anything? First, pinpoint the strategic initiatives of each company, as these will always be funded. Then you can define unique value propositions.

For example, a corporate macro-goal might be 15% annual growth. One of the ways IT can do that is through labor virtualization and off-shoring solutions. Can your SaaS contribute to that?

2 – Why should they choose your solution over competitor’s? If you can determine and meet the necessary criteria, you’ll build a wall competitors have to climb over just to compete.

3 – Why now vs. investing in another area? Once you validate your product and shrug off competition, it’s time to bring the numbers to the table.

You need to display forecast charts, stats, ROI, and practical examples of how and why your SaaS will make your clients’ lives easier by using your SaaS.

Get these right, and you’re ready to sell. So grab your charts and presentations, identify your ideal enterprise clients, and start finding ways to fill the gaps your customers aren’t even aware of!

Read more: If SaaS Products Sell Themselves, Why Do We Need Sales?