B2B SaaS: How To Develop The Marketing Strategy For It? 

The SaaS and regular software sales are not the same.

That is, in a SaaS sales, the business promotes the cloud-based software to other businesses, so that they subscribe to the service. 

Now, unlike a regular sale, there is no product or software sold to the customer once. Rather, SaaS sales focus on closing subscription deals. So, it is mainly done between B2B. 

Moreover, the SaaS has become the heart of the B2B Sales.

That is, its flexibility, market entry, and consistent revenue make the sales cycle beneficial for both the buyer and the seller businesses. 

But the real question is— “How to develop a B2B SaaS sales model?” 

Well, no need to look any further, I have got the perfect guide for you. In this blog, I will delve into the diverse aspects of SaaS marketing by highlighting— 

• Its key differences from other sales, 

• How the sales process works, 

• How to create the sales model, key metrics to measure, and more. 

Stay tuned! 

What Is B2B SaaS? 

First things first, SaaS stands for software as a service. So, in the B2B sales context, it refers to the marketing and selling of the software service to another business. 

That is, the provider of SaaS manages the programs and the functionalities of the software. Whereas the receiver pays a subscription price to use its features. 

For instance, in a cloud-based software service, the seller business provides the features, functions, and platform to use the software. 

And, the receiver business subscribes to the services. So, they pay monthly or annually for availing the services of the software business. 

How SaaS Sales Differ From Other Sales? 

Unlike regular sales, SaaS sales are quite complex. For instance, in a regular sale, the business sells the product to the customer. And, the one-time purchase is recorded in the system. 

But in SaaS sales, another business or customer subscribes to the software service. That is, the team first generates leads, demonstrates the software, and finally closes the deals. 

Now, this is not a one-time purchase. That is, the other businesses are subscribed to the service. So, either monthly or annually, the service sale will be billed and recorded. 

How Does The B2B Sales Process Work? 

Now, to employ a proper model to improve the SaaS sales in a B2B market, knowing the basics of the process is important. So, here is a breakdown of the sales process— 

1. Lead Generation 

Firstly, the team members need to generate leads by encouraging buyers to try the B2B SaaS product. So, they can turn into potential customers for the software service. 

2. Outbound Prospecting 

Then, the prospects for the software service are contacted. Now, this can be done directly through cold calls, outbound emails, or social media DMs. 

3. Sales Qualification 

After that, the receiving business is evaluated to check if it fits into the criteria mentioned in the company’s ICP. So, businesses can convert them into potential customers. 

4. Sales Demo 

Then, the sales demo revolves around the process of presenting the live sales demo to the prospects to let them know the features, usage, and troubleshooting mechanisms. 

So, the leads realize the potential of the software for solving their company’s issues. Making it easier to finalize the deals and sell the service subscriptions. 

5. Negotiating And Closing 

Finally, the businesses negotiate the terms, payments, and feature availability with the other businesses. So, both businesses can make a profit. 

Then, once the negotiation is in place, the deal is finalized and closed. So, the receiving businesses agree to the subscription model and purchase the software’s service. 

How To Develop A B2B SaaS Sales Model? 

Now, choosing the right B2B SaaS sales model is the key to a successful sales strategy. So, here are the three major types of SaaS sales models— 

1. Self-Service Model 

Firstly, this is best suited for small to medium-sized businesses. That is, it provides free trials to potential leads to try out the software services before subscribing to them. 

So, it saves expenses on hiring a separate team to pitch the features and pricing to other businesses. Making it a self-promoting SaaS sales strategy. 

2. Transactional Sales Model 

Unlike the self-service model, the transactional model is more common for its scalability. That is, it invests in large sales teams to personalize the selling pitch. 

So, the business contacts small and medium businesses to encourage them to become a part of the tiered pricing model. Ensuring that the potential leads can be converted into customers. 

3. Enterprise Sales Model 

Finally, the enterprise model is designed for SaaS enterprises to customize and support the sales strategy. So, it includes massive investments for smoothly running the SaaS sales funnel. 

Moreover, this focuses on building stronger customer relationships.

So, there can be an increase in the number of contracts signed by the team, invoices generated, and a streamlined selling process. 

Key Metrics To Measure B2B SaaS Sales Strategy 

Since a SaaS sales cycle is different from a traditional sales cycle, its key metrics are also different. So, here are the common metrics to measure the SaaS Sales Strategy— 

• Recurring Revenue — The monthly or annually collected revenue from subscriptions to the software services. 

• Customer Acquisition Cost — Moreover, the price of finding and retaining the leads for the software services. 

• Customer Lifetime Value — It considers the value of customer loyalty and willingness to recommend the product to other potential clients. 

• Churn Rate — Additionally, this metric measures the total number of customers and revenue lost over a specific period of time. 

• Lead Quality (SQLs and PQLs) — Finally, the quality of the leads interacting with the trial version of the software. This highlights the conversion rate for the service. 

In the B2B market, SaaS sales follow more than a simple selling strategy. They need something concrete and strategic to ensure leads turn into customers easily. 

And, with this guide, businesses can build their own B2B SaaS marketing strategies to sell the services to the right customers at the right time! 

FAQs 

Here, I have brought you a complete set of all the important frequently asked questions on B2B SaaS sales strategy.