Recent Engagements
SaaS Marketing Strategy Advisors has helped companies at each step in the process of acquiring and retaining customers for their SaaS solution.
Launch a new SaaS solution
We worked with a client to successfully launch a new solution, developing a compelling value proposition, establishing a simplified pricing structure, and putting in place a cost-effective customer acquisition machine. Using newsletters, new web content, an expanded referral program and other sales tools, the company is cost-effectively marketing into a high-opportunity market.
Tell a more compelling value story
We worked with a company struggling to crisply articulate the value of its solution. We conducted research to help them understand the most pressing challenges faced by prospective customers in that market. The end result was a compelling value proposition that clearly explained to the new target audience what the company offered and why customers should buy it. This value proposition has been used to develop a more effective web site, presentations and outbound marketing campaigns.
Convert prospects into customers
SaaS Marketing Strategy Advisors worked with a company to nurture existing prospects and move them toward actually purchasing the product. We produced a series of product highlights to be delivered automatically to each prospect over a period of time as they considered a purchase. The result: The company has been able to close more business without adding significantly more sales resources.
Deliver more effective sales tools
We assessed a company's full array of sales support material in order to eliminate redundancy, fill gaps, and ensure consistency. The result is a more productive use of marketing resources and a sales force better equipped to present to prospective customers and close more business.
Accelerate the sales process
We helped a company to cut time out of the contracting process, providing guidance on contract terms and conditions that are appropriate to the SaaS business model. As a result, the company activates customers more quickly and accelerates cash flow.
Target resources toward high-opportunity prospects
SaaS Marketing Strategy Advisors worked with a company to target a select group of prospects within a particular industry. We developed a full set of compelling material designed to grab the executive's attention and motivate them to act.
Demo solutions less expensively
SaaS Marketing Strategy Advisors worked with a company to demonstrate their SaaS solution without requiring a sales engineer. A high-quality flash presentation showed the solution's value and how easy it is to use. With the demo posted on its website, the company has successfully reached more prospects and qualified them more fully, without requiring additional sales support resources.
Enable ISV partners to sell more effectively
We worked with a SaaS platform provider to build a more effective community of ISV partners. We delivered a series of workshops to educate the ISVs on the essentials of SaaS marketing. These enabled the partners to be more successful, pulling through more platform licenses and attracting additional solutions.
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SaaS Marketing Strategy Advisors have engaged with Progress on a number of new initiatives - a webinar series, a contract guidebook, and a podcast - that are helping Progress to educate our SaaS partners and make them more successful. Peter's presentations are engaging and his advice is practical, leaving the audience with ideas they can act on.
Joan Groleau
Worldwide Partner Marketing
Progress Software
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