So you are a B2B SaaS company and looking to grow your revenue outside of the US, looking out across the Atlantic you think let’s expand in Europe, how hard can that be…
A significant number of US-funded B2B SaaS companies have been successful in entering Europe and dominating their sector but not necessarily in every country, so what do you need to know as a B2B SaaS founder?
Starting your own B2B SaaS channel program isn’t easy, to say the least and if you want to get the best result out of your marketing then you first need to make sure that you are in the right mindset to try and tackle all of the things that you need to do.
Take a look below to find out more.
Be Clear & Honest
It doesn’t matter whether you are trying to pitch a program that you have to your own internal team or whether you want to try and engage in a conversation with one of your partners
If you want to create your own SaaS business then there are a few things that you need to think about. After all, starting a business requires a great deal of time, skill and patience. You need all three if you want to be really successful.
If you look at the chart, you will soon see that five years ago, it would make sense to use an elephant as the biggest animal on the chart. The main reason for this is because if you grow consumer software, you may be tempting to use SMB SaaS. Referring to the chart, you will see that there are two bigger animals on the follow up post. The whale is now one of the most deserving animals on there and although there are only a few companies that have an ARPA of $500,000, there are a few companies who have a whale presence.
Nobody knew who Google were quite some time ago. They were a small company but they soon became one of the biggest brands out there. History has shown that they owe a lot of their success and even early growth to channel partnerships. Ironically these include AOL and even Yahoo. Now they make billions for their channel partners.
Rampell, from TrialPay has some great advice for anyone who wants to become successful across the board. Rampell’s philosophy for business selling is that you need to start out with a tight vertical.
In this day and age, industry-accepted practices often end up failing and the main reason for this is because they are designed to attract and engage a huge amount of partner types.
Is your Partner Program not Building Personal Relationships?
If your partner program is not motivating the partners who you work with to give you a percentage of their time then there is a high chance that you are nowhere near as personal as you should be. Partner accounts are services that are staffed by individuals. They are all doing their best to profit and grow the sales for their organisation too.
It may seem daft, to declare a sales process worse, or even overrated but the acquisition of the general purchase order is, as it stands, absolutely meaningless. Revenue is paramount in this day and age, and the act of transacting business with customers may seem to be the most relevant course of action. This is especially the case when you look at the sales cycle.
It should be noted that it doesn’t actually matter who gets the PO from the customer. Customers can always transact with the vendor directly, through a channel partner or even through a marketplace such as AWS.