Please enable JavaScript.
Coggle requires JavaScript to display documents.
Software Buying (Position of strength (No-one is buying until they're…
Software Buying
Position of strength
Sales pipeline frozen
Approvals gone up the seniority scale
No-one is buying until they're confident of their revenue
This is a vicious cycle for small SaaS firms
Have honest conversations - deal the pain if required
Why Now?
Why would the buy?
What's the value to them
Look at Industry, Company, and Champion/Lead are going through
Prospect may have more bandwidth but less money
Planning for uncertainty
Month to month
Plan for layoffs
Is this product essential?
Opt-in sales
Vendors being flexible
Being upfront and leading with data-driven discounts
e.g. free months
Seeing that pro features aren't being used
aligning price with usage
What's the impact of a vendor failing?