SaaS Market Expansion Strategies: Part2

Hanson Marketing’s latest project – finding new markets for a provider of SaaS-based data management solutions – has entered phase two, wherein we have selected Managed Service Providers (MSPs) as the optimal new customer profile. In the global MSP sector, we view highest revenue growth potential, and most opportunity to extend the company’s credentials as subject matter expert on the crucial issue of data governance in the Cloud.

MSPs are target customers themselves, as are their clients; and many have developed industry-specific expertise (i.e., healthcare, financial, research) They’ll be interested to know about our client’s proven success in these and other sectors.

Up next?

  • Product Positioning – relate the existing product line’s robust performance in the Cloud, through data sheets and white papers that are driven by customer testimonials
  • Public relations – extending the reach of the client’s deep industry experience and early entry into Cloud-based data management solutions. Speaking engagements, guest editorials, sponsorship at MSP industry gatherings
  • Web Assets – Formation of a new web presence, via a new site that will co-exist alongside the company’s existing, product-centric website. Here, we introduce three elements vital to any successful website: focused URLs and page descriptors, customer-driven success stories by sector, and SEO-friendly words that win the attention of decision makers in the global MSP sector
  • International expansion – defining a short list of 3-4 new international territories, in which there are well-established MSPs and relatively few obstacles to entry by a foreign provider. As a US-based software developer, our client has a strong advantage in any international market they choose to enter.
  • Stay tuned as we delve into these and other market-building elements, in our quest to successfully re-position our client in as an expert solutions provider for MSPs, worldwide. (View Part1 here)

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