Selling Services and Software: Margin Reality Check

Although these and other intangible solutions carry healthy margins, close rates are well-below the ideal in the real world.  Be the hero who helps your company reverse this trend, improve your bottom line, and boost commissions and bonuses.

TechAmerica San Diego Marketing & Sales Roundtable is presenting a panel of experts who will help you build a sales management toolkit for such key issues as:

• Understand why product-oriented salespeople often fail when selling intangibles and services
• Discover innovative strategies and programs for selling services and software
• Explore ways to make conceptual sales approaches more tangible and concrete
• Differentiate your offerings to motivate buyer action and to thwart competition
• Develop methods for cross-selling and up-selling services during product-oriented sales cycles
• Learn several sales skills required to be effective in selling software and services

It’s live in San Diego, on Thursday morning, July 21. Registration: REGISTER NOW

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SaaS Market Expansion Strategies: Part4

Hanson Marketing is leading a market expansion project for a SaaS solutions developer. (View Part1 here and Part2 here and Part3 here) We’re seeking international markets across many verticals wherein SaaS is in rapid growth mode, and are focusing our efforts on the Managed Services Provider partner model. But first, it’s roll up the sleeves and create marketing messages that will resonate well with new target customers, and populate a SEO-savvy, re-designed website.   Success stories and industry-specific solution descriptions will form the meat of the new website.

We’re also gauging the viability and influence of our target industry trade associations and analyst groups: namely, those which are in orbit around the world of Managed Services Providers (MSPs)

Finally, the client is bringing aboard an account manager, to cultivate new business from existing revenue from trusted, current partners.  That’s the low-hanging fruit I discussed in

Software Development in China

I read a news release from a software developer today, announcing its relocation of global HQ from Australia to Shanghai. If it’s true that China is not typically viewed as a design innovation center, then what would motivate a company to move its core business functions there?

Try this right now: run a Google query on Software Development in China. See what the top three sponsor link results are.  Mine were:  “Outsourcing China”, “Call Toll Free for Custom Quote”, and “$10 an Hour Easy Outsourcing”.

How does a globally recognized, publicly traded software develop convey its value proposition when it decides to relocate to China?  Seems the company has its eyes on a distant prize, and will probably realize very efficient operating savings… enough to forsake its reputation as one of Australia’s premier technology companies. But what about inferred or implicit product traits: will a Made in China tag be a burden or a compelling brand attribute in the future software world?

Tell me what you think.

SaaS Market Expansion Strategies: Part4

Hanson Marketing is leading a market expansion project for a SaaS solutions developer. (View Part1 here and Part2 here and Part3 here) We’re seeking international markets across many verticals wherein SaaS is in rapid growth mode, and are focusing our efforts on the Managed Services Provider partner model. But first, it’s roll up the sleeves and create marketing messages that will resonate well with new target customers, and populate a SEO-savvy, re-designed website.   Success stories and industry-specific solution descriptions will form the meat of the new website.

We’re also gauging the viability and influence of our target industry trade associations and analyst groups: namely, those which are in orbit around the world of Managed Services Providers (MSPs)

Finally, the client is bringing aboard an account manager, to cultivate new business from existing revenue from trusted, current partners.  That’s the low-hanging fruit I discussed in

 

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)

    SaaS Market Expansion Strategies: Part1

    Hanson Marketing is engaged by a provider of Cloud Computing, SaaS-based software solutions. The company has gained an outstanding client list and its owners have serious industry pedigrees. Facing a leveling off of sales revenue, they approached Hanson Marketing to guide them toward emerging, high-growth market sectors; and to position the company’s leaders as industry experts in such vital topics as Data Privacy and Data Governance. And that’s just Phase One!

    After assessing the company’s message — its media outreach, product positioning, social image and selling cycle — Hanson Marketing evaluated a short list of industry sectors, international expansion markets, and then recommended target list.

    Once we’ve honed the company’s image — building expert-level credentials for its leadership in the vital areas of data privacy and data governance, refreshing its spoken, written and Web messaging — we will hit the airwaves and the road to meet influencers in each of the new market sectors. To come? New revenue in new market sectors… meeting our goal. Stay tuned for more as our project develops.

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