advice on rapid growth and enterprise sales success
Post on 22-Oct-2014
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DESCRIPTION
Mark O’Connell is the President and CEO of SAVO, a fast-growth enterprise SaaS company and a strategic alliance partner of Richardson. SAVO’s technology solutions improve productivity and performance of sales organizations and salespeople. Mark has led SAVO since the fall of 2010. He graciously shares his perspective on growing a company that ranked among Deloitte’s 2013 Fast 500™ list of fastest-growing companies in North America.TRANSCRIPT
© 2014 Richardson. All Rights Reserved.
© 2014 Richardson. All Rights Reserved.2
The Cloud
• Clients don’t want to divert resources to managing complex, custom software and infrastructure
• Security and bug fixes are handled for you
• Cloud-based software is highly sophisticated
• Cost of ownership is relatively low
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SaaS Software
• The typical buyer for SaaS software leads a particular line of business — for example, a CFO or CMO, whereas with on-premise software, sales reps were working with the CIO or an IT manager.
• SaaS salespeople are, and need to be, more attuned to industry pains affecting a client’s business rather than focusing on technology expertise.
• On-premise software typically requires a large upfront payment and is treated as a capital expense. SaaS typically requires a much smaller upfront payment and is treated as an operating expense.
• On-premise software salespeople lived and died by an ability to land big deals, and, at times, this led to behavior that wasn’t fully aligned with the customers’ best interests.
• SaaS customers have the ability to start small, demonstrate ROI, and scale up when ready.
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• Always listen to your customers.• Agility and taking risks• Put a lot of focus on hiring great people
that fit your culture and aligning yourself with great partners that complement your value proposition.
Advice for Cloud CEOS
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The Cloud
The next 10 years will see the vast majority of
software in the world moving to a secure cloud.
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