번역 위젯 여러 언어로이 블로그의 영어 버전의 번역을 촉진 하기 위하여 당신의 편의 위해 제공 됩니다.. 이 자동된 번역 기능을 활용 하려는 경우, 자동된 번역 원래 영어 버전 간의 편차가 있을 수 있습니다 이해 하시기 바랍니다. IBM 같은 자동된 번역 편차에 대 한 책임을 지지 않습니다 및 번역된 버전 제공 "그대로" 어떠한 종류의 보증 없이.
당신의 SaaS는 판매 전략을 계획
Welcome to the third blog in our IBM Analytics SaaS Success Series.
As your business begins or continues making the transition to selling software as a service (SaaS) 솔루션, how you compensate your sales team will change. Nowadays, customers are doing their own research online and getting recommendations from peers on social media. In our increasingly digital world, face-to-face selling and exchanging business cards is becoming less prevalent. This means your sales staff, approach and compensation models will also need to evolve.
In traditional transactional businesses, a strong driver in compensation for the sales team has been a large upfront payment. 지금, in many cases highly productive SaaS sellers are the ones who don’t have a preconceived notion of how commissions should be structured. As you begin shifting gears to build your annuity stream around recurring revenue in SaaS, compensation systems will need to be reevaluated. Many common SaaS compensation systems resemble those historically found in the insurance and financial product sales businesses.
Designing compensation structures in the SaaS recurring revenue business will require you to know different and in some cases new terms such as load, charge-back, contract extension, churn rate, maintenance fee and flat commission. 또한, there are new systems to help account for and pay sales team members on these new metrics.
It is becoming clear that new drivers for SaaS sales behavior are emerging. Here are a few key sales questions that you may need to answer for your organization:
- 기존 영업 인력이 지급되는 새로운 방법에 응답 할 것입니다?
- 새 영업 인력이 필요한 경우, 그들은 누가 될 것?
- 어디 새로운 판매 힘에서 올 것이다? 그들은 당신을 비용 얼마나?
- What will you compensate them on: net-new ACV, contract extensions, 등등입니다.?
IBM 글로벌 파이 낸 싱 (IGF) is available for SaaS and can help make the journey to the cloud possible by making payments easier for clients.
Learn about land, nurture and expand IBM SaaS Reseller Incentive offerings and reap the benefits of building recurring revenue in SaaS.
Our next blog will focus on marketing strategy and ensuring you get your business’s lead-generation engine running effectively. 어떤 항목이있는 경우 당신은 우리의 시리즈에서 해결하기를 원하는 아래에 의견을 주시기 바랍니다.
르네 Fleuranges - 발데스
WW SaaS는 채널 영업 / 사업 개발 Exec에서, IBM 웹 로그 분석
View all Analytics SaaS Success Series blogs here.