7 Ways to Increase Fall Sales

The pace of business is picking up as the Fall buying season begins – making now the perfect time to get new customers. As you address this near-term opportunity, be sure to consider actions that can pave the way for future, enterprise-scale sales.

Why Trust is Crucial When Selling SaaS Solutions

How many times have you or a sales colleague wondered “Why is this deal taking so long to close?” There are many reasons but we’d like to focus on one that is rarely discussed: The customer doesn’t trust they are getting a fair deal – and maybe they don’t have enough trust in you.

The Challenges with SaaS Revenue Forecasting

Whether yours is a new SaaS business or an established business adding or moving to SaaS, revenue forecasting can be especially challenging. In more traditional pricing models, large amounts of money are paid up front and most of the customer lifetime value is realized in short order. In SaaS, however, it’s very different.

Will Virtualization End Hardware-Based Pricing Metrics?

The virtualization trend is growing and changing the software industry. Research pundits, like Gartner, predict virtualization will quickly affect how customers and vendors think about software pricing and licensing. Is your current pricing model keeping up with industry trends?