How to Sell SaaS

Russell Harty |

September 10, 2013

Software as a Service

Within the world of payments, technology has always played a key role. From enterprise point-of-sale (POS) systems to credit card processing services for merchants of any size or business type, technology sits at the core of connectivity and overall (product and/or service) value. Today, technology continues to drive vast change and evolution in the payments industry, with mobile options ranging from payments to commerce to mobilePOS flooding the marketplace. 

In POS, there are also numerous new and existing software developers introducing cost-effective systems, developed for tablets and offering new solutions to merchants that historically could not afford to invest in POS. Interestingly, the vast majority of these new tablet based POS systems are being offered as SaaS (software as a service) solutions as opposed to traditional enterprise POS. 

As ISVs, value-added resellers (VARs) and independent sales agents embark on selling these new solutions, it’s important to keep in mind a few tips on how to effectively sell SaaS, as it’s not exactly the same, but still not all that different.

  1. SaaS is all around us today. While many merchants may look perplexed when you introduce a SaaS solution, in reality more than 75 percent of people are already using cloud-based solutions in some fashion (Gmail, Constant Contact, Web-ex). As with any sales offer, it’s always important to employ the KISS (keep it simple stupid) principal and demonstrate the WIIFM (what’s in it for me).
  2. Know your offerings. Education and passion about product is never lost when delivered by a well-educated and knowledgeable sales representative. Demonstrate the business opportunity around the solution, making it simple, yet valuable. These solutions typically provide great ROI (return on investment) and lower TCO (total cost of ownership), so it’s important to demonstrate not only what the solution does, but the financial value it delivers as well.
  3. Use a consultative sales approach, not a transactional one. In selling SaaS solutions, customer-centric sales are more important than ever. Listen to your prospects’ challenges and wants and present the solution in response to those specific – and individual – needs. For merchants new to POS, the comprehensive features could be overwhelming, even if it is an affordable option, so focus on listening and delivering a solution that meets their most immediate needs and concerns.

 

This is an exciting time for sales professionals that have the opportunity to offer tablet based POS and other mobile or cloud-based solutions to their prospects and customers. POS not only adds significant value for merchants, it also drives incremental revenues to your bottom line and it creates a deeper relationship with your customers. It’s all about new opportunity and being positioned to capitalize on that opportunity sooner than later.