Tips for SaaS sales pre-launch
Shared by stroom · 31d ago · 11 comments

Hi all. We're building a SaaS product for Commercial Real Estate Industry. We have had a few conversations with potential customers and are trying to figure out the best way to convert them to customers.
I was wondering for B2B / Enterprise software startups, does anyone have any tips on signing up customer pre-launch / pilot/sales agreements/ contracts with value and/or generating revenue i.e pre-paid customers? Our customers tend to be asset management companies.

manojranaweera · 30d ago

Check out Quora. A lot of content there. I've contributed in the past as well.

stroom · 30d ago

Any links you can share?

manojranaweera · 30d ago

https://www.quora.com/topic/SaaS-Sales?q=SaaS%20sales

Jason Lemkin is the top SaaS guru. He is really good after you got initial sales. I'm actually not selling to large companies, so my current experience is not that relevant.

Here are some slides from https://techcelerate.ventures workshops (sorry can't share the videos):

1. https://www.edocr.com/v/lbk5xbnz/techcelerate/Workshop-17-Part-1-Accelerating-Sales-by-Ian-Walto
2. https://www.edocr.com/v/5ox6grwe/techcelerate/How-to-create-laser-focused-Sales-Messaging-by-Ian
3. Not sure about this one https://www.edocr.com/v/1jpzqzag/techcelerate/Workshop-14-Strengthening-your-value-proposition-d

manojranaweera · 30d ago

Here's one of our companies in PropTech https://www.dadshed.co.uk/. I forced him to initially create the site specifically for the enterprise customers. But he didn't listen to me 100%. But did create the site. Currently building the MVP.

MarketMetrics.io · 30d ago

Focus on creating a community and using tools to facilitate communication and transparency.

We recently created a Slack community to funnel all existing and prospective users to. We created private channels for paid members and public channels for all members. Some helpful sub-channels have been:

* #work-in-progress: Have your engineers create GIFs of features being built to show community members to get them excited and receive immediate feedback
* #updates: Make it the first place you post updates and link to GIFs in the #work-in-progress channel
* #introductions: Request people to post their name, company name, a link to their website, and why they joined your Slack channel. It helps people to see the type of demand. In addition, if a competitor of theirs joins it will give them more incentive to use your solution because they'll want to provide more influence.

We also launched a Trello board so people can always view the progress of a requested feature without having to reach out. It's also helpful to link these to the #updates Slack channel

People want to help startups and I believe using tools like these will compound the ability to build trust with existing and prospective customers. Please let me know if you have any questions about this approach.

stormyapp.com · 29d ago

How did you reach out to initial users?

MarketMetrics.io · 29d ago

3 ways: online communities, virtual events, and cold-calling

The best online community depends on your industry. It could be on social media, by a government organization, or on a Slack/Discord workspace.

Every event, conference, or webinar (at least in America) is either cancelled or rescheduled. In my industry, I found people were networking with each other at these virtual events by providing their email, phone number, or LinkedIn. Because events are meant to center around a specific need, it didn't take long to find qualified users interested to hop on a Zoom call.

Cold-calling sucks but it can be the fastest way to create a genuine connection with decision makers. Find a way to do super-targeted prospecting, then create a script that's genuine, respectful, and personalized.

Please let me know if you have any questions.

stroom · 30d ago

Thanks. Slack channels is a pretty good idea. Was this for enterprise or consumer product? Our customers tend to be slow mover, long sales cycle.

MarketMetrics.io · 30d ago

Enterprise

trustcog.com · 31d ago

You need a decision maker / well connected person at the company to advocate for your product. A warm intro will help connect to this person

stroom · 31d ago

We have pitched the product to them and they are keen/interested in using the product once it's market-ready.