sora

RevOps Automation Consultant

Opinionated

Fire Starter

Personal Narrative

Selling SaaS to other Saas businesses?

Anyone selling Towards SaaS companies??

Curious to know how saas companies by from other saas vendors?

Since it’s essentially filled with technical people do they usually need help/pay for implementation and on-boarding ? Or are they always building their necessities in house?

Like I see consultants (Deloitte/PWC/BCG/ smaller firms,etc) target many industries to help older businesses become more technologically advanced but do other saas companies even need that (?) and I ask since my tech consulting side business main ICP is Saas startups lol

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FinanceEngineer

Politicker

Sr Director, sales and partnerships

Of course. How many SaaS companies use Salesforce or Hubspot?

Same exact process as everything else.

CuriousFox

WR Officer

🦊

Makes sense 🔥

sora

Opinionated

RevOps Automation Consultant

Damn well when you out it into that perspective that makes sense lol

antiASKHOLE

Tycoon

Bravado's Resident Asshole

This just sounds so Saassy. I'm sure there is a need, you just need to find it. What exactly is it that you are selling or planning to sell to Saas companies?

sora

Opinionated

RevOps Automation Consultant

Automation saas (ex: make/zapier) + Work management (ex: Monday/Airtable) + crm (maybe hubspot later on) and then the bread and butter would be the actual consulting/implementation of them all which is where I’d make most of my rev

Sunbunny31

Politicker

Sr Sales Executive 🐰

SaaS companies still need solutions for their businesses too. Most of them want to focus on what makes them money, not working on and staffing solutions when it makes sense to buy a pre-existing solution. And if you're selling them something that's in your wheelhouse (CRM, WCM, whatever) they're not going to necessarily have the skillset to implement it and train themselves on it. You're going to sell them the package as well.

sora

Opinionated

RevOps Automation Consultant

Yeah this is making more sense to me now! Thanks for the insight 🙏

Sunbunny31

Politicker

Sr Sales Executive 🐰

Been selling tech to tech companies for years. Some get it more than others, but they're companies in need of solutions as well. Honestly, the smart ones do not want to be their own "build it" house, because they want to focus their development energy on revenue-generating efforts. Your goal is to sell them something that will help them relieve the pressure on IT and help them focus on revenue generation. Developers are expensive.

sora

Opinionated

RevOps Automation Consultant

Yeah I’ve been mainly in talks with startups (around the 50-100 employees) and they would rather build in house lol so thinking maybe my ICP needs refinement but I aimed for marketing and ops… never thought of IT thanks for all the advice 🙏🙏

Sunbunny31

Politicker

Sr Sales Executive 🐰

Startups are a whole other beast. They’re flush with first cash and cockiness. Plus when push comes to shove, they won’t pay their bills. I would avoid and target more established tech.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Oh - your ICP can still be marketing/ops - whoever your buyer is, but don't leave IT out. They may prove crucial AND drive the decision to look externally in the first place. Your ICP may be needing the functionality and IT will be happy to not have to support it.

My comment about startups has to do with instability. You want companies that will be around for a while and pay their bills - so you can still sell to SMBs, just work with ones that are past that first stage.

sora

Opinionated

RevOps Automation Consultant

This is amazing advice! I’m working on implementing everything you mentioned thank you 🙏🙏🙏

Justatitle

Big Shot

Account Executive

Are you selling to other SAAS companies IT Ddepartments, marketing, sales?? Who is the target. I worked in an org where 50% of our sales were to other SAAS orgs and I liked it because contract negotiation was relatively easy and they knew how to play ball

sora

Opinionated

RevOps Automation Consultant

Mix of Ops and Marketing within Saas companies for now but pretty damn flexible since I’m still early stage

Pachacuti

Politicker

They call me Daddy, Sales Daddy

Of course SaaS companies buy SaaS - they may make the best targets since you don't need to explain the benefits of SaaS to them.

Think about what your company uses, ask those decision makers what made them buy those solutions, and use that info in your selling.

sora

Opinionated

RevOps Automation Consultant

Ouh that’s smart I’ll have to try this with my manager thanks!

Maximas

Tycoon

Senior Sales Executive

I can see it ain't a problem and pretty normal to find a SaaS company buying from another SaaS,same as at any other sales field, when they gotta do business if they need one!

Diablo

Politicker

Sr. AE

Everyone buys from everyone. I noticed you mentioned about helping other companies streamline their tech-stack to make their process effective. Curious is this kind of a partnership model where you are a certified partner of these companies?

sora

Opinionated

RevOps Automation Consultant

Yup exactly that, I joined the channel side pretty much and work as a partner for a few saas companies and do implementation + consulting for them

StringerBell

Politicker

Account Executive

I focus on SaaS companies which has made this difficult this year

sora

Opinionated

RevOps Automation Consultant

Yeah I’m sure budgets are tight this year but I focus on cost reduction rather then ROI and think it’s helping me also depends which departments I guess

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sora

Selling SaaS to other Saas businesses?

21 comment

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