MontBlanc profile picture
MontBlanc profile picture

MontBlanc

Senior Account Executive

Notable Contributor
Politicker
Arsonist
+11

Software Vs Services Sales: Which is better?

In the enterprise tech world there are typically at least two sales to be made when companies purchase a data system (ERP, CRM, PIM, eCommerce, etc...). There is a software license sale (standard SaaS model) and implementation services (# of hours*hourly rate=Contract Value).


I've been on the consulting services side working for agencies for 4.5 years and am curious if anyone here has sold on both sides and has an opinion. Or should I leave tech altogether and get into medical devices/pharmaceutical sales.

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CaneWolf
Politicker
2
Call me what you want, just sign the damn contract
I'm currently in services after spending the first 8ish years in software. I think there are a lot of complications in the services world that you don't deal with on the software side. You'd probably enjoy that change in process. I'd really recommend giving it a go. If I switch companies in the near future, I'm going back to software. It's just cleaner.
Sgt_Trollingham
Valued Contributor
2
Business Development Director
SaaS seems like a simpler, quicker sale... think going to the mall and buying a suit off a rack. Services is more like going to a tailor and getting a custom suit. SaaS can be more transactional, while the tailor needs to take time, added level of complexity. 

I will say Pharma can be lucrative but also cut-throat. Also, not sure if I would like to sling certain drugs like opioids given the state of the world... not judging anyone who does, but worth considering. Lastly, I know pharma reps who get fired if they miss quota 2 quarters in a row... 
BmajoR
Arsonist
2
Account Executive
I have only been on one side but I feel at this point just stick it out with tech. Maybe get into a new vertical? 
CuriousFox
WR Officer
1
🦊
Honestly depends on the product. 
Test123
Good Citizen
0
Tech Sales
Both have pros/cons
GDO
Politicker
0
BDM
I would lean towards software because I did services and did not really like it. Software is less volatile compared to people. 
beerisforclosers
Politicker
0
Account Manager
Software is more straightforward. I will say if you end up in services on the right team, they'll sell the services for you - I have a friend who's in that spot right now loving it. He basically cashes in on the software team including services in the contract and only occasionally steps in for questions. Senior software rep who came from services. It's a cake job.

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