Software-as-a-Service Sales Partnership
Cloud computing is no longer just one IT trend among many but has now also firmly established itself among SMEs and large companies thanks to the wide range of Software-as-a-Service solutions. Users appreciate the rapidly increasing choice, fast implementation, and low upfront costs of SaaS applications.
Market ecosystems are changing as a result of new technology solutions and are influencing the way customers shop. Business customers are also purchasing more and more online, with trust and relationships playing a smaller role before they make a purchase decision. They are accepting and procuring more and more SaaS solutions from providers without knowing who, where or what they are. Given the pace of change, even large companies are working with more innovative “best-of-breed” solutions instead of relying on the safe offerings of existing preferred-suppliers or local partners.
So “SaaS does not need sales channels – digital marketing wins the customers”? This may be true for low-cost, stand-alone solutions that fulfil a very narrow catalogue of requirements and can be communicated with a clear message. In other words, for easy-to-use solutions for small businesses.
However, not all complex or niche SaaS solutions for medium or large companies sell themselves. SaaS solutions are still software and can have a complex sales process that requires human interaction during lead generation and the sales phase. Swiss Business Connections supports international SaaS providers in their Swiss market entry, long-term market development and local customer support. A current example is our Critical Event and Crisis Management System RAYVN from the Norwegian company RAYVN AS.