Unique Original Articles » Providing the “How” Not the “How-To”

New technology is not always about inventing a better process.

Many times, your client may already have a fantastic map of how they perform a specific function for their organization. When you encounter this, is your SaaS application ready to be the tool that helps them better execute on their plan? Or is your application built in a way that forces them into what you perceive (or at least market) to be a “better” way of doing things?

Building your application in a way that allows your client base to transition through your offering is one key to building a successful sales process. The decision maker that your sales team is talking to may agree that you have a “better” process, but she does not feel it is worth the pain of interrupting her team’s flow for incremental benefit. This is one of the toughest roadblocks to encounter as a salesperson. The best response your team can have for this line of thought is to have the transition process well documented based on past successes. These are very specific case studies that don’t talk about long-term success with your product as much as it focuses in on the successful launch of your product.

Getting a prospect to envision her and her team successfully crossing the bridge is the primary goal. Your product is going to make her team more successful. It’s your job to help her visualize the navigation of the trip.

There are times when a prospect’s process needs to be sent to pasture, but on the flip side of that coin are the cases where your application needs to merely grease the wheel of their current model.
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