Saas · SaaS sales

How to hack growth?

Nizamudheen Valliyattu Co-Founder & Digital Marketing Specialist at SocialTiger.in

July 28th, 2016

We have a SaaS product for automating field sales force, working well with the existing customers. I have two questions,

1. How can I expand reaching to more customers outside India, we are serving only in India now ?
2. Which is best option to grow, reseller or partner or hiring own team ?

Rafael Alén Commercial Manager en EROTIC MUSEUM

July 28th, 2016

Ah! If that question had an easy answer...

Some tips: You need to know very well what are you selling and who is your customer. Then just find our out where your customers mingle (Facebook groups, twitter hashtags, other apps and services) and reach them.

Contacting some influencers also helps too. A tip on this is not to send them a direct email, but interact a little bit with their blog or channel first, before you tell them about your stuff.

Good luck

Richard Gilbert Director, SME Partnerships & Business Development, North America at Payoneer

August 3rd, 2016

If you have a SaaS product and have APIs, I would suggest you think about the workflow of your solution and explore other SaaS solutions that would benefit / add value to that workflow.  I don't know your solution, but if its for sales teams, then you should consider integrations with the various CRM solutions who all have open APIs.  I too am not a huge fan of the term 'Growth Hack" but I am a big fan of the API Economy and the ways in which you can leverage integrations to drive new distribution for your solution.

Darius Lahoutifard

August 3rd, 2016

I wrote about this last year:
http://www.01consulting.net/growth-hacking-enterprise-saas-sales/

It was also published on VentureBeat, in a 2 parts article:
http://venturebeat.com/2015/11/07/growth-hacking-enterprise-saas-sales-pt-1-whats-new-in-sales/
http://venturebeat.com/2015/11/08/growth-hack-your-enterprise-saas-startup/
Let me know if that helps.

Rafael Alén Commercial Manager en EROTIC MUSEUM

July 29th, 2016

Haha, Richard, I do like the term, but yeah, it's just a trend. It will be gone with some time.  

Ashar Samdani VP, Growth & Strategy. Product & Technology Enthusiast.

August 8th, 2016

I would recommend to 

1. Define your ideal customer profile (Industry, Titles that buy from you, company revenues / # of employees). 
2. Create a list of 500 prospects across 75 companies (you can use ZoomInfo to create that list).
3. Approach them via a mix of email + calls + social (twitter, LinkedIn) over a period of 4-5 weeks. The goal should be to set up an appointment/demo instead of selling the product directly. Use different templates to see which ones respond best. 

I think, if done right you should be able to generate 10-15 demos, which give you a fair idea on how your messaging / product resonates with your potential customers. 

Once you have a working formula, you can scale it by hiring more staff. 

Kelly Kuhn-Wallace Tech startup consultant, founder coach.

August 9th, 2016

One tip: research all of your existing customers to see if they have divisions or parent companies in other countries. It will be easier to sell through there.

Joren Winge iOS Developer

July 28th, 2016

I would try partnering with someone or hiring your own sales team.

Nizamudheen Valliyattu Co-Founder & Digital Marketing Specialist at SocialTiger.in

July 28th, 2016

@joren thanks :)

@Rafael product is stable and we started selling in India as well.

Rafael Alén Commercial Manager en EROTIC MUSEUM

July 29th, 2016

You could also try affiliate.

It's kind of difficult to give you advice without knowing your product. Is it B2B or end user?

Gary Yeager Chief Operations Officer at Fabspeed Motorsport

July 29th, 2016

I would look for strong regional players. Not depending on any one reseller, learn different approaches and get to what works best quicker. I would be interested in seeing the product and hear where you think it fits in the marketplace.