What is the SaaS Sales Process?

To ensure a continuous influx of buyers and incoming revenue, recurring subscriptions are the foundation of a SaaS business revenue generation. The SaaS sales process is made up of a series of steps taken to sell cloud-based software on the subscription model. Included in the series is a more typical process beginning with lead generation and ending with onboarding new customers. Qualifying the leads, providing a demo, closing the deal, and onboarding new customers are equally important.

These are subscription-based, whereby shoppers pay a recurring fee (monthly, yearly) to use the software instead of buying it outright. This process relies on loyalty and trust within the relationship and often pricing tactics such as free trials and demos are used to demonstrate the ROI.

These SaaS sales leverage a “land and expand” strategy which means a basic product is sold, but then an upsell with more features and functionality is available over time.

The stages of a SaaS sales deal include:

1. Lead Generation: Process of identifying and cultivating potential customers for a business’s products or services.
2. Qualification: Determining how valuable a lead is, based on needs and budget.
3. Demonstration: Show your prospect the features of the software.
4. Closing: Negotiating the terms of the deal and signing the agreement.
5. Onboarding and Customer Success: Training customers, ensuring they are finding the product useful and pointing out value.

It depends upon:

• complexity
• target audience
• pricing strategy

And varies from a few weeks to several months.

Complex products usually have a longer sales cycle since evaluating and deciding can involve multiple people and require extra time. This is also true for enterprise-level products as opposed to small businesses or individual consumers.

To be efficient in your SaaS sales cycle:

• focus on qualified leads
• personalize your approach
• offer clear pricing
• organize your process
• provide customer support