SaaS Lead Generation: Marketing Strategies for Web-Based Software

SaaS Lead Generation- Marketing Strategies for Web-Based Software

Software as a Service (SaaS) is basically the delivery of applications and software – usually those needed to run a business – over the internet as a service.

The most given advantage of this is that businesses no longer need to purchase and maintain hardware and/or software, because these programs are stored in the SaaS provider’s servers. All you need is an internet connection, and voila.

Aside from less maintenance, SaaS also ensures security and stability. Because all business-related files and programs are taken over by their servers, an enormous amount of risk must be evened out by a corresponding protection, backup and recovery system. This is what they do, so you can very well say that it’s safe.

But is this something that business will take a bite of? If you’re a SaaS provider, how will you position yourself in the minds of your target market?

Find the right people and focus on them

The ‘right people’ means those business that have the financial capacity to acquire such a service, and at the same time, one that needs that service. It wouldn’t hurt to introduce this venture to businesses that don’t really meet the requirements, since SaaS is a relatively new way of running a business. But to really generate those qualified leads entails focus on those who will likely be seriously interested.

Set expectations carefully

The tricky part of selling this kind of service is the fact that people won’t really know (or believe) if it works or not unless they try it. That’s why a lot of SaaS providers offer free trials for businesses to get a ‘feel’ of acquiring web-based programs.

But this is where expectations come in. These ‘free tastes” could make or break the target market’s impression on SaaS as an overall concept, so marketers need to be careful in laying everything on the table for what people are supposed to expect.

Invest on engagement and education

If people are too reluctant or busy to take your service for a test drive, then you only other choice would be to educate them with the most realistic picture you could come up with. When you go out there and promote SaaS, people would want to know more, and questions would be thrown around. Make sure you invest enough time and attention in addressing all those intellectual needs, and when the audience have truly grasped the SaaS concept, your hard work will have paid off.

All The Good Things Managed IT Services Can Do For Your Business

All the good things Managed IT Services can do for your business

Imagine having someone to go to work and perform your boring tasks for you, and all you have to do is sit pretty, wait for the paycheck, and give him some dough. Sounds great, right?

What’s even better is that this “clone” is actually an expert version of you – more efficient, more knowledgeable, and more “techie”. Which means your job is accomplished at a very high level of quality, without you having to move a single muscle.

That’s exactly what Managed IT services can do for a business.

Managing and maintaining one’s IT infrastructure is something that no business owner really enjoys doing. First of all, he’s a businessman. He couldn’t care less about software maintenance or bandwidth management or data recovery or equipment repair. All he wants is to focus on how his business can generate income.

With Managed IT services, you leave the fate of your IT in the hands of IT professionals. You get to save yourself from a lot stress and save a lot of resources at the same time.

But that’s not the only thing you can benefit from outsourcing your IT:

  • Out: labor costs. In: flexible rates. With Managed IT services, you only pay for the service you used. No more worrying about the expenses of hiring, training, and paying for in-house technicians who might not even be up to the task in the first place.

  • Out: old school methods. In: innovative, trendy technology. As Managed IT services providers, they are expected to be equipped with the latest software and know-how when it comes to enterprise IT. This ensures that your competitors won’t get ahead.

  • Out: security woes. In: trusty disaster recovery programs. Security standards are almost imperative when working with an outside firm, because that’s obviously one of the main concerns of a business that’s looking to outsource. You can sleep well at night knowing that all your data are backed-up and secured in case of a threat.

  • Out: legal, financial risks. In: compliance and stability. Every business that uses technology plays with a certain amount of risk, especially with government regulations, IT policies and market requirements. Passing that responsibility to your own outside IT team can get some of the pressure off your back.

  • Out: juggling between tasks. In: more focus on business. Business owners have limited time, attention and energy to check on every aspect of the company. With the IT aspect taken care of by the right people, more concentration can be given to what matters most: running the business.

B2B Lead Generation Techniques: How Much Information do you really need?

B2B Lead Generation Techniques - How Much Information do you really need

How do you gather data from your target market? Do you ask them to fill out forms? Do you send out email subscriptions? Do you conduct phone surveys? Do you draw together prospects in social media pages?

Whatever approach you have in lead generation, it’s important to understand the subtle art of collection information from your audience. When is data too little or too much?

There can be several repercussions to forcing people to divulge so many bits of information before they could appreciate your marketing message. Marketers need to determine the definition of “sufficient” data in order for them to stop wasting time on information they don’t really need.

But how?

Consider these several factors:

  • The basic data requirements for a good lead are: name, job title, company, and contact info (which could be in the form of phone numbers, email addresses, and/or social media profiles). Anything other than that already necessitates a sound reason to be added to the mix.
  • Other lead generation marketers usually extend their forms to include ‘qualifying’ data such as company size, industry type, and annual income. If you look at it, the first two are “Google-able” pieces of information, and annual income is something that prospects don’t really like to divulge.
  • Although these extra data could definitely offer more insight on how suited a company is to be offered your product or service, think of the hassle on the part of the prospect. Those could mean 3 extra fields on your blog sign-up form or website appointment scheduler.
  • Now, what marketers do is to make this additional information as ‘optional’ – meaning, prospects can still submit forms even these fields are left blank. This may look like a sound plan on the surface, but not quite. You see, even if these fields are not mandatory, there would still be 3 fields that make the form seem lengthy. That alone could cause a negative effect on the prospects’ willingness to fill them out.
  • Here’s how you can approach it: First, ask yourself if your lead qualification process involves a strict ruling out of leads based on these additional information such as company size, industry and income. If not, you can remove them from your forms and leave the discovery part to your lead nurturing team.
  • However, if the nature of your business is heavily based on reaching out to buyers that belong to a particular sector or to those that belong to a specific budget range, then that’s the time you would consider including extra ‘qualifiers’.

Bad Assumptions Can Destroy Your B2B Lead Generation Potential

Everyday people make assumptions on just about anything they encounter, and while it can help them gauge possibilities, it can also deter them from taking risks and jumping into opportunities that can make things better.

It’s the fear of failure and disappointment that usually triggers this tendency to assume without even considering the pros and cons of a given circumstance. The thing is, with these ‘unsubstantiated’ assumptions you are likely to be more wrong than right.

For business, this can be a fatally destructive thing. If you look at the success stories of most businesses in our mainstream culture, you will see that the best decisions were made out of sheer risk-taking. But we’re talking about calculated risks here.

Making conclusions without proof

Take for example the plight of social media marketing. Until now, a lot of businesses are still reluctant to engage themselves into Facebook, Twitter, LinkedIn and other social networking sites. Why? Because they already assumed that it won’t work. Because they assumed that B2B prospects are not on social media. Because they assumed that it does not have a clear ROI.

Now at some point they could be right – but to totally ignore the power of social media is definitely counter-productive to their business goals. Think of all the exposure and interaction they’re missing just because they don’t have any online presence. Clearly, those false assumptions have impacted the business dramatically.

(Mis)understanding the target market

Even seasoned businesses make the mistake of making bad assumptions. Whenever their sales numbers encounter a rocky road, they tend to scratch their heads out of confusion because they thought they had their target market all figured out.

Just because you’ve been offering the same set of products and services to your loyal customers doesn’t mean they won’t yearn for something fresh. Just because you’ve been sending the same marketing message since day one doesn’t mean it will not eventually lose it essence in the minds of the people. Marketers should never assume that they know their audience from head to toe. Lifestyles evolve and technologies develop. Hence, needs also change.

Research is the cure against false assumptions

If you’re not sure, why not employ the power of good old scientific method? We see a lot of sites that offer endless graphs and sheets of marketing statistics. Why? Because they know that false assumptions can mean the demise of businesses.

And that numbers don’t lie.

 

 

 

How Can Mobile Web Applications Service Providers Generate Qualified B2B Sales Leads

How Can Mobile Web Applications Service Providers Generate Qualified Leads

One of the challenges encountered in offering your mobile web application services to other business is the lack of qualified B2B leads. You may have one of the most effective programs, perhaps a customized mobile application, that will sure be a hit with users, but the fact that you still have to look for users might give you more headaches. That is the reason why you should have a good business lead generation process in place. Remember, generating sales leads is very important in identifying business prospects that are most likely to do sign up for your service or purchase your offer. You can have the job done by professional appointment setting firms, in case you do not have a marketing team of your own, but it is still your job to ensure that what you offer is the kind that will get you the mobile web application sales leads you are looking for. So, what should you take a look at?

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