Have you ever bought something you really didn’t want or need because you were pushed by a sales person?


This post is by Jason Lemkin from SaaStr


Click here to view on the original site: Original Post




The “trick”, such as it is, in SaaS is add-ons. It’s pretty tough to get a business buyer to buy a product they don’t need. But … in most enterprise deals, the buyer budgets another 20%-40%+ for add-ons:
  • Professional services. Most BigCos budget another 20% to help deploy and administer the software they buy.
  • Additional products. Most BigCos assume they need to add say 10 more products to a Salesforce deployment to make it do what they want. They often budget at least another 20% of the core Salesforce ACV here.
  • Enhanced functionality, especially in Years 2–10. Even if the budget is maxxed out for Year 1, if you offer customers that love you more functionality, a suite of services, etc. … they’ll tend to buy more from you in the coming years.
So try to tap into that budget, if you want it. View original question on quora post Have you ever bought something you really didn’t want or need because you were pushed by a sales person? appeared first on SaaStr.

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