Steve’s Blog

Steve’s Blog

SELLING TO THE PERSON WITH AN ERASER


There’s no shortage of sales processes that tell you it is important to “sell high” in the customer organization or sell to the “real” decision maker. It would be hard to fault this logic since it has proven successful over the years. However, the question that always comes to mind is how do you know you’ve sold high enough or sold to the right person?

Many times you are simply directed to sell to the “decision maker”. Let’s assume for a minute this signifies the person who is authorized to make the final selection decision and to authorize the issuance of a purchase order. On the surface, if we were to reach this individual, it looks like we’ve arrived. Finally, we are talking to the person that can make a decision!

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Steve’s Blog

Recent Coupa Blog Post–Don’t Miss This One


In my opinion, Coupa is a rare company built from the ground up with Value as the foundation of the business.  I’ve joked with Rob Bernshteyn that that I wish I had thought of “Value as a Service” before he had (it’s the title of his book which I previously recommended).  I forward this blog because I truly like how Coupa has defined their mission around Value.  I hope you enjoy!–Steve

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CHALLENGES (BIG AND SMALL) WHEN TRANSITIONING TO SAAS


There’s no denying that SaaS (what I generally refer to as “Something as a Service”) is a hot trend that’s growing and one that appears here to stay. What I don’t believe many organizations who are transitioning to or contemplating the shift to SaaS appreciate are the far reaching implications of culture, organization and processes this change entails. By far, the most common mistake I see when making this transition is assuming the only demonstrable difference is simply a change in “payment terms.” The selling organization can continue selling the same way, to the same customer contacts, and manage the account after the sale just like they have in the past. This general assumption leads to many challenges and pitfalls and I’ll try to summarize the key ones here.

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Value as a Service (VaaS)


When asked by clients, who really understands (and has successfully implemented) the transition from the traditional “perpetual license” model to a SaaS model, the first company that always comes to mind is Coupa Software.  They get the unique differences of a subscription based business and have effectively organized around those differences.  When I first met their CEO, Rob Bernshteyn, I joked that I was jealous he had beaten me to the phrase “Value as a Service” (VaaS) – for that is truly what we are talking about – and where the market is headed.  I hope you enjoy this informative blog from Coupa Software.–Steve

Operationalizing VaaS starts with ‘why’

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HELPING THE SALE – TECHNOLOGY AND MANAGING VALUE


In this blog, I would like to complete the discussion of how technology can play a much greater role in actually facilitating the right conversations between buyers and sellers.  Previously, we explored collaboration and transparency.  In this blog we’ll explore the third essential attribute to any software and technology solution and that is ensuring a relevant conversation about value between the buyer and the seller.

Value: From the English / Oxford Dictionary

val·ue

ˈvalyo͞o/

noun

  1. relative worth, utility, or importance..

Using this as a starting point, let’s explore the meaning of “value” as it pertains to B2B sales.  While I have found this concept to be perhaps the most misunderstood (and abused) term in business (and I have written much about it), the initial question we must ask is “relative to what?”  This leads to several critical insights:

  • Value is anywhere and everywhere specific to the customer’s situation
  • Value only exists in the customer’s mind as that perceived utility or worth which is incremental to the customer’s next best alternative to you
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