Selling like a Buyer

It’s obvious (or it should be) that when you are selling something, your chances of making the sale are higher if you understand the buyer’s concerns.

If you are selling a SaaS contract, the SaaS buyer will typically have 8 main concerns.

  1. How much will I pay, and when?
  2. What do I get for my money? Am I getting value for my money? (what functionality? which modules? what SLAs and uptime/response times?)
  3. How long will the contract last? (how long am I committed for?)
  4. How easily can I get out? (am I locked in? can I terminate for convenience?)
  5. Can I get my data out? (am I locked in? is it my data or the supplier’s?)
  6. What if I don’t get what I paid for? (support, service credits, exit for breach)
  7. Does the supplier have skin in the game? (what are the supplier’s limitations of liability? Will I look like a fool to my boss if it goes wrong?)
  8. Am I covered for GDPR? (is supplier’s infosec any good? will I look like a fool to my boss if there’s a breach?)

The more you can address these issues ahead of time, the quicker the contract will close.

TOPICS

Legal / commercial contracts

The more you can address these issues ahead of time, the quicker the contract will close.