How to Take Your SaaS Upmarket

Episode 321 | How to Take Your SaaS Upmarket

Date: 2017-01-03

Link: Startups for the Rest of Us

 

Startups for the Rest of UsWhen you go upmarket you need a lot fewer customers to grow a lot faster.

(When going upmarket) you’ll have to deal with committees who make decisions and questions about terms of service and legal structure. You’ll have to spend time upfront creating the right answers. They will expect a lot more handholding.

It can be months before you get the first check so make sure you have the runway to make that work.

You can’t be selling to large customers and charging them $30 or $50 a month because the ROI doesn’t work. The time to deal with them is so substantial.

Have your phone number on the top of your page.

Get a virtual phone number with Skype or Grasshopper.

Questions that come up in the middle of the demo are questions you want to write down so you can have a better answer for them.

Don’t do custom work.

There are some questions a company will ask solely because they want to hear an answer. Not because they care what the answer is.