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Good Customer Relations – Why Bother?

Jonathan Farrington

They may not know how to make grommets, or how to merchandise goods, or how to write software, but they do know what they want from you. No one’s going to get anywhere with customer relations until they recognize that customers are valued assets, not dumb milk cows for money. Customer relations is a strategic understanding, not a departmental name. And you?

Three Online Selling Capabilities Software Firms Need to Increase Customer Lifetime Value

Software Business Blog

Subscriber engagement matters because it’s a relatively reliable indicator of how satisfied your subscribers are with your software. How you manage your individual subscription and software capability levels also plays a crucial part in determining and maximizing your CLV. Undoubtedly, customer lifetime value (CLV) is a core success metric for any SaaS company.

Enterprise Software Chronicles: A synthesis of the rapidly evolving customer technology landscape

Brian Vellmure

The messaging from Marketo at its recent Marketo Summit seemed to be well positioned to make a run as an independent software vendor as they began to expand their messaging from being just a marketing automation vendor towards a complete marketing platform. They have nearly 4,000 software products and introduced more than 270 new ones during the last 4 quarters alone. Billion.

What will CRM look like over the next 5 years? Software Advice Interview Highlights

Brian Vellmure

Special thanks to Ashley for the conversation and for providing the edited snapshot of our discussion below: Ashley: You’ve talked a lot about how the importance of advancements relative to contextualizing CRM — such as Mobile, Big Data and Social – are a little over amplified (though still important). They work under an industrial age model which requires relatively static models of research, investments, and feedback loops, a stark contrast to a real time, agile, flat organization model that is continually in a state of evolution. Where we are. What we are doing.

“I’ve Never Ever Sold A Computer Or Piece Of Software”

Partners in Excellence

Over that period of time, I think either the teams I led or I collected billions in revenue from the computers and software we shipped to our customers. In spite of those billions in revenue, I never sold a computer or software system. But 100% of the time, the purchase order I received was for computers, software, and services. During my time at IBM, my customers weren’t buying computers, software, or services.  I suspect it’s true of IBM today–as well as all of its competitors. . The ability for a very senior executive to keep his job.

Determining the right number of sales leads for reps and vice versa

Leads360

Leads360’s guide includes formulas and tables that take into account lifetime value, cost per lead and commission per sale for a more accurate lead assignment recommendation per rep, per day relative to these key factors. CRM Dialer Software Lead Management Sales Automation Inside sales lead management software lead to rep ratio leads360 sales automation sales CRM sales leads study

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Cloud CRM: What About Cloud Security?

Pipeliner

2013 survey by 451 Research of enterprise IT professionals and decision makers revealed that security remains the primary concern relating to cloud-related activities. CRM Sales Software Sales Effectiveness When considering a cloud CRM solution—or a move to the cloud in general—many companies still have a concern over security. The post Cloud CRM: What About Cloud Security?

Ambitious SaaS Start-ups – MochaDocs

Software Business Blog

The solution won Avangate’s Business of Software scholarship competition in 2013. Finally, SaaS is quick to get up and running – users can activate the software within seconds. We can deliver software across borders on the fly. Of course, that would be valid for any electronically distributed software. Why SaaS – what attracted you in this business model?

How Leveraging Inbound Marketing Can Increase Your SaaS Sales

Software Business Blog

Inbound marketing and SaaS are a natural fit, because most SaaS providers market on a relatively rational level. That audience will be more likely to become leads if they see that the service is solving a problem they have rather than simply promoting their own software. Its core tenets can be used for nearly any business or industry, including and especially SaaS.

Why getting the right leads to the right reps matters

Leads360

For many sales organizations the goal is to get new leads into the hands of available reps as fast as possible, often without regard for the characteristics of the lead and related selling expertise available on their team. sales automation sales intelligence sales optimization sales performance sales process sales software sales techniques skill-based routing

4 Ways Email Marketing Can Help Convert Your SaaS Trial Users

Software Business Blog

And send an email letting them know you’ve extended their trial, so that they have more time to use the software and realize its features. offer related information). Avangate powers modern Digital Commerce, solving the complexity of online commerce, subscription billing, and global payments for Software, SaaS and Online Services companies. Include a compelling CTA.

Affiliate Success Story – Michael Robichaud Interview

Software Business Blog

He has a network of over 300 websites in a variety of niches, many of them targeting the software and digital downloads niche. Michael’s most recent project is a network of software discount sites including SoftwareCoupons.com. Can you make a prediction of the Top 3 software related affiliate marketing niches with the highest growth in 2016 & 2017? good example of software in this niche is Wondershare Dr. Fone for IOS. This software will recover lost data from an iPhone or iPad and is in high demand. PPC as an affiliate is not for newbies.

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When You Should Be Pushing Your Upgrades To Maximize Sales

Software Business Blog

Lastly, the timing of your upgrade pitch needs to relate to the needs of your customers. Avangate powers modern Digital Commerce, solving the complexity of online commerce, subscription billing, and global payments for Software, SaaS and Online Services companies. “Timing is everything” is more than just a cliché in the world of SaaS. Balance Messaging With Timing.

Putting lead scoring to work for sales

Leads360

This week, we are launching Lead Scoring  to further our initiative to deliver intelligent sales software for high-velocity sales teams. Our lead scoring feature is specifically designed to calculate a relative quality score to help sales decide how to prioritize and optimally move a lead through the sales funnel. Take control with Leads Scoring from Leads360.

How to Keep SaaS Customers Engaged With Great, Targeted Content

Software Business Blog

By explaining the more in-depth features of your software, you not only avoid regular customer-service interaction on the same type of issues, you also delight your audience with features of your software that they may not have even known existed. Explainer videos or even customers-only webinars can be just as effective. 2) Creative Uses Of Your Software. Tweet. Tweet.

How To Effectively Cross-Sell With A Subscription Model

Software Business Blog

Discovering these limitations and contacting your customers as they arrive at these points offers a great opportunity to promote related products. Remember, when cross-selling you should position your new software as a solution to a customer’s problem or limitation, not simply another service that costs more. Map The Customer Journey  . Gather Feedback  . Stay Relevant  .

CRM Solutions: The New Paradigm

Pipeliner

But there is a new paradigm with relation to CRM, and that new [.] CRM Sales Software Traditional CRM solution has an increasingly mounting number of drawbacks, including length of time for training, implementation runway, cost of administration and lack of user benefit among others. The post CRM Solutions: The New Paradigm appeared first on Pipeliner CRM Blog.

Celebrating 10 Years of the Avangate Affiliate Network

Software Business Blog

Back then, the network was described as ”a sales and marketing tool benefiting shareware and software authors and publishers looking to expand their online sales and take advantage of new markets. Throughout the years, we’ve developed a consistent content marketing flow, rolling out hundreds of content pieces related to affiliates, from blog posts to webinars, case studies and even eBooks.

Why Knowing Your LTV is Vital to Growing Your SaaS Company

Software Business Blog

If 20% of your budget is marketing-related, and your average customer’s lifetime value is $400, that means you should spend less than $80 on marketing per new customer to get a positive return on investment. Are you interested in the ins and outs of marketing and selling subscription software? What Is Customer Lifetime Value? Why Does Customer Lifetime Value Matter?

Savings on Both Sides: Vendor and Client Perspectives on the Financial Advantages of SaaS – Part I

Software Business Blog

As new trends transform the software industry, it can be hard to stay on top of changing technologies, much less their impact on company finances. While software-as-a-service (SaaS) is often seen as a technical and marketing/ business endeavor, the model has major implications for finance as well. SaaS speeds up interactions and gathers more detailed data for professionals at all levels of the organization, changing every aspect of how software companies operate. The model makes renewals less painful and less expensive than in the traditional software model.

3 Strategies That Will Increase Customer Acquisition and Retention

Software Business Blog

Know what your target clientele like, what they find relatable, and what they want from your product to tailor your message specifically to the right leads. Avangate powers modern Digital Commerce, solving the complexity of  online commerce ,  subscription billing , and  global payments  for  Software ,  SaaS and Online Services companies. Take full advantage of customer analytics.

“Mobile Is The Next Internet”- The WebAppTool Vision

Software Business Blog

SaaS business model allows our customers to use professional software without high upfront investments in licenses, implementation, etc. Related to how you approach and interact with buyers, what would you say is your biggest challenge today and what are you doing to solve it? If you were to give one piece of advice to your fellow software/ SaaS entrepreneurs, what would that be?

Cool People Interview Series: Andy Brice

Software Business Blog

well-respected man in the world of software start-ups, I wanted to get his perspective of how this world has changed in the past seven years and what’s predicted to come next. Andy: My main business is PerfectTablePlan , a software product that helps people planning seating for events. also run a 2 day training course for developers who want to start their own software business.

The First Rule of Sales: Leverage

Smart Selling Tools

In other words, leverage is an advantageous-condition of having a relatively small amount of cost yield a relatively high level of return. However, paying a relatively small fee to have access to that information should be a good investment. Product Reviews Sales Effectiveness Sales Management DiscoverORg leverage org charts sales software sales tools sellingLeverage: The ability to influence a system, or an environment, in a way that multiplies the outcome of one’s efforts without a corresponding increase in the consumption of resources. Who reports to who?

OpenSymmetry Releases 2016 SPM Vendor Guide

OpenSymmetry

The goal of the vendor guide is to help organizations evaluate all options available as it relates to SPM technology selection. Sales Performance Management Strategy Anaplan CallidusCloud Compensation Software eRewards IBM IBM ICM ICM Incentive Comp Incentive Compensation Sales Compensation Sales Compensation Vendors sales performance management SPM SPM Footprint SPM Vendor Guide Xactly

Affiliate Summit East ’14 – Wrap-Up

Software Business Blog

But now, more than ever, we saw an abundance of digital goods-related companies from the affiliate ecosystem: software and services merchants, many software monetization solutions, etc. In my opinion, one of the best conference events was the Avangate Software Networking Dinner where more than 50 lead representatives across the software and services verticals gathered together for great networking, great food, and great fun. Speaking of the show itself, according to Shawn and Missy, it’s the biggest one on the East coast so far.

Customers Expect Better and Better Customer Experience

Babette Ten Haken

When your organization is transactionally and relationally-focused, you react to negative customer feedback once you “hear” about it. End users drive the long-term relevancy and value derived from your products, software and equipment, post sale. Your company’s connected software and equipment interfaces provide end users with real-time, streaming data and analytics interfaces.

How to Maximize ESD Revenue with Effective Cross-Selling

Software Business Blog

In its relatively short existence, the SaaS model has obviously gotten many things right. For instance, if you’re selling website design software, you can offer an SEO package. Note: You can also explore up-selling here, by proposing a higher-priced ecommerce software platform with SEO, analytics and email management. Propose complementary products.

10 Costly Mistakes Sales Teams Make With Sales Acceleration Technology

The Sales Insider

There is nothing sweet about a software implementation fail. After multiple mishaps directly related to a new software installation, Hershey failed to deliver $100 million worth of Hershey Kisses during the 1999 Halloween season. Just ask The Hershey Company. When the news hit, the company’s stock slid 8 percent, according to an article in CIO. [.].

Help your Customers be Security Aware

Software Business Blog

October is National Cyber Security Awareness Month in the US and this brings up people’s attention towards the security issues related to their devices – computers, tablets, mobile, etc. This, along with the fact that the security software market is constantly growing turns NCSA into a great opportunity to push security software to end-users – antivirus solutions, antispyware, firewalls and so on. Both merchants and affiliates related to security software products and services can benefit from this moment of the year to increase their sales.

Share your Views in the Transition to SaaS & Subscriptions Survey

Software Business Blog

The software business is a constantly changing industry (right, like we didn’t know!) We see at Avangate a steady increase in subscription-based transactions, either from SaaS, online services or downloadable software that comes with a subscription attached. More precisely, 42% of sales volumes passing through the Avangate platform were subscription-related in 2011, compared to 48% in 2012, 55% in 2013, 63% in 2014, 70% in 2015, and a whopping 73% in H1 2016. Please take part in our survey and share your thoughts regarding transitioning software to SaaS & Subscriptions.

How a Welcome Email Can Boost Your Business

Vertical Response

Parsons leads the marketing team at Palo Alto Software, an Oregon-based company. For example, encourage the customer to watch a video, read a blog post, check out related items, register his or her new product, fill out a profile on your company site or direct them to other helpful resources. “The ‘do not reply’ email sends a message. Act like a human.

Give Your Sales A Fresh Boost – Transact at Every Touchpoint with the Avangate ‘13 Spring Release

Software Business Blog

This is what the latest release from Avangate is about – helping software and cloud services companies unify siloed cross-touchpoint commerce experiences. We’ve expanded the service resolution process with Extended Refund Management, offering you more control over resolving issues related to reimbursements. How do you bring commerce into the equation? Transact at Every Touchpoint.

Leverage Recurring Revenue Alliance to Increase Renewal Sales

Software Business Blog

As part of the Alliance, Avangate will partner with other digital companies to help solve key issues related to the recurring revenues and renewals market. In March 2014, Avangate joined the Recurring Revenue Alliance. What does the #RRAlliance mean for you?   . Understanding the Renewals Space. The renewals market falls into 2 categories in general: High Value, Low Volume and.

It Must Be Somebody’s Fault – Surely?

Jonathan Farrington

These are your issues, not mine – and just for the record, I have plenty of issues of my own to worry about” Message to company owners, stakeholders, and senior officers everywhere: What is the point of hiring the very best sales and marketing teams you can afford; investing in the most sophisticated CRM and lead generation software; moving into those most impressive new offices etc. …

How Do You Incentivise SaaS Sales?

OpenSymmetry

Software-as-a-Service (SaaS) is generally thought to be a challenge for incentive plan designers – but is this true – why is it important and what are some of the key considerations in getting the design right? The actual value of the business contract will depend on the relative value of the elements within it. once all the relative values have been calculated. Renewals.

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Lead Generation: How golf sponsorship generates prospect inquiries for a software company

B2B Lead Blog

KeyedIn Solutions , a software technology and consulting company, has achieved it all with the sponsorship of up-and-coming golfing professional, Scott Piercy.  The company, not even a year and a half old, took a gamble on Piercy, as its leadership had previously witnessed success in sponsoring PGA Tour pros with another software organization. Engage with existing customers?

Using Org Chart Tool to Grow Your Sales

Pipeliner

How org chart software can help you close sales deals faster? Knowing how people relate beyond the standard reporting structure is vital to closing a deal. What is org chart (organizational chart)? In this post, we’ll introduce you the Pipeliner CRM organizational charting tool that helps you develop a better understanding for your prospects buying cycle [.] Sales Methodology

Busting the Myths on Google PageRank

Software Business Blog

PageRank doesn’t take into consideration whether the sites are related to each other. PageRank is related to traffic. For example, if you have the chance to get a link from big and important websites like CNN, Mashable, Techcrunch and the website is related to your industry, you should seriously consider it, even if that specific webpage has a smaller PageRank. PageRank is Google’s only link-related algorithm. PageRank: What is it, exactly? People define PageRank in lots of ways. PageRank indicates in a raw manner the link popularity. Sites have PageRank.

Is Your Small Business in the Cloud?

All Biz Answers

More and more business software is available online, and it is often better and easier to maintain then what you get out of a box at Staples. Do you still have software that lives on your computer? Of course, if you use custom software, you are probably stuck with the hard drive for a little while longer, but even that may be changing. What about your business? Google Docs.