Be careful when utilizing industry advisors who have never positioned a SaaS offering. They might understand how to sell a tangible product, but using their business advice might set you back.

If you’ve gotten funding, don’t over-hire, instead focus on start up executives who understand; SaaS MRR, CAC, CLV, etc.

New SaaS products are entering the market every day; a new product is hot, and then something else will grab attention, so keep your momentum by developing lasting Channel Partner programs that focus on rewarding loyalty.

Don’t over-rely on Channel Partners to drive new business; you must own your pipeline and become a reciprocal business partner.

Use tiered selling. Most manufacturers exclusively hire; Regional Sales Managers, Sales Directors, Business Development Managers, and Account Executives. They’re needed; however, none of those roles are focused on prospecting.

Hire SDRs to focus on building your sales funnel with a blend of End-User and Channel Partner engagement, allowing your sales team to drive new business by co-selling.

Develop a solid playbook strategy with SDRs and AE/BDM/RSM.

Focus on providing excellent live demonstrations. Build a demo around your prospects pain points and challenges, make sure you review these and skip irrelevant features.

Map out your customer’s journey, focus on the onboarding process, and ongoing customer satisfaction.

Understand the verticals where you’ll have the highest success rate. Make your message simple and clear to help your SDRs communicate your value proposition.