Turn on the tap. Drive results to the bottom line using CSC’s proven lead generation practices to create market interest and focus demand on your SaaS solutions.
Below, we’ve included some answers to the most common demand generation and lead flow concerns firms face as they begin serving their SaaS customers.
For more information, see CSC Sales Acceleration.
Q: We’ve done a great job on the product design and usability—but customers have to find it and buy it before they fall in love with it! Now, how do we create a more effective online marketing presence to drive demand worthy of the product?
As in most businesses, creating a great product won’t guarantee success. Build it, and your work is just beginning! In order to get those customers ‘to come’ you need a solid marketing plan that considers all of the marketing fundamentals for your business—adjusted to the on demand environment in which you are playing. We work with you on segmentation, needs analysis, mapping your product capabilities, defining your buyer values, evaluate and advise you on SaaS web presence best practices, and guide you in crafting a specific demand generation program for your addressable market segments. It’s an end-to-end process that keeps your team on track for delivering the performance your management expects. It’s about Results.
CSC SaaS Sales Acceleration Services CSC SaaS Business Readiness ServicesQ: My prospects tend to get confused because our sales team says one thing and our web site says another. We tend to be a bit out of sync between our sales and marketing groups.
When business teams are running at breakneck speed, they get out of whack easily. Keeping your team on the same page is easy when there’s only one page. With CSC’s Sales Acceleration program, our expert SaaS go-to-market advisors spend time with all your stakeholders and team members ensuring that all teams are working from a single playbook. Getting there fast is good. Getting there together, fast, is better still.
CSC SaaS Sales Acceleration Services
Q: We’re using Google Adwords to drive leads to the web site, but nobody seems to go anywhere after they hit the first page. We’re not sure what we should be doing different…
This is the story all too often. Keep in mind that the best thing you can do is increase the quality of the visitors to your site, not just the numbers—that is, providing a product to a niche market that is completely captivated by and in love with your product will pay far more dividends than casting a net so broad that you are bringing in irrelevant visitors with tangential keyword teasers.
Continuous improvement is the secret sauce. Launch, measure, analyze, modify, and repeat. CSC will guide you in implementing an effective online continuous improvement demand generation framework. The key is to understand your customers and to segment your market to allow you to target them with specific messages. It’s just part of the practical assistance our SaaS go-to-market experts provide through our Sales Acceleration Services. The world of demand generation is different for SaaS. CSC is ahead of the curve—partner with CSC for our Experience. Partner with CSC for Results.
CSC SaaS Sales Acceleration ServicesThe Changing Face Of ISV Marketing
Today, effective demand generation involves supplementing traditional marketing—print, public relations, direct mail, trade shows—with a vital online presence. SaaS-savvy ISVs recognize that customers today fall into two primary categories relative to their usage of the Internet: web-centric customers, and web-agnostic customers. Web-centric customers view the Internet as a place where they can search for business solutions, find them, self-qualify--and possibly try them--make the buy decision, and purchase the offering. Web-agnostic customers will not make use of the Internet to find business solutions, and must be proactively sold using more traditional means. Demand generation strategies must address both the web-centric and the web-agnostic constituencies in order to be successful.
CSC’s proven demand generation framework and our experienced consultants can help you implement a lead generation strategy and program that will deliver relevant messages to both constituencies, and provide a customizable framework depending on your unique market circumstance.
