Redefining the Sales Growth Strategy : 'tech start-up X'
Muntaha, Fahim (2022)
2022
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Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-2022112924792
https://urn.fi/URN:NBN:fi:amk-2022112924792
Tiivistelmä
This thesis describes the trends of the sales strategy of innovative tech start-ups considering their sales process, revenue models and challenges within the sales funnel. Also, it suggests suitable strategies for the case company by emphasizing sales growth. The research aims to identify the most familiar growth variables and constraints to implement them as a growth strategy for Finnish innovative SaaS start-ups to ensure B2B sales.
It is abductive research where primary data is collected through semi-structured interviews and questionnaires from the focus groups of 6 Finnish companies that have formulated and implemented sales growth strategies. Secondary data is observed from published research and competitors' online activities. The planned tool for the explorative quantitative and qualitative analysis are Microsoft Office to prepare graphs, bar charts pie chart, etc. The growth variables and challenges are then mapped in the strategy canvas to find consistency strategies for the case company.
The key result shows important variables per phase of sales funnels need to be considered while start-ups are formulating or redefining their sales strategies. It also revealed that most of the sales constraints of the case company can be minimized by resolving only four core problems such as suitable targets, available funds, skilled resources, and users' references. This thesis shows 15 recommendations for innovative SaaS start-ups to be followed to ensure sales growth in the domestic and international markets by overcoming substantial limitations.
It is abductive research where primary data is collected through semi-structured interviews and questionnaires from the focus groups of 6 Finnish companies that have formulated and implemented sales growth strategies. Secondary data is observed from published research and competitors' online activities. The planned tool for the explorative quantitative and qualitative analysis are Microsoft Office to prepare graphs, bar charts pie chart, etc. The growth variables and challenges are then mapped in the strategy canvas to find consistency strategies for the case company.
The key result shows important variables per phase of sales funnels need to be considered while start-ups are formulating or redefining their sales strategies. It also revealed that most of the sales constraints of the case company can be minimized by resolving only four core problems such as suitable targets, available funds, skilled resources, and users' references. This thesis shows 15 recommendations for innovative SaaS start-ups to be followed to ensure sales growth in the domestic and international markets by overcoming substantial limitations.