Improving Sales Processes for B2B SaaS Growth Companies
Saikkonen, Cassandra (2024)
2024
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Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-2024111928773
https://urn.fi/URN:NBN:fi:amk-2024111928773
Tiivistelmä
Small and medium-sized enterprises (SMEs) often face significant obstacles in achieving and sustaining growth, despite their critical role in driving economic development. Many of these growth challenges stem from several common issues, including the absence of structured sales processes, inadequate management practices, limited data visibility, and inefficient allocation of sales efforts. These factors frequently contribute to stagnant growth, making it difficult for SMEs to scale effectively and respond to market demands.
This thesis focuses on one of these key barriers to growth: the lack of structured sales management processes combined with insufficient data visibility. By addressing this challenge, the study aims to shed light on effective strategies to overcome these obstacles. Specifically, it examines growth-stage companies in Northern Europe with annual revenues between 3 and 4 million EUR that are aiming to elevate their operations and establish a foundation for long-term expansion.
The central objective of this thesis is to explore and outline an effective, scalable sales process tailored to growth-oriented companies within the Software as a Service (SaaS) sector. This research seeks to identify processes that foster sustained revenue growth by enhancing sales operations through a blend of market insights, customer-centric strategies, technology-driven data integration, and ongoing sales team development. By conducting a comprehensive analysis, this thesis will offer actionable insights and strategic recommendations designed to help SaaS companies refine their sales processes and achieve sustainable growth for scaling effectively.
In essence, this study seeks to answer the question: What type of sales framework is most effective for growth-stage SaaS companies to build a sustainable sales process that drives revenue growth? In addressing this, the research will provide insights that contribute to the evolving body of knowledge on effective sales frameworks for SMEs in the dynamic and competitive SaaS market.
This thesis focuses on one of these key barriers to growth: the lack of structured sales management processes combined with insufficient data visibility. By addressing this challenge, the study aims to shed light on effective strategies to overcome these obstacles. Specifically, it examines growth-stage companies in Northern Europe with annual revenues between 3 and 4 million EUR that are aiming to elevate their operations and establish a foundation for long-term expansion.
The central objective of this thesis is to explore and outline an effective, scalable sales process tailored to growth-oriented companies within the Software as a Service (SaaS) sector. This research seeks to identify processes that foster sustained revenue growth by enhancing sales operations through a blend of market insights, customer-centric strategies, technology-driven data integration, and ongoing sales team development. By conducting a comprehensive analysis, this thesis will offer actionable insights and strategic recommendations designed to help SaaS companies refine their sales processes and achieve sustainable growth for scaling effectively.
In essence, this study seeks to answer the question: What type of sales framework is most effective for growth-stage SaaS companies to build a sustainable sales process that drives revenue growth? In addressing this, the research will provide insights that contribute to the evolving body of knowledge on effective sales frameworks for SMEs in the dynamic and competitive SaaS market.