Designing a Human-Centric Sales Framework for Early-Stage SaaS Startups
Nketa, Chukwufumnanya (2024)
Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-2024121937623
https://urn.fi/URN:NBN:fi:amk-2024121937623
Tiivistelmä
This thesis tackled the basic problem of developing successful sales processes in early-stage Software-as-a-Service (SaaS) enterprises by applying service design methodology. The study analyzed how human-centric strategies could be systematically coupled with automation to increase sales effectiveness in resource-constrained environments. The research especially looked at the aspects that drive client acquisition, retention, and product-market fit. Furthermore, a framework that allows entrepreneurs to execute human-centric sales methods within genuine practical limits was designed.
The methodological approach incorporated service design principles via the Double Diamond framework, which comprised both quantitative and qualitative research methodologies. Survey results from early-stage SaaS startups indicated substantial resource restrictions, with 74% working with small teams and 79% employing founder-led sales strategies. Semi-structured interviews with founders and sales professionals offered more insights into operational challenges and relationship-building requirements. These empirical findings inspired the systematic design of a human-centric sales framework, which was backed with a distinct business model and value proposition canvas to help implementation.
This study resulted in a complete framework that blends automated operations with high-value human interactions, allowing for resource-optimized client engagement while retaining relationship quality. The framework focused on three key dimensions: trust-building architecture, process optimization systems, and value producing processes. While staying theoretically grounded, the framework supports practical implementation paths via systematic documentation, assessment tools, and support systems. This study increased both the theoretical knowledge of human-centric sales processes and the real capabilities of early-stage SaaS firms. Future study opportunities include empirical confirmation through case studies.
The methodological approach incorporated service design principles via the Double Diamond framework, which comprised both quantitative and qualitative research methodologies. Survey results from early-stage SaaS startups indicated substantial resource restrictions, with 74% working with small teams and 79% employing founder-led sales strategies. Semi-structured interviews with founders and sales professionals offered more insights into operational challenges and relationship-building requirements. These empirical findings inspired the systematic design of a human-centric sales framework, which was backed with a distinct business model and value proposition canvas to help implementation.
This study resulted in a complete framework that blends automated operations with high-value human interactions, allowing for resource-optimized client engagement while retaining relationship quality. The framework focused on three key dimensions: trust-building architecture, process optimization systems, and value producing processes. While staying theoretically grounded, the framework supports practical implementation paths via systematic documentation, assessment tools, and support systems. This study increased both the theoretical knowledge of human-centric sales processes and the real capabilities of early-stage SaaS firms. Future study opportunities include empirical confirmation through case studies.