Enterprise SaaS buyers spend more, and churn less, but their procurement teams have a high quality bar. In this webinar we discuss how focusing on your compliance position (e.g. for ISO 27001, and SOC 2) can pay off in the sales cycle.
HOW DOES COMPLIANCEDRIVE SUCCESS INSAAS SALES?_GEORGE RICHARDSON | he/him/his
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WHY SELL TOENTERPRISE?_
ENTERPRISESARE BIG_
ENTERPRISESARE REALLY BIG_
ENTERPRISESDON’T FAIL_20% of businesses fail within a year.60% fail within five years.6-10% annual churn for enterprise buyers.31-58% annual churn for SMBs.(AS OFTEN)
ENTERPRISESARE SLOW_Implementing new tools is slowInitiatives take place across departmentsSwitching to new tools is expensive
WHY SELLING TOENTERPRISES IS HARD_IT DID SOUND TOO GOOD TO BE TRUE
WHAT ARE THEYTHINKING?_
TOO MANYCOOKS_Procurement teams are multi-facetedThey may not know the business contextThey may not care to know the business context
ENTERPRISESARE SLOW_
PROCUREMENTQUESTIONNAIRES_
xkcd.com/927
THE SOLUTION:INDUSTRY STANDARDS_
INDUSTRYSTANDARDS_Take many forms depending on industryISO 27001 and SOC 2 for information security
ISO 27001& SOC2_Complementing standards for information securityISO 27001 lays out requirements for an ISMSSOC 2 is a standard for audit reports
BUT HOW DO THEYHELP SALES?_Shorten or eliminate questionnairesCanned responses for questions that remainOpen new doors
SHORTEN OR ELIMINATESALES QUESTIONNAIRES_
CANNEDRESPONSES_REPETITIVE BUT EFFECTIVEDo you enforce MFA for access to customer data? Yes, please refer to our SOC2 report for proof.Do you backup your database?Yes, please refer to our SOC2 report for proof.Do you pick up strange USB sticks from car parks?No! please refer to our SOC2 report for proof.
OPEN NEWDOORS_
TRUSTPAGES_Put your compliance obligations to workDemonstrate trust before you get on the phone
IT’S NOT ALLABOUT SALES_Standards are standards for a reasonUnearth problems earlierAdopt a common language
COMPLIANCEIN THE CLOUD_
AWS SHARED RESPONSIBILITY MODEL
CANNEDSOLUTIONS_YOUR PROBLEMS AREN’T UNIQUE
Compliance as codeCanned compliance packsAWSCONFIGAutomate OS patch baselinesSYSTEMS MANAGERPATCH MANAGERCheck for public resourcesValidate complianceIAM ACCESSANALYZER
CONTINUOUSCOMPLIANCE_
AWS CONTROL TOWERGUARDRAILSSSO
HOW WECAN HELP_Book in a free surgery to discuss your problems.Ask us about SaaS Foundations!We can help unlock funding from AWS.
KEYTAKEAWAYS_Selling to enterprise can be a painfully long processProcurement questionnaires are going to slow downthe saleWe can reduce cycle times by complying withindustry standardsThe cloud offers unique characteristics to make thewhole process easier
KEEP INTOUCH_http://www.scalefactory.com/https://github.com/scalefactory@scalefactory[email protected]
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