How does compliance drive success in SaaS sales?

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.

Transcript

1. HOW DOES COMPLIANCE DRIVE SUCCESS IN SAAS SALES?_ GEORGE RICHARDSON | he/him/his
2. WHY SELL TO ENTERPRISE?_
3. ENTERPRISES ARE BIG_
4. ENTERPRISES ARE REALLY BIG_
5. ENTERPRISES DON’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)
6. ENTERPRISES ARE SLOW_ Implementing new tools is slow Initiatives take place across departments Switching to new tools is expensive
7. WHY SELLING TO ENTERPRISES IS HARD_ IT DID SOUND TOO GOOD TO BE TRUE
8. WHAT ARE THEY THINKING?_
9. TOO MANY COOKS_ Procurement teams are multi-faceted They may not know the business context They may not care to know the business context
10. ENTERPRISES ARE SLOW_
11. PROCUREMENT QUESTIONNAIRES_
12. xkcd.com/927
13. THE SOLUTION: INDUSTRY STANDARDS_
14. INDUSTRY STANDARDS_ Take many forms depending on industry ISO 27001 and SOC 2 for information security
15. ISO 27001 & SOC2_ Complementing standards for information security ISO 27001 lays out requirements for an ISMS SOC 2 is a standard for audit reports
16. BUT HOW DO THEY HELP SALES?_ Shorten or eliminate questionnaires Canned responses for questions that remain Open new doors
17. SHORTEN OR ELIMINATE SALES QUESTIONNAIRES_
18. CANNED RESPONSES_ REPETITIVE BUT EFFECTIVE Do 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.
19. OPEN NEW DOORS_
20. TRUST PAGES_ Put your compliance obligations to work Demonstrate trust before you get on the phone
22. IT’S NOT ALL ABOUT SALES_ Standards are standards for a reason Unearth problems earlier Adopt a common language
23. COMPLIANCE IN THE CLOUD_
24. AWS SHARED RESPONSIBILITY MODEL
25. CANNED SOLUTIONS_ YOUR PROBLEMS AREN’T UNIQUE
26. Compliance as code Canned compliance packs AWS CONFIG Automate OS patch baselines SYSTEMS MANAGER PATCH MANAGER Check for public resources Validate compliance IAM ACCESS ANALYZER
27. CONTINUOUS COMPLIANCE_
28. AWS CONTROL TOWER GUARDRAILS SSO
29. HOW WE CAN HELP_ Book in a free surgery to discuss your problems. Ask us about SaaS Foundations! We can help unlock funding from AWS.
30. KEY TAKEAWAYS_ Selling to enterprise can be a painfully long process Procurement questionnaires are going to slow down the sale We can reduce cycle times by complying with industry standards The cloud offers unique characteristics to make the whole process easier
31. KEEP IN TOUCH_ http:/ /www.scalefactory.com/ https:/ /github.com/scalefactory @scalefactory george@scalefactory.com