Read the full post at https://www.fourquadrant.com/saas-marketing/ How is SaaS Marketing Different SaaS Marketing is different than traditional enterprise software selling and the differences vary by the type of SaaS sales model. Regardless of whether a company sells a SaaS or on-premise solution, the goal is the same—maximize revenue and minimize the cost of acquiring customers. With a SaaS solution however, the role of marketing within the sales process changes and here is how. Specifically, in a self-service SaaS sales model, marketing is in essence taking on the entire sales process –assuming that marketing owns the website and ecommerce. On the other end of the spectrum, while in an enterprise SaaS selling model the role of marketing is similar, there are some important differences to selling on-premise solutions. Read Pragmatic Posts on B2B Marketing - https://www.fourquadrant.com/marketing-resource-blog/ Download Go to Market Templates (FREE) - https://www.fourquadrant.com/marketing-tempates/ View the Go to Market PowerPoint Slide Library - https://www.fourquadrant.com/marketing-slides/ Leverage Proven Go to Market Planning Templates - https://www.fourquadrant.com/products/

1. Go to market resources @ fourquadrant.com
SaaS Sales Models

2. SaaS Sales Models
Go to market resources available @ fourquadrant.com
SaaS Marketing is different than traditional enterprise software selling and
the differences vary by the type of SaaS sales model.
Regardless of whether a company sells a SaaS or on premise solution, the
goal is the same—maximize revenue and minimize the cost of acquiring
customers.
With a SaaS solution however, the role of marketing within the sales
process changes and here is how.

3. SaaS
Sales Models
Price points for self-­
service SaaS solutions
are usually under $5K
Volumes of transactions
require inbound
marketing to contribute
significantly to outbound
efforts (PPC is usually
significant).
Website and ecommerce
are critical
SaaS Sales Models

4. SaaS
Sales Models
Price points for
transactional SaaS
solutions are usually under
$50K
Typically a good balance
of outbound and inbound
activity with a strong need
for SDRs & ISRs
SaaS Sales Models

5. SaaS
Sales Models
Price points for enterprise SaaS SaaS solutions are usually over $50K
Inbound marketing is usually more opportunistic (assuming target account selling) and requires
scoring. Outbound marketing is typically on a specific set of accounts and titles
Field sales reps are key to driving revenue and most organizations will have ISRs
SaaS Sales Models

6. SaaS
Sales Models
Price points for self-­
service SaaS solutions
are usually under $5K
Volumes of
transactions require
inbound marketing to
contribute significantly
to outbound efforts
(PPC is usually
significant).
Website and
ecommerce are critical
Price points for
transactional SaaS
solutions are usually
under $50K
Typically a good
balance of outbound
and inbound activity
with a strong need for
SDRs & ISRs
Price points for enterprise SaaS SaaS solutions are usually over $50K
Inbound marketing is usually more opportunistic (assuming target account selling) and requires
scoring. Outbound marketing is typically on a specific set of accounts and titles
Field sales reps are key to driving revenue and most organizations will have ISRs

7. Read the full post at
https://www.fourquadrant.com/saas-marketing/
Go to market resources @ fourquadrant.com
SaaS Sales Models