Thursday, November 7, 2013

Indian Cloud based SAAS products - The correlation between Sales and Support models

Cloud ...Cloud ...Cloud ...This has been the buzz word around in the last 3 years and it is to stay. The industry is adopting Cloud based solutions , products like never before. High growth markets like India where technology adoption has just started, there is a good story to crack the market. Also, businesses are looking at new options on the cloud .The question that arises now and is very important for start-ups who offer services on the cloud - What is your Sales Model? How do you reach your target market? How do you sell?
Most often than not, this is also THE QUESTION which investors will ask you. What is your strategy or at-least the plan for scaling up operations and revenues? Having the luck to speak to some of our industry peers , friends and competitors as well in the start-up community , we have seen a mix. of ideas on the strategy for growth. But what we found from experience is quite different.

Couple of ideologies which you will hear mostly are 
  1.  We are a Cloud based company, we will sell online like any e-commerce store and support is via email or phone. No customer visits at all.
  2. We sell online/offline but we support online only and no customer site visits for support.
  3. We are reluctant to support customers at their site but yeah , we do send if it is a large customer.

Here's the catch. Does your Sales model also put pressure on customer support and the way you operate? The answer is Yes, it does and in a significant way than you can imagine. Based on our experience, we have classified into phases the growth of an organization and how your Sales and Support models change.

Phase1 - Online Sales & Support ( just started off with a SAAS model)

If you are selling online only and the only way you generate revenue is by pulling more users to your website, then yes your support model can be completely online. Even if customers insist for a site visit, you can justify and answer their queries online than visiting their office. More importantly, your product should be simple enough to support online.

Phase2 - Online or Offline Sales and only Online Support:(struggling)

This is the worst model you can look at but is the most fancy one. Basically, as an organization you are shouting out that you want to make sales & generate revenue either online or if required, by visiting a customer using a sales team but you will support customers only online or on phone but will never visit their site.

This is the worst model imaginable from a customer support / customer satisfaction perspective and lot of customers will churn easily to competition. You will want to quickly move to the 3rd phase or model- the most popular one in India. Companies which get stuck in this phase (Phase2) quickly move back to Phase1 or die down.

Phase3 - Online or Offline Sales & Support ( product is established and the need is identified, growth phase):

The Sales and Support teams visit the customer based on the size of customer, critical nature of the issue or depending on the partnership maintained.

Especially for the Indian market, it is the most dependable model for scale in revenue since the market dynamics are still mostly offline.

Conclusion:

You could be a poster boy startup and technically the most sophisticated product in the market but to survive in the Indian market and do business, you will need to create a support system which is in line with your sales organization and customer expectations.. Also, since most of the startup's will go from phase1 to phase3 to increase the revenues, their support model too has to change as they grow. You could be a high tech. startup but to grow and survive the Indian market, you will need an offline support systems since your customers need not be as high tech. as you, they just need to be able to afford your product :) .


139 comments:

  1. In coming years, cloud computing is going to rule the world. The cloud based CRM tool provider like Salesforce have massive demand in the market. Thus talking salesforce training in Chennai from reputed Salesforce training institutes in Chennai will ensure bright career prospects for aspiring professionals.

    ReplyDelete
  2. The information you posted here is useful to make my career better keep updates...If anyone want to get Cloud Computing Training Chennai, Please visit FITA academy located at Chennai. Rated as No.1 Cloud Computing Training Institutes in Chennai

    ReplyDelete
  3. Really awesome blog. Your blog is really useful for me. Thanks for sharing this informative blog. Keep update your blog.

    Regards..
    Software Testing Training

    ReplyDelete
  4. Salesforce is a cloud based CRM software. Today's most of the IT industry use this software for customer relationship management. To get more details about salesforce please refer this site.

    Regards..

    Salesforce Training Institutes in Chennai

    ReplyDelete
  5. I went through your blog and it’s totally awesome. You can consider including RSS feed in your site, so that we can follow your blog and get latest update direct on my inbox.
    Java Training in Chennai
    .Net Training in Chennai
    PHP Training in Chennai

    ReplyDelete
  6. Thanks for sharing this niche useful informative post to our knowledge, Actually SAP is ERP software that can be used in many companies for their day to day business activities it has great scope in future.
    Regards,
    SAP training in chennai|SAP course in chennai|SAP Course in Chennai|SAP Training|SAP courses in chennai

    ReplyDelete
  7. Learning new technolgoy would help oneself at hard part of their career. And staying updated is the only way to survive in current position. Your content tells the same. Thanks for sharing this information in here. Keep blogging like this.

    JAVA Training in Chennai | JAVA Training Institutes in Chennai | Hadoop training in chennai

    ReplyDelete
  8. Good information shared here. For more details of IVR Solutions you can visit us.

    ReplyDelete
  9. This information is impressive; I am inspired with your post writing style & how continuously you describe this topic. After reading your post, thanks for taking the time to discuss this, I feel happy about it and I love learning more about this topic.
    Regards,
    Python Training in Chennai|Angularjs training chennai|Fita Chennai reviews|SAS Training in Chennai

    ReplyDelete
  10. Great post you could have completed the following. I'm truly happy to learn to read this kind of. This can be a very informative subject matter that you're picked. keep writingCustomer Support Services

    ReplyDelete
  11. We are offering web design service and much more for your businesses websites.........

    ReplyDelete
  12. Nowadays, most of the businesses rely on cloud based CRM tool to power their business process. They want to access the business from anywhere and anytime. In such scenarios, salesforce CRM will ensure massive advantage to the business owners. Amazon Web Services Training in Chennai | Amazon Web Services Training

    ReplyDelete
  13. Selenium is the best tool for software testing automation and it is used globally by the top companies across globe. Get training to use selenium and star yur career as a siftware tester today.
    Selenium training in Chennai | Selenium course in Chennai | Selenium training institute in Chennai

    ReplyDelete
  14. One of the website templates available on the internet.Contact Us Now going to share it with my friends so that they can get an idea of latest website designs

    ReplyDelete
  15. The share your really gives us excitement. Thanks for your sharing. If you feel tired at work or study try to participate in our games to bring the most exciting feeling. Thank you!
    red ball 4 | hola launcher | cooking fever | paradise bay | agar

    ReplyDelete
  16. Thanks for sharing the information. It is very useful for my future. keep sharing. Can you play more games at :

    ninjago game | swords and souls game | subway surfers game | goodgame big farm | strikeforce kitty 2 | agario game

    ReplyDelete

  17. I have completely read your post and the content is crisp and clear.Thank you for posting such an informative article, I have decided to follow your blog so that I can myself updated.
    Android training in Chennai | Android course in Chennai | Android training institute in Chennai

    ReplyDelete
  18. Thank you for such a sweet tutorial - all this time later, I've found it and love the end result. I appreciate the time you spent sharing your skills.
    messenger download |messenger indir | messenger | messenger indir | download messenger | messenger indir | messenger indir

    ReplyDelete
  19. Thank your information on training

    http://www.agarwalpackers.in/

    ReplyDelete
  20. .NET software development remains one of the best careers, According to polling and surveys. Lots of openings are there in market for Dot net Fresher’s & Experienced Professionals
    dot net training in chennai

    ReplyDelete
  21. Provides great information about the concept.It helps an individual to gain knowledge on new techniques.Keep on giving this type of information.
    SEO training in Chennai

    ReplyDelete
  22. We have a few ideas about Sims 5 to know you.

    ReplyDelete
  23. Exactly the sales and support model will make the entire satisfaction among the public to generate well revenue model which in turn produce the better business. In spite SAAS plays the major role within that.

    Car Wash Services in Mumbai

    ReplyDelete
  24. Thanks for sharing the above information...

    ReplyDelete
  25. Really i want to say big thanks to this thread author, because you have shared great information here. For sure, longtime I Am looking to know about this kind of facts to develop my business.
    cheap MLM software

    ReplyDelete
  26. Thanks for sharing this unique and informative content which provided me the required information.
    Java Training in Chennai | JAVA Course in Chennai

    ReplyDelete
  27. Great article!! The three phases are very useful. Check out some of the best selenium concepts which can help you as well.Best Selenium training in Chennai | Selenium training institute in Chennai

    ReplyDelete
  28. Thanks for your sharing! The information your share is very useful to me and many people are looking for them just like me! Thank you! I hope you have many useful articles to share with everyone!
    slither io

    ReplyDelete
  29. Thanks for sharing the useful information with us. This information is impressive..I am inspired with your post writing style & how continuously you describe this topic. After reading your post,thanks for taking the time to discuss this, I feel happy about it and I love learning more about this topic.

    Thanks
    Pratical oritented Selenium Training

    ReplyDelete
  30. Thanks for your article! I have been looking for quite a long time and fortunately I read this article! I wish you would continue to have valuable articles like this or more to share with everyone!
    And please let me grow my backlink! That can only be done when you give permission!
    abcya

    ReplyDelete
  31. Excellent and very cool idea and the subject at the top of magnificence and I am happy to this post..Interesting post! Thanks for writing it.. want to learn cloud visit Cloud Computing Training in Chennai | Salesforce Training in Chennai

    ReplyDelete
  32. Very nice informative article... Your information is much more helpful for all the people.. Keep regular updates .... Thanks
    Big Data Analytics Training in Chennai|Web Designing Training in Chennai|Java Training in Chennai

    ReplyDelete
  33. We are really grateful for your blog post. You will find a lot of approaches after visiting your post. Great work. Friv 23 Friv 26 Friv3 Friv4 Friv52 Friv54 Friv55 Friv56 Friv77

    ReplyDelete
  34. Good and nice information, thanks for sharing your views and ideas.. keep rocks and updating..

    Software Testing Training in chennai | Software Testing Training institute in chennai

    ReplyDelete
  35. We provide cloud based mlm software.
    Visit - https://infinitemlmsoftware.com/

    ReplyDelete
  36. Nice one!
    We provide Dissertation Writing Services, Research Paper Writing Service and Ph.D Thesis writing Service to Ph.D scholars to achieve their goal.
    For more details, visit - www.wordsdoctorate.com

    ReplyDelete
  37. I read some articles on this site and I think your blog is really interesting and has great information. Thank you for your sharing.
    wingsio

    ReplyDelete
  38. Good post. I learn something new and challenging on sites I stumbleupon on a daily basis.
    This might be the proper blog for all who wishes to be familiar with this topic.
    You already know much its practically not easy to argue along.
    Superb stuff, just great!Friv , Friv , Friv , Friv
    Also, thank you for allowing for me to comment!

    ReplyDelete
  39. It is a very nice article including a lot of viral content. I am going to share it on social media. Get the fire crackers online in chennai.

    ReplyDelete
  40. Cloud Computing Which is really very interesting Subject where every set of things are now converted to Cloud Computing When I was having my PMP Certification in Chennai, I was supposed to make the Cloud Computing set of projects also, Cloud based technology has the best ever career in future Thank you for sharing the information

    ReplyDelete
  41. Thank you a lot for providing individuals with a very spectacular possibility to read critical reviews from this site.

    Rprogramming Training in Bangalore

    ReplyDelete
  42. Nice Blog on Indian Cloud based SAAS products - The correlation between Sales and Support models
    Devops Training in Bangalore

    ReplyDelete
  43. Excellent blog on Indian Cloud based SAAS products - The correlation between Sales and Support models.
    Informatica Interview questions

    ReplyDelete
  44. Linux Online training in India – Webtrackker Technology is providing the linux online training with 100% placement support. If you are looking for the BEST LINUX & UNIX Training Institute In india or linux online training from india, live project based LINUX & UNIX online training then you can contact to us.

    ReplyDelete
  45. This Blog is Very interesting to read and thank you for sharing the valuable information about DevOps Training in Hyderabad DevOps Training in Hyderabad. The information you provided was very easy to read and understand. I gathered a lot of information from your DevOps blog.

    ReplyDelete
  46. This Blog is Very interesting to read and thank you for sharing the valuable information about SAP Training in Hyderabad SAP Training in Hyderabad. The information you provided was very easy to read and understand. I gathered a lot of information from your SAP blog.

    ReplyDelete
  47. Accountants Hove
    After I read and endeavor to comprehend this article lastly amazingwe are for the most part appreciative for the presence of this article can include significantly more knowledge for every one of us. much obliged to you

    ReplyDelete
  48. Thanks for sharing information with clear explanation. This is really awesome to understand.

    Thanks,
    QTP Training in Chennai| Selenium Training in Chennai

    ReplyDelete
  49. Reliable and trusted packers and movers in Delhi NCR for household shifting service. Once can hire a trusted and professional packers movers at ryby.in easily.
    ryby

    ReplyDelete
  50. I am really enjoying reading your well-written articles. It looks like you spend a lot of effort and time on your blog. I have bookmarked it and I am looking forward to reading new articles. Keep up the good work.
    social media marketing training in chennai
    social media training in chennai

    ReplyDelete
  51. I am very glad to visit your website. I extremely grateful that you perform this piece of writing very simply

    Microservices Online Training

    ReplyDelete
  52. Hi,
    I must appreciate you for providing such a valuable content for us. This is one amazing piece of article. Helped a lot in increasing my knowledge.
    CCNA Training in Chennai
    DevOps Training in Chennai
    DevOps Training
    DevOps course in Chennai
    CCNA Training institutes in Chennai
    CCNA Training near me

    ReplyDelete
  53. I am reading your post from the beginning, it was so interesting to read & I feel thanks to you for posting such a good blog, keep updates regularly.

    Best Linux Training Institute in Chennai | Best Linux Training in Chennai | Linux Course | Best Linux Training in Adyar | Best Linux Training in Velachery | Best Linux Training Institute in Tambaram

    ReplyDelete
  54. Very interesting information that you have shared with us.i have personally thank you for sharing your ideas with us.
    german language classes in bangalore
    learn german in bangalore
    German courses in Anna Nagar
    German Training in T nagar

    ReplyDelete
  55. Such an informative blog that i have red yet.I hope the data you gave is helpful for the students.i have read it very interesting
    information's.
    AWS Certification Training
    AWS Training Institutes in Bangalore
    Best AWS Training Institute in Anna nagar
    AWS Training Institutes in T nagar

    ReplyDelete
  56. Very interesting post. I am really happy to come here. All your information will be valuable to know about cloud based products. Thanks to sharing it.
    Web Design Madurai

    ReplyDelete
  57. Packers and Movers Indore - Call 09303355424, Local Household Shifting in Indore, Domestic Home Relocation from Indore. International Home Relocation from Indore, Office Shifting within Indore, Car and Bike Transportation from Indore, Safe Packing and Moving Services,
    Packers and Movers Indore
    Packers and Movers Gurgaon
    Packers and Movers Kolkata
    Packers and Movers Mumbai
    Packers and Movers Bhopal
    Packers and Movers Delhi
    Packers and Movers Jaipur
    Packers and Movers Raipur
    Packers and Movers Pune
    Packers and Movers Ahmedabad

    ReplyDelete
  58. This comment has been removed by the author.

    ReplyDelete
  59. This comment has been removed by the author.

    ReplyDelete
  60. Thanks for the blog that you submitted in this site. Keep bloging like this.
    Manual Testing Training in Chennai

    ReplyDelete
  61. When i read this blog its realy take me away,its a very good article and greatful to the author.
    Selenium Training in Chennai
    Manual Testing Training in Chennai

    ReplyDelete
  62. This comment has been removed by the author.

    ReplyDelete
  63. Superb blog I visit this blog it's extremely marvelous. Interestingly, in this blog content composed plainly and justifiable. The substance of data is exceptionally instructive.
    oracle fusion financials classroom training
    Workday HCM Online Training
    Oracle Fusion Financials Online Training
    Oracle Fusion HCM Online Training
    Oracle Fusion SCM Online Training
    Oracle Fusion HCM Classroom Training

    ReplyDelete
  64. I have to thank for sharing this blog admin, really helpful to me.

    Guest posting sites
    Technology

    ReplyDelete
  65. This comment has been removed by the author.

    ReplyDelete
  66. Thank you for sharing. Its really nice post. Python Training in Bangalore is the most demanded training in the industry. With around 30% of jobs in the field of information technology demand good knowledge in Python programming. At Indian Cyber Security Solutions, we provide Python Training in Bangalore. This course is designed in such a way that it covers all topics from the basic to the advanced level. Python Course done by ICSS in Bangalore. Indian Cyber Security Solutions is the Best Python Institute in Bangalore.

    ReplyDelete
  67. This is an amazing blog, thank you so much for sharing such valuable information with us.
    Visit for best logo and brochure designing services at- brochure designer in gurgaon.
    Thank you for sharing your wonderful information. for professional graphics,
    work contacts me. I am a freelance designer in gurgaon.
    Freelance Graphic Designing
    Freelance Catalogue Designing in delhi
    Freelance Catalogue Designing in gurgaon
    Freelance Brochure Designing
    Freelance Label Designing
    Freelance Banner Designer
    Freelance Poster Designer
    graphic design services in delhi
    graphic design services in gurgaon
    Freelance Catalogue Designing in delhi
    Freelance Catalogue Designing in gurgaon
    Freelance Brochure Designing
    Freelance Label Designing
    Freelance Banner Designer
    Freelance Poster Designer
    graphic design services in delhi
    graphic design services in gurgaon
    Freelance Catalogue Designing in delhi
    Freelance Catalogue Designing in gurgaon
    Freelance Brochure Designing
    Freelance Label Designing
    Freelance Banner Designer
    Freelance Poster Designer
    graphic design services in delhi
    graphic design services in gurgaon
    Freelance Catalogue Designing in delhi
    Freelance Catalogue Designing in gurgaon
    Freelance Brochure Designing
    Freelance Label Designing
    Freelance Banner Designer
    Freelance Poster Designer
    graphic design services in delhi
    graphic design services in gurgaon
    graphic designer in gurgaon
    freelance graphic designer in gurgaon
    freelance graphic designer in gurgaon
    freelance graphic designer in gurgaon
    freelance logo designer in gurgaon
    freelance logo designer in gurgaon
    freelance web designer in gurgaon

    ReplyDelete
  68. Thanks for sharing information to our knowledge, it helps me plenty keep sharing…

    Apache Spark Training in Pune
    Python Classes in Pune

    ReplyDelete
  69. Very interesting to read this article.I would like to thank you for the efforts you had made for writing this awesome article. This article inspired me to read more. keep it up.
    Data Science Course In Hyderabad With Placements

    ReplyDelete
  70. 1043it Safe 24 Call Drivers In Madurai Madurai Acting Driver,Acting Driver Madurai https://123just.com/ad/66/safe-24-call-drivers-in-madurai

    ReplyDelete
  71. Lead Management Software

    Lead management is a systematic process in which incoming leads are qualified, analyzed, and nurtured so that they can be converted into new business opportunities.
    In a typical sales process, leads from multiple channels enter your lead management system, and the sales-ready leads are converted into deals.

    ReplyDelete
  72. If you are looking for a sweet and beautiful woman who knows how to satisfy a man,Dating Call Girls in Lucknow who know his wants and needs and who is a great, horny lover,Hot and Sexy Call Girls in Lucknow this is a place for you!Escorts Rate in Agra Taste young and sweet Russian model who will do for you what others can’t.Call Girls near Dehradun Airport Look at their photographs, everything that you see in the pictures it’s only a small sample of what they can offer you.Call Girls near Dehradun Airport Discover their extremely hot bodies, kiss their natural breasts. Meet the real Mature Housewife Escorts in Faridabad angels.

    ReplyDelete
  73. ID 343434 Our SafeTaTaweb Low Cost Website Design can deliver a business Client ID 343434 or personal application website design without any flaws in all the features you expect.
    https://123just.com/pro/safetataweb

    ReplyDelete
  74. ID 343436 Our SafeTaTaweb Low Cost Website Design can deliver a business Client ID 343436 or personal application website design without any flaws in all the features you expect.
    https://123just.com/pro/safetataweb

    ReplyDelete
  75. If you have any used products for sale. Then you can sell your products in quikads. Beacuse Quikads is a classified sites in Dhaka.

    ReplyDelete
  76. Great blog with lots of useful information and check this best website design sharjah

    ReplyDelete
  77. Orthodontic Treatment Humble tx - Are you looking for best Orthodontic Treatment near Humble Tx ? atascocitafamilysmiles smile is a best for any urgent dental care service. Call and get appointment for any dental service in Humble, TX.
    We also provide a complete range of emergency dental services.
    • Root canals
    • Routine Cleanings
    • Toothaches
    • Cavities/fillings
    • Swollen Jaw
    • Periodontal scaling
    • Partials
    • Common extractions
    • Surgical Extractions
    • Dentures
    • Broken teeth
    • Wisdom teeth
    • Crowns/bridges
    Web :- https://www.atascocitafamilysmiles.com/service/invisalign.php
    Add: - ATASCOCITA FAMILY SMILES, 7810 FM 1960 E, ST #105, Humble, TX 77346
    If you prefer to speak to a team member, please call (281) 852-2288.
    Tags :- Emergency Dental Care In Humble Tx, Orthodontic Treatment Humble tx , Affordable Dentures Near Humble Tx, Aspen Dentistry Near Me In Humble Tx, Cosmetic Dentist Humble Tx, Kids Dentist Near Me Humble Texas, Sedation Dentist Houston TX
    #dentalclinic #dentist #EmergencyDentist #dental #dentistry #dentalcare #AspenDentistryHumbleTx #smile #teeth #dentalimplants #teethwhitening #oralhealth #dentalhygienist #dentista #cosmeticdentistry #veneers #dentalphotography #tooth #dentalhygiene #orthodontics #di #dentalhealth #smilemakeover #doktergigi #klinikgigi #dentistryworld #braces #dentalassistant #odontologia #smiledesign #dentalstudent #dentallab

    ReplyDelete