4 Ways to Crack the Code for SaaS Sales

Way back in 1994 -- ancient history in the tech world -- Amazon.com got its start selling books on the internet, a revolutionary idea at the time. Since then, the company has grown to become an ecommerce giant, selling almost anything you can imagine, from cat toys to canoes.

Today, Amazon is pushing boundaries once again by selling an increasing number of digital subscriptions. There’s its well-known $99-per-year Prime service, which gets you free shipping and other perks, but they also offer Amazon Music Storage, Amazon Drive and Kindle Unlimited, among others. In fact, if you added up the costs for using all of Amazon’s personal subscription services, you’d be paying almost $850 per year.

Given Amazon’s ongoing shift to the subscription model, it’s clear that one of the most valuable companies in the world thinks that developing long-term relationships with customers is a winning strategy (and they’re not the only ones). The subscription model is a proven revenue-driver, but how do you get customers to sign up and make purchases in the first place?

Most SaaS companies start off in the same spot: Selling software directly to customers on their websites, but from there the way forward can look like a worn treasure map, with lots of faint paths winding through faded landmarks, many leading to nowhere. Every company is unique, and you need to plot your own best course for driving sales. Fortunately, there are some familiar trails you can take to help you find your way faster.

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