From Impossible to Inevitable: How SaaS and Other Hyper-Growth Companies Create Predictable Revenue

by Aaron Ross

For example, here's a simple outline of a process that aligns both buyer and seller: Initial “Are We a Fit?” call: Determine if this is a waste of time or not, before moving forward. This may include a first simple demo to the buyer, so they can decide if a next call is appropriate, and who to invite from their team. Demo or discovery call: Include several people from the buyer's team, including a decision-maker, so again we can make a decision whether a deal is worth pursuing. Proposal: Lay out the terms so the buyer can see all the details regarding how it would work to meet their expectations, pricing, options, and terms. Offer alternatives—honestly presented!—to the seller's products (including “do nothing” or “competitor 1”) to help the buyer make the best decision. Executive buy-off: The decision-maker gets all questions and objections answered. What would it take to get them excited for the project? Finalize terms: The word “negotiation” implies a “win-lose” situation for most people, when in reality, both sides are trying to finalize the details in ways that make sense for each other. Sign contracts (or paperwork): Both sides celebrate today, and then get back to work tomorrow on delivering on the promises made. Kickoff/implement/begin: The customer on boards the new product or service. Track success: Help the customer measure and gauge their results to date, and how successful the project has been compared to their expectations.