Even though companies follow the same sales cycle pattern (and struggle to shorten it) to a large degree, each has a different approach. The sales process is moving blazingly fast and constantly evolving, up to the point where technological advancements are laying solid foundations for an efficient and streamlined sales effort. Perhaps it's nowhere near as evident as with SaaS.
These days, everyone has some technology that addresses a business need and those technologies are used all over the globe. Those prospects you’ve been eyeing for some time? They use some too. It’s just a question which ones and what you can do with that information.
Driving customer insights
The cream of the SaaS crop knows that sustained success in such a highly competitive landscape involves integrating technology data into the sales process.
Imagine your sales rep. Heck, imagine your best sales rep. How sweet would it be to make him more efficient? As sweet as grandma’s chocolate cake right from the oven. But how to actually make that happen, we hear you say? We have three words for you: SimilarTech’s Sales Insights Platform (that’s actually four words).
Our SIP steps up and provides those much-needed answers. Let’s take a look at our Technologies page where we track different embedded technologies on more than 317 million websites per day, organized under 35+ categories. You can uncover exactly what technology is ‘under the hood’ and powering a specific website. As an example how, we’ll focus on the server category, where the current market situation is this:
That’s a graphical representation of the entire category across the entire good ol’ world wide web. There are 197 technologies in total, being used on more than 212 million websites. Since there are subcategories, we can focus on a more specific subset like web hosting, for instance, with the overview of the entire competitive landscape.
Naturally, the rankings have changed to reflect more closely the current crop of top technologies in this subcategory. How is this useful? It can help you get a better understanding of the competitive landscape in question. You get an inside story on all the technologies in a particular vertical, along with how many clients each company has. That way, you can discover a list of companies who are potential users for your technology.
Of course, you can (and should) set your sights on a particular prospect and focus on their particular tech stack. We’ll take Bluehost as an example.
Understanding tech stacks
This particular feature is a 24-karat gold nugget because it allows you to gain insights into what they are using, when they added it, as well as what else they have tried in the past. With this data sitting firmly in your lap, you’ll be able to tailor and personalize your sales pitch and impress your prospects with your in-depth knowledge. With their current focus on display, you can find the cracks in the wall and see how you can add more value. In addition, you can easily get a sense of where your SaaS stands in the big picture and learn if it fits into this particular puzzle.
Full tech adoption history also reveals basic company information, their tech expense, monthly traffic, as well as emails for relevant position holders, which can be either exported into an Excel/Sheets file or synced with the CRM of your choice. Hence, you get a helping hand for both traditional and modern prospecting efforts as a part of the package. Furthermore, our detailed reports allow you to see the breakdown of all companies using the competitor technology, as well as list correlated technologies that can help expand your sights to new potential business verticals to tap into.
So why is understanding a tech stack presented as kind of a big deal? The short and somewhat rude answer would be “because it is a big deal”. The proper answer is that your competitive landscape practically forces you to realize the strengths and weaknesses of your prospect’s tech stack before you make your move, as it will help you take advantage of those weaknesses by illustrating the greater value your tech brings to their site’s technological infrastructure.
Staying ahead of changes
In a fast-paced world of SaaS, changes happen faster than a toupee in a hurricane . Well, not exactly (that can fly off seriously fast!) but it does make it hard to catch up with everyone and everything. Worry not because you can create real-time alerts with our SIP. You might’ve noticed the ‘Track changes’ button in the image above. This subscribes you to weekly email notifications regarding technology changes of your prospect’s website.
However, that’s just a small part of the alerting features. You can also create alerts that notify you whenever a company adds or removes a specific technology, which opens up doors to prospects you haven’t even considered in your initial market research. Alternatively, you can set up an alert for when any company installs or drops a correlating technology to immediately reach out and contextually show how your tech can be leveraged for an even better performance. These alerts are envisioned with one thing in mind: to provide instant knowledge and keep you ahead of important events. In other words, to get your Spidey senses tingling.
That’s all for now. With SimilarTech’s Sales Insights Platform, you can enrich your current database and fill out the missing pieces with actionable sales data. It’s 2018 and the times they are a-changin’, as Bob Dylan so eloquently put it. For your sales team to be effective, you need all the help you can get. Now you know where to get it.