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How do we close bigger deals in SaaS?

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What does it take to close larger deals in the Software as a Service (SaaS) industry? Is there a proven strategy or approach? Do underestimated factors exist in accomplishing this crucial task? These thought-provoking questions confront every SaaS entrepreneur seeking to skyrocket their revenues through sealing bigger deals.

The foremost problem in achieving larger SaaS deals lies in the lack of effective strategies for fostering customer trust and properly tailoring the product to the customer’s unique needs. Forbes highlights that a strong customer relationship is pivotal in closing larger deals, yet many SaaS companies fail to realize this, focusing instead mainly on the technical aspects of their product. Additionally, a study published in the International Journal of Information Management outlines that an improper understanding of customer needs would result in product misalignment which in turn hampers the closure of larger deals. Recognizing these issues formulates the basis for devising solutions that could help SaaS businesses close more sizable deals.

In this article, you will learn about various strategies and practices that could decisively influence closing larger deals in the SaaS industry. We will unravel some of the commonly overlooked factors, such as relationship building and customer needs understanding, that if correctly implemented, could have transformative impacts on your deal sizes. Furthermore, we will delve into how you can tailor your product offerings to precisely match your customers’ needs, a technique that has been proven to be effective in achieving larger deals.

The methods and strategies explained in this article are informed by data, industry experts, and successful SaaS companies that have consistently managed to close larger deals. Whether you are a budding SaaS entrepreneur or manage an established enterprise, this knowledge will be essential in positioning your company favorably for more significant deals in the Software as a Service industry. Buckle up, and get ready for an informative deep dive into the world of SaaS sales!

How do we close bigger deals in SaaS?

Definitions and Meanings for Closing Bigger Deals in SaaS

SaaS, also known as Software as a Service, is a software distribution model in which a third-party provider hosts applications and makes them available to customers over the Internet. In this context, ‘Closing bigger deals’ translates to successfully completing the sales process for higher-value contracts or subscriptions. This term is typically associated with the strategy of companies in selling their software services at a higher price tag or gaining larger clientele.

Furthermore, ‘deals’ in this scenario refer to the agreements or contracts reached between SaaS providers and their clients. The ‘bigger’ in ‘bigger deals’ has to do with the scale and value of these agreements – the more lucrative or larger the contract, the bigger the deal is often considered.

Unlocking Mega Profits: Essential Strategies for Closing Bigger Deals in SaaS

Focusing on Customer Value

One crucial aspect of closing larger SaaS deals is to shift the focus from the product itself to the value it can bring to the customer. Unlike smaller transactions, big deals are not just about software features or sophistication. They hinge on the client’s perception of value – whether the SaaS solution will solve their significant, often complicated problems and transform their-existing processes or operations. Thus, sales personnel need to be adept at demonstrating value, showcasing how the software’s capacities align neatly with the customer’s business goals, challenges, and pain points.

Your sales pitch needs to highlight what sets your offering apart. The client should be able to envision their business processes being improved and efficiencies being maximized with your product. This connection often results in the clients being willing to invest more, hence bigger deals.

Engaging the Decision Makers

Besides, large SaaS deals often involve more stakeholders, ranging from tech experts to the top management. Different stakeholders have different priorities, and sales representatives should tailor their propositions to address each group’s concerns. This assures decision makers that your software solution understands and caters to the needs of their diverse teams.

To effectively engage with decision makers, you can have:

  • Product demos and free trials for the tech team, so they can assess if your software integrates well within their existing IT framework and whether it’s user-friendly.
  • Case studies and success stories for high-level executives, proving your software’s ability to help meet organizational objectives and offering solid evidence of previous successes.
  • Budget discussions with finance teams explaining how your product can save costs and enhance profits in the long run.

A consultative selling approach is highly effective in SaaS, where you don’t just sell a product, but also your expertise, way of thinking and holistic solutions to the client’s issues.

The road to closing larger SaaS deals often involves navigating through more steps, persuasions, and decision-makers but focusing on customer value and engaging effectively with all stakeholders can make the process smoother. Emphasizing on how your product adds value to the customer’s business and demonstrates this with clarity is a surefire way to help seal bigger deals.

Revolutionize SaaS Revenue: Master The Art of Securing Heftier Contracts

Thought-Provoking Questions and Key Ideas

When it comes to closing bigger deals in Software as a Service (SaaS), it all goes down to one fundamental question: How can your SaaS business deliver value that transcends the basic software offerings? The key to unlocking larger contracts lies within the realm of offering superior, tangible, and indisputable value. Without superior value offerings, your company is merely one of the many, lost in the sea of countless accessible software solution providers. To stand out, you must go beyond the norm- venture out of the comfort zone of basic software sales, into leveraging profound insights and innovative influences that drive high-volume sales. This touches on every aspect of your business model, from pricing strategies, customer relationship building, software development, the sales approach, all the way to post-sales support.

Clarifying the Core Dilemma

The central problem that impedes SaaS companies from securing larger deals is undeniably the lack of a strategic, data-driven sales approach in an increasingly commoditized market. The market is replete with numerous similar SaaS offerings with minimal differentiating factors. Businesses are caught up in intense pricing wars in a bid to gain the pricing advantage over competitors. However, this approach often leads to slashed profit margins, and it does very little in securing long-term, high-value contracts. A lack of emphasis on building strong customer relationships further compounds this problem. Prospects are often treated merely as opportunities for sales instead of partners whose successes contribute to your own. The big contracts are won by providers who invest in fostering relationships that breed loyalty, and subsequently, a willingness to commit to higher-priced contracts.

Examples of Optimal Strategies

Various SaaS businesses have successfully managed to bag big contracts, and their success stories can be enlightening. One notable example is Adobe, who transitioned from selling boxed software to SaaS. What stood out is their ability to achieve success in the transition by understanding customer needs and creating different customizable packages. They achieved tremendous success because they gain deep insight into customers’ needs, offer personalized software packages, and align their pricing model with the user’s ability to pay. This approach enhances the user experience, leading to customer satisfaction and willingness to purchase larger subscriptions.

Another notable example is Slack. From their experience, long-term client engagement and relationships are key to success. They invest in nurturing an ongoing relationship with their users centered around mutual success. They deploy tools that continuously track customer usage and satisfaction levels, and their responsive customer support team addresses any issues promptly. This ensures that any potential dissatisfaction is addressed before escalating into a contract cancellation. Consequently, their customers feel valued and are more inclined to trust in a long-term investment with larger subscriptions. These examples highlight the overall approach that can thrust SaaS businesses forward in securing bigger contracts; understand your customers, create value for them beyond just software, build strong relationships, and you’ll get customers happy to pay more for your offerings.

Cash in On SaaS: Transformative Tactics for Landing Mammoth Deals

Are Your Sale Strategies Effective Enough?

Isn’t it perplexing how two organizations, both offering wonderful Software-as-a-Service (SaaS) products, end up achieving wildly different revenue numbers? Both have competent sales reps, thorough digital marketing plans, and a robust client support team. The secret lies not only in the product but also in the strategies employed to sell it. Before delving deeper, let’s first understand that bigger isn’t always synonymous with better. More substantial SaaS deals involve more complexities, higher stakes, lengthier sales cycles, and increased pressure to deliver high quality. More often than not, it’s not the product that’s under scrutiny but rather your ability to confidently assure potential big-ticket clients that your SaaS solution can handle their multifaceted requirements.

Understanding the Concerns of Big-Ticket Clients

More often than not, the main problem isn’t the unwillingness of big clients to purchase your software but rather their concerns about whether your SaaS solution is the right fit for them. Bigger clients represent larger organizations with more intricate structures and diverse needs. Their requirements go beyond the desire for a SaaS solution that works. They want a solution that will seamlessly integrate with their current systems, scale according to their growth, provide necessary support and training, and offer impressive returns on investment. Moreover, they are looking for a partner who is trustworthy, reliable, and flexible. In short, they’re in search of value – and lot’s of it.

Best Practices to Win Bigger SaaS Deals

To overcome these challenges and secure those lucrative contracts, a few alterations to your approach can make all the difference. For one, it’s essential to craft a compelling story around your product. Rather than focusing solely on the features your SaaS product possesses, articulate how it can add value to the buyer’s organization. Secondly, it’s important to demonstrate you understand your potential client’s pain points and business objectives. This can be accomplished by conducting a detailed pre-sales research and aligning your SaaS solution to their problems. Finally, nurturing a partnership approach is key. Big clients often require customizations to accommodate their unique demands. Leverage a consultative approach and be flexible in altering your product or pricing model to suit their needs. A few examples of companies who excel in these practices include Salesforce and HubSpot. Both have mastered the art of creating a compelling narrative around their products and are flexible in providing unique solutions to match the customer’s needs.


Have you ever pondered over how to elevate your SaaS business to new heights? A considerable part of the answer lies in clinching bigger deals that can accelerate your revenue stream and propel your business forward. In this epoch of SaaS proliferation, the apt infusion of value demonstration, intelligent targeting and offering a personalized customer experience can work wonders. Besides, client education about the serenity and productivity your software can bring about, can play a pivotal role in their decision-making process. Understanding your customers, their industry, and personalizing your negotiation strategies are the golden keys that unlock bigger deals.

As avid readers of our blog, you have continuously armed yourselves with the insights and strategies we unfurl, sharpening your skills and expanding your thinking limits. We greatly appreciate your support and moving forward, we invite you to remain part of our productive community. And while you have grasped the importance of and strategies to close bigger SaaS deals from our current post, there is still a sea of topics to cover, a host of strategies to unearth, and countless success stories to share.

The future promises to be exciting as we have an array of insightful topics lined up to morph your SaaS sales approach into an art form. Every release would be power-packed with novel perspectives and actionable ideas catering to your needs, market updates, and evolving SaaS sales patterns. Each stride you take with us, is a stride towards success. So fasten your seatbelts and prepare to stay ahead of the curve with our forthcoming content. Let this blog be your compass in the thrilling journey of SaaS sales.


1. How important is understanding the customer’s business in closing bigger SaaS deals?
Understanding the customer’s business is crucial in closing bigger SaaS deals. This knowledge allows you to understand their specific needs and offer tailored solutions that add value to their operations.

2. What role does building strong customer relationships play in closing SaaS deals?
Building strong customer relationships is key to closing larger SaaS deals. This kind of connection boosts trust and loyalty, enabling upselling and long-term commitments.

3. How can we leverage feature demonstrations to close larger SaaS deals?
Feature demonstrations can be a powerful tool in securing bigger SaaS deals. They allow potential clients to see the functionality and benefits of the software first-hand, which can push them towards a larger deal.

4. How do pricing strategies influence the closing of SaaS deals?
Pricing strategies can greatly influence the closing of larger SaaS deals. Competitive and flexible pricing models that offer perceived value are more likely to attract and retain large contract customers.

5. What role does customer service and support play in closing larger SaaS deals?
Solid customer service and support are integral to closing bigger SaaS deals. When customers know they will receive reliable support and prompt responses, they are more likely to invest in more comprehensive SaaS packages.

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