The stage we are currently in is best described as experimental. As you are aware, we recently on-boarded a number of trial customers. Whilst its too early to optimise the steps in our sales pipeline, what is interesting to note is the emergence of two different types of pipelines, one with a quick trial in mind and the other a much longer, but more inclusive engagement with significant dialogue. Let me explain using new service Q9 Elements, co-founded by my friend, Ian Gotts.

Engagement

Engagement

The engagement model has three key milestones, these being: acquisition, conversion and result. This is further split into more stages, ending with eight milestones.

engaged

Trial

Whilst the above engagement model could equally include a trial stage, the following model is also emerging where no detail discussion has taken place on the scope nor submission of a proposal.

trial

Fully automated SaaS

However, the ideal method is yet to be experienced, where a prospect discovers UnifiedVU, signs up, trial and upgrade without any interaction with us.

automated

Right now, what’s important is not optimisation. Its about learning from trial customers, so that we can reduce the time to conversion.

This is Part 1 of 3 part series looking at how we manage our sales process. What does your sales pipeline process looks like?

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Categories: Marketing

Manoj Ranaweera

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