Entreprise sales SaaS cohort management : it’s science, not art
- OSS specializes in SaaS for operations and has co-created 15 companies in 1080 factories across the world in 3.5 years
- Enterprise sales for manufacturing companies present unique challenges and opportunities, with a longer sales cycle and a more decentralized sales approach
- Successful companies focus on expanding within existing clients to maximize growth potential and strengthen client relationships
- A well-structured sales organization consisting of SDRs, Closers, Account Managers, and Expansion Managers is crucial for success
- Common mistakes include a focus on expansion at the expense of new logos, subpar product/customer care teams, and uneven sales pipelines
- Best-in-class growth metrics aim for 3x YoY growth while balancing new logo acquisition and strategic expansion within existing accounts
- The key to success lies in understanding the unique challenges and implementing effective strategies for sustained growth and a rock-solid, defendable customer base.
