Marketing automation is key to SaaS sales success

September 6th, 2011 by Robert Pease

If you run a software-as-a-service (SaaS) business or happen to be the Vice President of Marketing at one, you need to have marketing automation in place.  Why you may ask?

Most, if not all, SaaS companies offer a free trial of some kind whether that is based on a period of time or staying below a usage threshold.  Either way there is a large volume of user registrations at the top end of the funnel and these can vary from curious passers by to genuinely interested sales opportunities.

Sorting and segmenting out those opportunities from the rest can be time consuming not to mention highly frustrating for the sales team as they lack an understanding of just how interested each “lead” is in the product and can end up wasting time on unqualified opportunities.

Enter marketing automation that helps identify the most qualified sales opportunities based on how they interact with you on-line as well as provides valuable and educational content via an email nurture program throughout the trial and purchase decision process.  Even better is to integrate this with a CRM system that will automatically assign follow up tasks to sales representatives for the best opportunities.

How do we know so much about this?  LoopFuse is a SaaS company and we benefit from using our own product as well as a focus on measuring and instrumenting our business so we know this works. We’ve even got LoopFuse integrated with so we know who to follow up and when.

The best part about all of this is that you can use LoopFuse for free and only begin paying when your prospect list grows or site traffic increases.

So, if you are an established SaaS company and don’t have an automated approach to marketing, time to get started!  If you are a SaaS startup looking to disrupt an established software category or take on an entrenched larger player, you may find out that marketing automation is your not so secret weapon for sales success.

We would love you to try out LoopFuse here.

To find out exactly what LoopFuse does, click here.

You can follow LoopFuse on Twitter here or join us on our Facebook fan page here.

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