The entire book brings together 19 SaaS industry entrepreneurs feel insights, each chapter is independent and exist, from a single point or a line of entry, it is true that some of the views and even methods are worth quoting and thinking about, after all, their success itself is a method, but can not be copied or embedded sets, after all, a lot of management methods or product design concepts or The R&D architecture system, in line with the A scenario, but may not be applicable to the B scenario, not everything, and not a systematic methodology, everything has to be combined with the actual, pragmatic, effective methods into a development path that meets their own, in order to break through the growth.
This book's sales management, customer success management, and the differences between Chinese and American SaaS make me more rewarding, combed as follows:
In terms of sales management, the value of SaaS itself is not determined by its technology, but by its business model and even the mindset of the decision, the formation of the mindset is mainly dependent on the systematization of the system, which subverts the traditional "big sales" in the past, the "big sales" in the past, and the "big sales" in the future. "Big Sales" concept, around the business logic, using data to speak, the first landing process, and then designed to play sets, to empower sales, and finally realize the positive team culture, to *** with the same goal as the driving force, the formation of a unified values, up and down the same, coherent. Secondly, each department and each position in each link to maximize the effectiveness of the SDR and MDR depth of excavation, AE and AM seamless integration, CSM quality service experience, so that the entire assembly line in order, and finally through the sales funnel filtered out the data, the establishment of the business dashboard, using data to the entire performance of the income of the plate from the market, customer acquisition, sales to customers completely through, through the whole cognitive The data can be used to manage the whole business. Data not only reflects the problem, the data can also explain the problem, and the data given to the refinement of the support, in the B2B sales management plays a decisive role.
As far as customer success management is concerned, the entry point for SaaS enterprises at any time should be centered on the two core indicators of CAC and LTV, which are the necessary conditions for the existence of customer success. On my own understanding of customer success, in fact, customer success in the domestic Internet enterprises, is still in the embryonic stage, its own value is only to meet the customer's renewal and the existence of the so-called CAC, ARR, MRR and so on a bunch of, have not yet really into the track of the data analysis. This point is also mentioned in the book, not because the concept of customer success is too new, but because of the nature of Chinese enterprises. Because my own company customer success to do more in place, so in reading this whole chapter of customer success, more **** Ming. Customer success is not simply the meaning of the software trainer, but also the disseminator of knowledge of business operations, which carries the refined customer operations, to help customers develop product value, solve the real pain points of customers, to achieve win-win.
In terms of the differences between the U.S. and China SaaS, although only a general discussion of the differences between the two and the advantages and disadvantages, but through the process of far away from the introduction, really let me feel SaaS in the country will also appear in a period of blossoming, whether it is its own product form, or its own speed of expansion, in a certain sense, reflecting the essence of the meaning of its existence is reasonable.
Regardless of whether the capital market from the frenzy back to rationality, or has been in the capital winter, for SaaS enterprises to refine the management model, the maximization of customer value is the key to success, and in this epidemic of the current very period, want to become a unicorn, the first and most important thing is to live.
Overall three and a half stars.