In today's SaaS economy, and with the establishment of ARR models, businesses depend heavily on customer renewals, which are heavily tied to the value that buyers see from their technology purchases.
We surveyed 203 software sales leaders to understand the importance of value management in the SaaS selling motion and provide guidance for businesses on both sides of the B2B buying process. In our research report, you'll learn:
- The impact that value management can have on your organization's Net Retention Rate
- How economic value will become a standard SaaS decision criterion—and why its a Top 3 initiative for sales leaders
- Implications of COVID-19 on SaaS selling motions and how to empower your team to overcome these challenges