Awesome solution shortens sales cycle

Greg White — Wed, 28 Jul 2010 21:56:17 +0000

Looking for a way to shorten the sales cycle?

Removing the overhead and complications associated with contract signing is a great solution.

RightSignature recently became a SiteTuners client and in the process I was introduced to and became a user of their online contract signing service.

The service allows you to convert standard offline agreements into online templates. Once converted, sending agreements to clients is just three simple steps – choose document, specify recipient, type subject and send. Just 60 seconds processing time….

I was a little skeptical at first, but quickly became a committed user. Here’s what won me over:

Our clients love it, as it saves them time and avoids the print, sign, scan/fax cycle. They can sign and return in seconds.
Clients used to read the agreement and often ask for changes – the RightSignature solution has virtually eliminated this burdensome step
Design a great template, use it forever without changes
Share templates with all users in your organization, ensuring contract uniformity
Dashboard shows status of all outstanding contracts
Users can simply type their name it, speeding document processing
Additional security features such as their Webcam Photo Identification
Email alerts that “keep the deal moving” as signature confirmations arrive

I think I’d go into technology withdrawal shock if for some reason I no longer had RightSignature in my sales toolbox. Rightsignature has done for contract signing what the Blackberry did for mobile communications.

Try it today.

SaaS Trends: Transitioning to Online Subscriptions

Greg White — Wed, 11 Jun 2008 23:15:01 +0000

Software as a Service (SaaS) continues to revolutionize the software industry. Starting with industry pioneer, Salesforce, the traditional model of software deployment has evolved to an online services model, which is easier to install and manage and is replacing traditional enterprise software applications.

I’ve personally deployed Salesforce within a half dozen companies, and it’s hard to beat. More recently Service-now.com and several similar firms have emerged to challenge traditional call-center applications such as Remedy with online versions. Gone are the days of problematic software updates. It happens automatically overnight while we spend time with our families.

So what’s holding back the rest of the software industry? Clearly Salesforce, Service-now.com, and others have the newcomer advantage with no legacy business model or technology to transform. It’s a significant challenge for the established players to completely re-invent themselves.

The online subscription challenge

One key challenge is the need to understand SaaS billing systems. Converting from a one-time sale with annual maintenance to a per subscriber, per month billing environment with prorated services is time and labor intensive. In addition, many SaaS applications must contend with variable costs that are allocated across individual subscriptions, such as data-service fees in the Mobile Resource Management industry.

Recently the founder of Salesforce, Marc Benioff, is taking yet another industry leadership role by investing in Zuora. Zuora offers a SaaS platform for companies who want to build SaaS solutions without having to create the associated online subscription solution. The CEO of Zuora is Tien Tzuo, the eleventh employee of Salesforce and creator of Salesforce’s subscriptions billing system. This is a simpler, less expensive way for companies to offer online subscription services, and the market for Zuora’s product is substantial. Within my small community of consulting clients, three companies are perfect candidates for their solution.

My hat is off to the Zuora team. Their services are a great value-add and come at the perfect time for the industry’s continuing transition to SaaS.

Gregory Jay White » Software as a Service (SAAS)

Awesome solution shortens sales cycle

SaaS Trends: Transitioning to Online Subscriptions