MKT-704 Sales Metrics and Best Practices in the Market for Cloud Solutions

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Sales Metrics and Best Practices in the Market for Cloud Solutions

Document:                      MKT-704
Date of Publication:          February 19, 2010
Number of Pages:            5
Lead Author(s):                Mike West, Bill McNee
Price:                              $295 USD (Single User License)

Perspective Summary: Earlier in February, Saugatuck reached out and conducted briefings with the senior executives from a number of Cloud solutions providers to gain insight into how they organizing and managing the sales process, as well as some of the key means that they are using to monitor and motivate their sales teams. These in-depth briefings yielded clear patterns and insights in regard to:

	Sales Organization
	New Customers vs. Renewals and Up-selling
	Channel Partnerships
	Length of Sales Cycle
	Conversion Rates: Lead/Prospect/Close
	Sales Quotas and Attainment

While the results of our research addressed a limited sample, the executives that we spoke to were all from leading SaaS and Cloud solutions companies and their current practices present a clear picture of some of the key issues that sales organizations must address.

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