SAAS companies selling to B2B enterprises often face unpredictable sales funnels. They deal with challenges like longer buying cycles, multiple decision-makers, frequent changes in requirements & tough negotiations amongst others. These are facts of B2B saas sales that one can’t wish away. Successful B2B enterprises tackle this by having a wider top of the funnel. This ensures a steady flow of orders despite the unpredictability in the sales funnel mentioned above. This is easier said than done though. Enterprises need a well thought out demand generation strategy, watertight execution and continuous monitoring to create a reliable demand generation engine. In this blog, we look at two things that are important for saas marketing. In the first part we list the prerequisites to set up a b2b marketing engine. In the second part, we touch in the common challenges faced during execution.
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