Selling SaaS Offline
Operating a SaaS business is extremely exciting because you have the chance to be like a true web company. Your software, marketing, support, community building, revenue etc. are all online. You get to keep costs low and stay trim while scaling your business and seeing global customers signup and use your service. There comes a time when people start asking you for personalized demos and multiple rounds of meetings that goes contrary to the way you are marketing and selling your service. Plus, you are managing a high volume, low cost self-service app so the time (and therefore money) spent on closing one offline deal could be spent on getting probably a few hundred trial signups online.
If you are trying to create a true web-based global self-service product, what has been your approach to these pre-sales meet-me-multiple-times demo calls?
