The document outlines 4 steps for SaaS and enterprise companies to succeed: 1. The product or service must provide clear and obvious value to sell itself. 2. Companies need to be able to get customers to sign contracts. 3. Implementation should allow customers to easily go-live with the product or service. 4. Building relationships through engagement, support, training, and renewal will help sustain customers long-term.

1. Failure is Not an Option
•4 Steps to Success for SaaS & Enterprise Companies

2. Justin Talbot-Stern
@talbotstern

3. QUADRANTS OF SUCCESS
Product
1

4. Does your product or service sell itself?

12. Does it provide clear and obvious value?

17. QUADRANTS OF SUCCESS
Product Close
1 2

18. “Only one thing counts …
get them to sign on the line which is dotted. “

19. QUADRANTS OF SUCCESS
Product Close
Implement
1 2
3

20. Can you easily get your customer to go-live?

24. QUADRANTS OF SUCCESS
Product Close
Sustain Implement
1 2
4 3

27. Build relationship
E ngage
S upport
T rain
B
E
S
T
RRenew!

28. QUADRANTS OF SUCCESS
Product Close
Sustain Implement
1 2
4 3

29. jts@b2gnow.com