Thibaut De Lataillade & JC Taunay-Bucalo at SaaStock on Tour Berlin, June 2018

2. CONFIDENTIAL AND PROPRIETARY
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3. CONFIDENTIAL AND PROPRIETARY
© 2017 Gartner, Inc. and/or its affiliates. All rights reserved. 3
Top destination for small businesses when
making software purchase decisions
Top destination for software companies to
acquire in-market leads from small-medium
businesses
We make business travelers happy one trip
at a time
Number 1 Rated Platform for Business
Travel
Fastest growing SaaS company in Europe
(1000% growth YoY)

4. CONFIDENTIAL AND PROPRIETARY
© 2017 Gartner, Inc. and/or its affiliates. All rights reserved. 4
40,000+ Business Software - 8,000 SaaS
Some categories are overcrowded (CRM,
Project Management,...)
Quality leads are getting more difficult and
expensive to acquire
…
But if it’s overcrowded for Vendors,
put yourself in the Buyers’ shoes!

6. CONFIDENTIAL AND PROPRIETARY
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7. CONFIDENTIAL AND PROPRIETARY
© 2017 Gartner, Inc. and/or its affiliates. All rights reserved. 7

8. CONFIDENTIAL AND PROPRIETARY
© 2017 Gartner, Inc. and/or its affiliates. All rights reserved. 8

9. CONFIDENTIAL AND PROPRIETARY
© 2017 Gartner, Inc. and/or its affiliates. All rights reserved. 9
REVIEWS BUILD TRUST
RECENCY MATTERS
REVIEWS IMPACT SALES
85% of consumers trust online reviews
as much as personal recommendations.
64% of software buyers want to read at
least 6 reviews before making a purchase decision.
64% of software buyers only trust reviews
that have been left in the last 6 months.
91% of software buyers consider
recent reviews to be less than a year old.
66% of software buyers say reviews
significantly impact their buying decision.
67% more traffic to listings with recent
reviews than those without recent reviews.

10. CONFIDENTIAL AND PROPRIETARY
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11. CONFIDENTIAL AND PROPRIETARY
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12. CONFIDENTIAL AND PROPRIETARY
© 2017 Gartner, Inc. and/or its affiliates. All rights reserved. 12
YES, the market is overcrowded for buyers, some feel
overwhelmed. Help them & support their journey:
● Collect as many reviews as possible & build trust
● Propose a free trial and be aware that your solution
won't be the only one that is being tested
● Translate & localise your content
● Offer customer support in the local language
● Give access to crucial information such as pricing &
features
BE WHERE
THE BUYERS
ARE
LOCAL
LANGUAGE
FREE TRIAL &
DEMO
LOCAL
SUPPORT
REVIEWS