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Yakawanda Sei Makambani eSaaS Anoshandisa Pakutengesa Kwavo uye Kushambadzira Budget SePasenti Yemari

Unogona kunge wakaona chinyorwa chedu chazvino pa Maitiro Ekugadzira Budget Yekushambadzira kwatinoputsa dzimwe nzira uye avhareji mabhajeti emakambani. Mazhinji masangano ekutsvagisa akatenderedza 10% kusvika 11% mari yekutengesa zvichienderana, hongu, pane akati wandei. Zvaungasaziva, zvakadaro, ndezvekuti software-se-a-sevhisi (SaaS) makambani anowanzo kushandisa mari yakawanda.

Pane zvikonzero zvinoverengeka:

  • Kutorwa kwevatengi: Makambani eSaaS anowanzo shanda mumisika ine makwikwi, uye kuwana vatengi vatsva kwakakosha mukukura kwavo. Naizvozvo, ivo vanofanirwa kuisa mari yakawanda mukutengesa uye kushambadzira kuedza kukwezva uye kuchengetedza vatengi.
  • Iri kudzokororwa mari modhi: Makambani eSaaS anoshanda pakunyoresa-based model, uko vatengi vanobhadhara mari inodzokororwa yekushandisa masevhisi avo. Iyi modhi inoda kuenderera mberi kwekutengesa uye kushambadzira kuedza kuchengetedza uye kukura hwaro hwevatengi, sezvo mari yekambani inoenderana nekuchengetedza vatengi varipo uye kukwezva vatsva.
  • Kubudirira: Zvigadzirwa zveSaaS zvinowanzo wedzera scalable, zvichireva kuti vanogona kugarisa nhamba huru yevatengi pasina yakakosha mari yekuwedzera. Uku scalability inobvumira makambani eSaaS kuisa mari yakawanda mukutengesa uye kushambadzira kusvika kune yakakura vatengi base uye kukura mari yavo nekukurumidza.
  • Kupinda mumusika: Muzviitiko zvakawanda, makambani eSaaS anofanirwa kuzvimisikidza mumusika nekukurumidza, sezvo vakwikwidzi vatsva vanogona kubuda nekukurumidza. Izvi zvinoda kutengesa zvine hukasha uye kuedza kwekushambadzira kuvaka ruzivo rwemhando, kudzidzisa vangangove vatengi nezve chigadzirwa, uye kugadzira kudiwa.
  • Mutengo wevatengi wehupenyu (LTV): Makambani eSaaS anowanzotarisa paLTV yevatengi vavo, iyo ndiyo mari yose yavanogona kutarisira kuunza kubva kumutengi pamusoro penguva yose yehukama hwavo. Sezvo LTV inowanzokwira zvakanyanya kudarika mari yekutanga yekutenga, makambani eSaaS anoda kuisa mari yakawanda mukutengesa nekutengesa kuti awane vatengi vatsva, vachiziva kuti vachaunza mari yakakwirira nekufamba kwenguva.

Pakazere, chimiro cheSaaS bhizinesi modhi uye mamiriro emakwikwi anoita kuti makambani aya ape chikamu chepamusoro chemari yaanowana kune kutengesa uye kushambadzira kuedza. Iyi investimendi inovabatsira kuwana uye kuchengetedza vatengi, zvinozotungamira mukukura kwakasimba uye kubudirira mumusika.

Maererano ne Meritech Capital, iyo yepakati yekutengesa uye yekushambadzira bhajeti yemakambani eSaaS ihombe 38% yemari mumwedzi gumi nembiri yapfuura (LTM).

Heino kupatsanurwa kwemakambani aya:

Pamusoro pe50%

  • Muvhuro: 69%
  • Nhamba: 68%
  • Nzvimbo yepamusoro: 65%
  • WalkMe: 64%
  • HashiCorp: 63%
  • SentinelOne: 62%
  • GitLab: 62%
  • Kubatana: 61%
  • Freshworks: 56%
  • Smartsheet: 54%
  • Alteryx: 53%
  • CS Disco: 51%

30% kuti 50%

  • Mvura: 50%
  • Kubata: 50%
  • CyberArk: 50%
  • Nhamba: 49%
  • UiPath: 49%
  • ForgeRock: 49%
  • Nhamba: 49%
  • Samsara: 48%
  • Kuwedzera: 48%
  • Amplitude: 47%
  • Nhamba: 47%
  • Nhamba: 46%
  • Appian: 45%
  • Qualtrics: 45%
  • HubSpot: 45%
  • Mhete yepakati: 45%
  • Sumo Logic: 45%
  • BigCommerce: 44%
  • Zvinokwanisika: 44%
  • Kushanda: 44%
  • PagerDuty: 43%
  • MongoDB: 43%
  • Cloudflare: 42%
  • C3.ai: 42%
  • Blackline: 42%
  • Kushanda: 42%
  • Elastic: 41%
  • Momentive Global: 41%
  • Rapid7: 40%
  • Snowflake: 40%
  • DocuSign: 40%
  • Kukura Kwemagariro: 40%
  • Salesforce: 39%
  • Chitsva Chitsva: 39%
  • Nhamba: 38%
  • Bill.com: 38%
  • JFrog: 38%
  • Everbridge: 36%
  • Squarespace: 36%
  • Nhamba: 35%
  • Dynatrace: 34%
  • CrowdStrike: 33%
  • Sevhisi Zvino: 33%
  • Wix: 32%
  • EngageSmart: 32%
  • Kubhadhara: 31%
  • Blend Labs: 31%
  • IntApp: 31%
  • kukurumidza: 30%

Pasi pe30%

  • Lightspeed POS: 29%
  • Bhokisi: 28%
  • ZoomInfo: 27%
  • Adobe: 27%
  • Palantir: 27%
  • Zoom: 26%
  • shanu9: 26%
  • Zuva rekushanda: 25%
  • nCino: 25%
  • Datadog: 25%
  • Kuwedzera: 25%
  • Kubudirira: 24%
  • Nhamba: 24%
  • Nhamba: 24%
  • Paycom: 24%
  • Kubhadhara: 23%
  • AppFolio: 21%
  • Shopify: 21%
  • Mudzidzisi: 20%
  • Blackbaud: 19%
  • Nhamba: 18%
  • Nhamba: 18%
  • Atlassian: 17%
  • Q2: 16%
  • Dropbox: 16%
  • Alkami: 16%
  • Kuwedzera: 14%
  • Mvura yakachena: 13%
  • DigitalOcean: 12%
  • Nhamba: 11%
  • Kubata: 10%

Source: Meritech Capital

Maitiro Ekudyara Anokanganisa SaaS Kutengesa uye Kushambadzira Budget

Investment mumakambani eSaaS inoita basa rakakura mukukwanisa kwavo kuisa mari yakawanda mukutengesa nekushambadzira. Kambani yeSaaS ine mari yakawanda inogona kugovera zvimwe zviwanikwa kune izvi kuedza, izvo zvinogona kutungamira mukukura kukuru, kupinda mumusika, uye kutora kwevatengi. Heano maitiro ekudyara muSaaS kukanganisa kugona kwavo kudyara mukutengesa nekushambadzira:

  1. Kuwana capital: Kuchengetedza kudyara kunopa makambani eSaaS nemari inodiwa yekudyara mukutengesa kwavo uye kuedza kwekushambadzira. Iyi capital infusion inovabvumira kukwirisa mashandiro avo, kuhaya vashandi vakawanda vekutengesa uye vekushambadzira, uye kutanga mishandirapamwe yakakura yekushambadzira kukwezva vatengi vatsva.
  2. Flexibility pakuedza: Nemari yakawanda yavanayo, makambani eSaaS anogona kuongorora nzira dzakasiyana dzekutengesa uye dzekushambadzira kuti vawane nzira inonyanya kushanda yemusika wavo chaiwo uye vateereri vavariro. Izvi zvinogona kusanganisira kuyedza nzira dzakasiyana dzekushambadzira, kuedza nemhando dzakasiyana dzemitengo, kana kupa kukwidziridzwa uye kukurudzira kukwezva vatengi vatsva.
  3. Kukwikwidzana mukana: Kambani yeSaaS ine mari yakawanda inogona kuisa mari yakawanda mukutengesa nekushambadzira kupfuura vakwikwidzi vayo, zvichipa mukana mukutora kwevatengi uye mugove wemusika. Izvi zvinogona kunyanya kukosha mumisika ine makwikwi apo kuwana mugove wemusika uye kumisikidza kuvepo kwakasimba kwechiratidzo kwakakosha pakubudirira kwenguva refu.
  4. Kutarisa kwenguva refu kwekukura: Kana makambani eSaaS akachengetedza mari, vanowanzogamuchira kwete chete zviwanikwa zvemari asiwo kusimbiswa uye kutsigirwa kubva kune vanoisa mari vanotenda mune yavo yenguva refu yekukura. Rutsigiro urwu runovatendera kuti vatarise kukwirisa bhizinesi ravo nekudyara mukutengesa nekushambadzira, vachiziva kuti vane rutsigiro rwekutevera nzira dzekukura dzekuda.
  5. Kuvandudzwa kweruzivo rwevatengi: Investment mukambani yeSaaS inogonawo kubatsira mukuvandudza kwese kwese kwevatengi ruzivo. Nekugovera zvimwe zviwanikwa pakutengesa nekushambadzira, makambani aya anogona kunzwisisa zviri nani zvinodiwa nevatengi, kupa mhinduro dzemunhu, uye kupa rutsigiro rwepamusoro mutengi, zvinozotungamira mukuwedzera kugutsikana kwevatengi uye kuvimbika.

Investment mumakambani eSaaS inokanganisa kugona kwavo kudyara mukutengesa nekushambadzira nekupa iyo inodiwa zviwanikwa zvemari nerutsigiro kuyera mashandiro avo, kuyedza nzira dzakasiyana, uye kuwana mukana wekukwikwidza mumusika. Iyi investimendi inogonesa makambani eSaaS kuti akurumidze kukura, kuwedzera musika wekugovanisa, uye kugadzirisa ruzivo rwevatengi, zvinotungamira mukubudirira kwenguva refu.

Makambani eSaaS Anogona Sei Kudzikisa Kutengesa uye Mari Yekushambadzira?

Makambani eSaaS anogona kuchengeta mutengo wekutengesa uye wekutengesa wakaderera nekushandisa nzira dzakasiyana dzinotarisa kukura kweorganic, kuchengetedza vatengi, uye nzira dzekutora dzinoshanda. Mamwe emazano aya anosanganisira:

  1. Superior product: Kugadzira chigadzirwa chemhando yepamusoro chinosangana nezvinodiwa nevatengi uye chinopfuura zvavanotarisira zvinogona kutungamira kune yakanaka yeshoko-ye-muromo, kuderedza kudiwa kweakakura ekushambadzira mishandirapamwe. Vatengi vanogutsikana vanowanzokurudzira chigadzirwa kune vamwe, vachiunza vatengi vatsva vane mari shoma yekushambadzira.
  2. Mapurogiramu akabatana: Kugadzira chirongwa chekubatana kunobvumira makambani eSaaS kuti akwidziridze kusvika kwevapesvedzera, mablogiki, uye vamwe vadyidzani vekushambadzira. Vabatiri ava vanosimudzira chigadzirwa mukutsinhana nekomisheni pakutengesa kwega kwega, kudzikisa mutengo wepamberi wekutengesa wekambani uye kuenzanisa zvinokurudzira nekutengesa chaiko.
  3. Referral programs: Kuita chirongwa chekutumira kunokurudzira vatengi varipo kukurudzira chigadzirwa kune network yavo mukutsinhana nemibairo, senge zvidzikiso kana zvemahara maficha. Iyi nzira inodzikisira mutengo wekushambadzira uku uchisimudzira kuvimba uye kuvimbika kunobva kune kurudziro yako.
  4. Zvirongwa zvewhite-label: Nekupa chena-label mhinduro, makambani eSaaS anogona kubatana nemamwe mabhizinesi anotengesa chigadzirwa pasi pemhando yavo. Izvi zvinobvumira kambani yeSaaS kuti isvike kune vatengi vatsva kuburikidza nevevadyidzani vavo varipo network, ichideredza kudiwa kwekuyedza kushambadzira kwakananga.
  5. Kushambadza zvemukati uye Organic Kutsvaga: Kugadzira zvakakosha, zvemhando yepamusoro zvemukati uye nekuzvigonesa kutsvaga injini (SEO) inogona kubatsira kukwezva vangangove vatengi organically. Iyi nzira inogona kukonzera kuyerera kwakadzikama kwemukati mekutungamira nemitengo yakaderera kana ichienzaniswa neyakabhadharwa kushambadzira mishandirapamwe.
  6. Kuedza kushambadzira kwakanangwa: Kutarisa pane zvakanyatsotsanangurwa zvikamu zvevatengi uye kugadzirisa mameseji ekushambadzira kune izvo zvikamu zvinogona kuvandudza kugona kwekushambadzira mishandirapamwe. Iyi nzira inodzikisira mari nekudzikisira mari inotambiswa pakushambadzira pamishandirapamwe isina kutariswa.
  7. Automation uye optimization: Makambani eSaaS anogona kukwidziridza ekushambadzira otomatiki maturusi uye kuenderera mberi nekuongorora mashandiro avo ekushambadzira mishandirapamwe kuti vakwidze zvavanoita. Izvi zvinobatsira kuve nechokwadi chekuti mabhajeti ekushambadzira anopihwa kune anonyanya kushanda nzira uye matekiniki.
  8. Kuchengeta uye kutengesa kwevatengi: Kutarisa pakuchengeta vatengi varipo vachifara uye nekupa mikana yekutengesa kana kutengesa-muchinjika kunogona kuwedzera zvakanyanya mari pasina kudiwa kwekuedza kwakawanda kwekushambadzira. Vatengi vanofara vanogona kuramba vakavimbika uye kutenga zvimwe zvigadzirwa kana masevhisi, zvichideredza kudiwa kwekugara uchitora vatengi.

Nekuita musanganiswa wezvirongwa izvi, makambani eSaaS anogona kunyatso chengetedza kutengesa kwavo uye mutengo wekutengesa wakaderera vachiri kuwana kukura nekuchengetedza huvepo hwakasimba hwemusika.

Douglas Karr

Douglas Karr ndiye CMO OpenINSIGHTS uye muvambi we Martech Zone. Douglas akabatsira akawanda ekubudirira kweMarTech kutanga, akabatsira mukushingairira kweanopfuura madhora mashanu emadhora mukutenga nekudyara kweMartech, uye anoenderera mberi nekubatsira makambani kuita nekuita otomatiki nzira dzawo dzekutengesa nekutengesa. Douglas inyanzvi inozivikanwa pasi rese yedhijitari uye MarTech nyanzvi uye mutauri. Douglas zvakare munyori akaburitswa wegwaro raDummie uye bhuku rehutungamiriri hwebhizinesi.

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