Recent original research shows G-Cloud is toughest for SMEs coming to the market from the private sector. Here we look at the problem, informed by a survey of 100+ public sector tech buyers and come up with the answers… on the day that G-Cloud 12 opens for applications.
There are roughly 140 attributes for SaaS products on G-Cloud which buyers can use to promote candidates to their shortlist, or eliminate products from consideration. Correlating attributes to sales success shows which attributes in general are key to buying behaviour. This article shows what these attributes are. Reperform this exercise with competitor and similar products to your own to find out what are the product differentiators that are effective in your market.
The Service Definition is an essential marketing tool and it has got to be good. In this article we explore what should be in a good Service Definition and what are the characteristics of a bad one. Consider some content as ‘mandatory’ – CCS recommend this content because buyers have asked for it, but this is necessary – not sufficient.
Certain attributes that are still detailed on the face of the SaaS catalogue are so common, we should recognise them as ‘standard’. That they appear on the catalogue suggests buyers have, in the past, expressed that these are important in reaching selection decisions. This article lists the ‘standard’ attributes for you to compare with your own listing to see if you are missing something.