Iinkampani ze-SaaS Excel kwiMpumelelo yoMthengi. Nawe Unako… Kwaye Nantsi Indlela

Impumelelo yoMthengi we-SaaS

Isoftware ayithengi nje; lulwalamano. Njengoko iguquka kwaye ihlaziya ukuhlangabezana neemfuno zetekhnoloji entsha, ubudlelwane buyakhula phakathi kwabanikezeli besoftware kunye nomsebenzisi wokugqibela-umthengi-njengoko umjikelo wokuthenga okungapheliyo uqhubeka. Isoftware-njengenkonzo (SaaS) ababoneleli bahlala begqwesa kwinkonzo yabathengi ukuze baphile kuba benza umjikelo wokuthenga okungapheliyo ngeendlela ezininzi kunenye. 

Inkonzo elungileyo yabathengi inceda ekuqinisekiseni ukoneliseka kwabathengi, ikhuthaza ukukhula ngamajelo eendaba ezentlalo kunye nokuhanjiswa ngomlomo, kwaye inika abasebenzisi ukuzithemba bokwandisa ubudlelwane babo ngenkonzo eyongezelelweyo kunye namandla. Ababoneleli be-SaaS ababandakanyeka kwicandelo le-B2B, oku kunokuthetha inani elibalulekileyo lezihlalo kunye neelayisensi, konke okuvela kumthengi omnye.

Kwinkonzo yanamhlanje enokhuphiswano kuqoqosho, inkxaso kubathengi ebalaseleyo inokuba yeyona nto ibaluleke kakhulu kunayo yonke into. Unoko engqondweni, Nazi iingcebiso ezimbalwa ezixabisekileyo ezivela kwicandelo le-SaaS:

1. Musa ukuvumela okuhle (ukonga iindleko) ukuba lutshaba olugqibeleleyo (ukoneliseka kwabathengi).

Ukugcina iindleko phantsi ngokuqinisekileyo yinjongo efanelekileyo. Kuthathwe ngokugqithileyo, nangona kunjalo, kunokukhokelela kwizigqibo ezithile zeshishini ezimbi.

Imisebenzi emininzi yenkonzo yabathengi izamile ukulawula iindleko ngokunyusa inkxaso yabo yabathengi, ngamaxabiso abathengi ehla ngenxa yoko. Abanye baqalise ezinye iindlela zokuzenzela iinkonzo, ezinokuba sisichasi esithi "funda eli nqaku kwaye uzifumanele ngokwakho," kodwa ababoneleli be-SaaS ziingcali zokuqonda ubungakanani obulodwa abulungelanga konke. I-Tech-savvy millennials kunye neGen Zers zinokulunga kukhetho lokuzenzela ngokwakho kwi-intanethi, kodwa abathengi beGen X kunye nabantwana abakhulayo abakhetha ukusebenzisa umnxeba bakuthatha njengesiqhelo njengendlela elula yokuphelisa ukuhlangana ngokuthe ngqo kwabantu.

Imibutho yenkxaso ethi izame ukuphinda-phinda umceli mngeni kwinkonzo yeendleko ngokunciphisa ixesha lokunxibelelana nayo iyaliphosa inqaku. Ngokukhuthaza iiarhente ukunciphisa ixesha elichithwe kwifowuni nganye, incoko, umyalezo, okanye i-imeyile, kulula ukungaqondi okanye ukungahoyi iimfuno zabathengi. Amava amabi adla ngokuba sisiphumo.

Kubalulekile ukuba uqonde ukubaluleka kweentlanganiso ezisemgangathweni kukunyaniseka kwabathengi kwexesha elide, ngakumbi ngaphakathi komjikelo wokuthenga okungapheliyo. Kude kube iinkampani zibeka indleko kwi-churn, ukulahleka kokuthenjwa, kunye nokonakaliswa kwegama lophawu, ukonga kwexesha elifutshane kuya kuqhubeka nokuphumelela kwimpumelelo yexesha elide.

2. Beka phambili ezi meta zimbini endaweni yazo.

Inkonzo yabathengi ebalaseleyo kunye nemibutho yenkxaso ijolise kwiimetrikhi ezimbalwa: ikakhulu:

  1. Umndilili wesantya kwimpendulo - i-metric (into efana nesantya esiphakathi sokuphendula, okanye ASA), enokulinganiswa ngalo naliphi na iqonga lenkxaso yale mihla; kwaye enye ijolise kulwaneliseko lwabathengi, kunye neemetrikhi eziqokelelwe kuphando olukhawulezileyo lwasemva koqhakamshelwano. Amaxesha okuphendula asisixhobo sokulinganisa ukulungiselela, ukufikeleleka kunye nolwaneliseko, ke iimpendulo kufuneka zikhawuleze ngokukhawuleza.
  2. Amanqaku okwoneliseka kwabaThengi -Kunye namagqabantshintshi asimahla, bonisa ukuba ngaba iimfuno zomthengi kumgangatho wonke wenkonzo (I-QoS) zahlangatyezwa. Endaweni yokugweba ukusebenza usebenzisa iimetriki ezinje izigqibo zokuqala zokuchukumisa kunye nexesha lokufowuna — elinokusetyenziswa ngokulula kwaye ekugqibeleni alichongi iQoS-Ababoneleli be-SaaS bafumana impumelelo ekulinganiseni i-ASA kunye nolwaneliseko ngokubanzi.

3. Cinga umthengi ngokungathi ngumama wakho emnxebeni.

Uvelwano yinxalenye enkulu yenkxaso kubathengi. Khawufane ucinge ukuba ngumama wakho okanye ilungu losapho elisondeleyo emnxebeni; Ungafuna ukuba iziko lenkxaso liphendule ngokukhawuleza (okanye umnike ithuba lokufumana umnxeba kwakhona). Uya kufuna kwakhona iarhente ukuba ihambe kuyo yonke inyathelo lesisombululo ngomonde nangemfesane, nokuba oko bekuthetha ukuthetha naye ngekhonkco lokuzixhasa. Okokugqibela, uya kufuna ukuba iarhente imnike lonke ixesha alifunayo, nokuba oko kuthatha umnxeba odlulileyo ekujoliseni ixesha ekujoliswe kulo.

Buza umphathi weenkonzo zabathengi kuyo nayiphi na inkampani ye-SaaS kwaye baya kuvuma ukuba uqeqesho kwizakhono zesoftware yabasebenzi bokuxhasa abathengi ayisiyonto intle nje; kunokuba, kubalulekile. Nokuba uqeqesho lwearhente yenkampani lulungile kwaye amanqaku e-ASA angaphezulu komndilili, ukunyanga wonke umthengi onjengelungu losapho kuya kwenza ukuba abasebenzisi baphakamise malunga negama lakho ngaphezu kwazo zonke ezinye izinto.

4. Nyusa iiarhente zakho ziye kwamanye amasebe

Umtsalane wangaphakathi kufuneka ube yeyona mitrikhi iveza impumelelo yenkxaso kubathengi. Ukuba inkampani inyusa iiarhente zeenkonzo zabathengi eziqhuba kakuhle kwezinye iinxalenye zombutho, oko kuthetha ukuba ayisiyiyo uqeqesho olufanelekileyo kuphela kodwa ikwanika abo basebenzi ikhondo lomsebenzi.

Amasebe enkonzo yabathengi akoyiki ukuvumela iiarhente zabo ziqhubele phambili kwintengiso, ukuqinisekiswa komgangatho, ukukhula kwemveliso, okanye olunye uqeqesho. Kuthetha ukuba iiarhente ziyifundile i-brand kunye namandla ayo kunye namathuba okukhula ukusuka ekuvezeni kwabo ngaphambili. Njengabaphumeleleyo "kwinkqubo yefama" yenkampani, banokubona okuxabisekileyo kunye nemikhwa eya kuthi ixabiswe kulo lonke ishishini.

Ukuphinda uqwalasele oko kubalulekile ukuqhuba (umthengi) impumelelo

Oosomashishini bathanda ukuthi, "Yintoni elinganiswayo iyalawulwa." Kwinkonzo yabathengi, nangona kunjalo, eyona nto ilinganiswayo ihlala ifumana ephathwayo. Ababoneleli be-SaaS balungile ekuphepheni imigibe yokulinganisa kuba bayaqonda ukuba isenzo sihambisa inkonzo kude nabathengi endaweni yabo.

Ilizwe elikhutshiweyo phaya ngaphandle, kwaye abathengi baxabisa amava ngaphezulu kwazo zonke ezinye izinto. Inkampani ibaphatha kakuhle kangakanani abathengi bayo ibaluleke kakhulu njengemveliso ethengisayo. Ababoneleli beSoftware banokuthi bathengise eyokuqala S in SaaS, kodwa ukuze baphumelele kufuneka babe ziinkosi okwesibini S. Lowo ngumbono nakweyiphi na inkampani-kwaye nawuphi na umthengi- uyakuxabisa ngokuqinisekileyo. 

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