SaaS inaro ti jẹ olufẹ nigbagbogbo ti ile-iṣẹ imọ-ẹrọ, bi awọn ibẹrẹ, bii IṣẹTitan fun kontirakito ati Ayẹwo ayẹwo fun awọn oniṣiro, ti wa ni imurasilẹ lati ṣe ifasilẹ nigbati wọn ba lọ ni gbangba ni 2024. Sibẹsibẹ, awọn onimọran gbagbọ pe a tun wa ni ibẹrẹ ibẹrẹ ti imugboroja ọja yii, pẹlu awọn orisun asọtẹlẹ iwọn ọja lati pọ si ni CAGR ti 12.6% ati dagba si kan > $ 400B lapapọ ọja adirẹsi adirẹsi (TAM) nipasẹ 2032. Eyi ṣe imọran anfani nla fun awọn oṣere SaaS inaro.

Laibikita iru afẹfẹ wọnyi, kii ṣe gbogbo awọn ile-iṣẹ SaaS inaro ti n dagba. Eyi ni idari pupọ nipasẹ awọn ireti awọn alabara ti o pọ si ati awọn ibeere fun awọn iru ẹrọ SaaS inaro lati ṣopọ ati di awọn ipinnu opin-si-opin dipo nini lati ṣakoso ipinfunni ti awọn solusan aaye. Bii iru bẹẹ, awọn ile-iṣẹ SaaS inaro n rilara titẹ lati ṣe atilẹyin awọn ọrẹ ọja akọkọ wọn laisi nini laini oju ti o han si awọn alekun idiyele ti o dara julọ.

adikala, awọn asiwaju B2B owo sisan Syeed, ti atejade afonifoji iroyin siso wipe wọn Stripe Connect awọn olumulo 'nọmba ibeere ọkan ni iraye si si Syeed-ipele sisan atupale. Ati, fun awọn ile-iṣẹ bii IṣẹTitan ati Ọkàn, Syeed ifiṣura ti o dara julọ, ṣiṣe isanwo ati awọn atupale jẹ ọkan ninu awọn ẹya “afikun-un” ti a beere nigbagbogbo bi wọn ṣe ifọkansi lati ṣayẹwo apoti naa bi pipe, ojutu SaaS inaro.

Itan-akọọlẹ, o ti nira fun awọn ile-iṣẹ SaaS inaro lati kọ sisẹ isanwo kan ati akopọ atupale bi o ti jẹ eka ati pe o nilo idoko-owo olu pataki laisi iṣeduro ti owo-wiwọle afikun. Ṣugbọn awọn idagbasoke bọtini ti wa ti o ti yi eyi pada pẹlu awọn solusan sọfitiwia ti o gba ọ laaye lati yago fun isanwo olu-ilu yii, titete awọn iwuri lati ọdọ alabara opin ti o rii iye ti ni anfani lati ni hihan ati iṣakoso lori awọn sisanwo wọn. A yoo lọ jinle sinu ọkọọkan awọn idagbasoke wọnyi ni bayi.

Awọn iru ẹrọ SaaS inaro mọ pe awọn sisanwo ṣiṣe ko jẹ idiju yẹn mọ

Ṣiṣe awọn sisanwo jẹ ilana ti o nira itan; ọkan eyiti o nilo idoko-owo amayederun (ie, di PayFac), tabi gbigba awọn gbese (fun apẹẹrẹ, jegudujera, ibamu), ati ọpọlọpọ awọn ile-iṣẹ SaaS inaro yoo ro eyi ni idamu si awọn iṣẹ iṣowo akọkọ.

Pelu profaili ala ti ko wu wọn (0.75-1% ti awọn iṣowo), iwọn didun ti awọn sisanwo ti a ṣe ilana nipasẹ PayFacs, bii Stripe ati Adyen, ṣe wọn ni awọn iṣowo nla. MindBody jẹ agbeka kutukutu laarin awọn iru ẹrọ SaaS inaro ti o ṣe pataki lori aye yii. Nigbati wọn fi ẹsun S-1 wọn silẹ ni ọdun 2016, awọn sisanwo tẹlẹ ṣe iṣiro 39% ti owo-wiwọle wọn. Ti pipin yii ba wa kanna loni, yoo ṣe aṣoju lori $ 130M ni owo-wiwọle lododun.

Iṣiro fun awọn iru ẹrọ SaaS inaro ti o ṣepọ sisẹ awọn sisanwo han taara, ṣugbọn owo-iworo ti jẹ igo kan. Iyẹn jẹ titi di awọn amayederun isanwo agnostic PayFac, bii Paybli ati Tilled, wá pẹlú. Awọn iru ẹrọ wọnyi gba awọn alabara laaye lati gba iye pataki ti owo-wiwọle ṣiṣatunṣe isanwo lakoko ti o yago fun awọn iṣọpọ ti o lewu, iṣakoso idaran ati awọn idiyele ibamu, ati awọn eewu to somọ.

Ni bayi, awọn iru ẹrọ SaaS inaro le ṣe monetize iwọn didun isanwo ti awọn oniṣowo wọn, igbagbogbo igbagbe, ṣugbọn o ni owo pupọ, orisun wiwọle. Ati pe, iye ọja ti o pọ si ti di ojutu gbogbo-ni-ọkan fun awọn alabara ipari ko le lọ silẹ.

Ipari rira-in alabara n ṣe isare iwe-iṣere owo sisanwo

Awọn ilana isanwo, bii Stripe ati Ayden, tabi awọn oṣere POS, bii Tositi ati square, ti a ti imomose akomo nipa awọn owo processing (wọn ṣọ lati fi diẹ afikun fẹlẹfẹlẹ ju idunadura owo). Bi awọn iṣowo ṣe n tẹsiwaju lati ṣe iyatọ awọn ọna isanwo wọn ati awọn ọja, titẹ n pọ si lori awọn olupese iṣẹ isanwo mejeeji (PSPs) ati awọn iru ẹrọ POS lati ṣetọju ere labẹ oṣuwọn idapọpọ kan. Bi abajade, tiered, idiyele-orisun lilo jẹ aaye ti o wọpọ kọja awọn iṣẹ awọsanma, bakanna bi ipin ti o pọ si ni oṣuwọn idapọmọra PSPs. Fun awọn iru ẹrọ SaaS inaro, ni bayi ni aye alailẹgbẹ lati kọ awọn alabara ipari lori bii awọn sisanwo ṣe ni ipa laini isalẹ wọn, nitori ko ṣee ṣe lati kọ ere, awọn iṣowo agbaye pẹlu oṣuwọn idapọpọ ẹyọkan.

Awọn iru ẹrọ gbọdọ ronu nipa awọn sisanwo ni ipele idunadura. A ri awọn apẹẹrẹ ti eyi ni awọn ile-iṣẹ bii Atunse ti o ṣe iranlọwọ fun awọn ile-iṣẹ SaaS inaro ni riri anfani nla ti awọn sisanwo n pese, ati awọn idiyele ti o farapamọ ti awọn ilana isanwo. Revenew ni pataki n fun awọn alabara ni akoyawo isanwo ni kikun si ipele idunadura kọọkan, bakanna bi awọn irinṣẹ lati mu awọn sisanwo pọ si bi ṣiṣan owo-wiwọle ti ere. Eyi ni o dara julọ ti awọn agbaye mejeeji fun awọn iṣowo, nibiti wọn ti ni oye si ohun ti wọn n sanwo fun ati bii wọn ṣe ṣakoso idiyele ti nkan laini yii.

Titọju ile ijọsin ati ipinlẹ n di diẹ sii han si awọn oniwun iṣowo

A ti sọrọ si ọpọlọpọ awọn oniwun iṣowo ti o dale lori SaaS inaro lati ṣiṣe awọn iṣowo wọn; lati awọn oniwun ile ounjẹ si awọn ile iṣọ ẹwa si awọn alagbaṣe iṣowo. Lakoko ti pupọ julọ yara yara lati gba awọn iru ẹrọ POS ti n pese ounjẹ lati pari awọn alabara, ọpọlọpọ ni bayi ni imọran awọn ipa odi ti wiwo si pẹpẹ kan. Pupọ ninu awọn iṣowo wọnyi ni itara lati ṣe iyatọ ju ojutu POS kan lọ ati gba awọn iru ẹrọ atupale lati tọju awọn eto POS wọn ni ayẹwo.

Gẹgẹbi a ti ṣe akiyesi loke, Revenew n pese awọn iṣowo pẹlu akoyawo isanwo. Iyẹn ti sọ, awọn iṣowo tun n wa awọn iru ẹrọ data alabara (CDP) ti o lo data isanwo lati ṣe idanimọ awọn aye wiwọle. Ni iṣaaju, awọn ile-iṣẹ gbarale awọn ilana isanwo tabi awọn eto POS fun data yii. Ni bayi, awọn solusan ati siwaju sii n bọ si ọja ti o ni idojukọ pataki lori ipese awọn atupale wọnyi. Bi abajade, awọn iṣowo ni anfani lati ṣaṣeyọri meji ti awọn ibi-afẹde fun awọn oniṣowo, nibiti a ko rii awọn alabara si olupese isanwo kan, ṣugbọn dipo ni hihan nla ati iṣakoso lori awọn sisanwo wọn.

Ni afikun si ṣiṣe iṣelọpọ awọn isanwo bi ikanni wiwọle, a rii aye isọdọtun fun awọn ile-iṣẹ SaaS inaro lati ṣe iyatọ ara wọn nipa ipese awọn ọna adaṣe fun awọn iṣowo lati mu awọn iṣẹ wọn pọ si (ie, ṣiṣatunṣe idiyele akojọ aṣayan, awọn iṣẹ iṣakojọpọ tabi awọn ọja, ati bẹbẹ lọ). Biki, Syeed CDP kan fun awọn ile ounjẹ, ti di oludari ni inaro yii, ṣe iranlọwọ fun awọn ipo ẹyọkan ati awọn franchises ṣe atilẹyin awọn iṣẹ wọn ati nini ipa ohun elo lori awọn profaili ala fun awọn iṣowo wọnyi. A nireti diẹ sii ti isanwo-centric wọnyi, awọn iṣowo CDP lati wa si ọja ni awọn inaro miiran.

Awọn ile-iṣẹ SaaS inaro ti o lo awọn sisanwo si iyatọ yoo ṣe rere

Ni ọdun meji sẹhin, ọpọlọpọ awọn ile-iṣẹ imọ-ẹrọ ti dojukọ lori gige idiyele. Ati pe, laibikita idagbasoke asọtẹlẹ fun SaaS inaro, awọn ile-iṣẹ ni ẹka yii mọ awọn aṣa macro ati pe wọn nireti lati di olu-ilu daradara ati ṣe idanimọ awọn awakọ wiwọle tuntun.

Lakoko ti idojukọ iduroṣinṣin lori awọn metiriki iṣẹ ṣiṣe pataki ati itẹsiwaju ti awọn suites ọja jẹ awọn eroja pataki si aṣeyọri, iṣakoso iṣakoso awọn isanwo awọn alabara ipari yoo fi awọn olupese SaaS inaro sinu ijoko awakọ. Awọn sisanwo le pese aye isọwo lẹsẹkẹsẹ; ọkan ti o ṣe iwọn pẹlu aṣeyọri ti awọn onibara ipari ati ṣafihan awọn awakọ ti idagbasoke ere.

Gẹgẹbi ọrọ naa ti n lọ, nigbati awọn aini awọn alabara rẹ jẹ ariwa otitọ rẹ, gbogbo eniyan ni o bori.

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