Software Sales & Marketing

Software publishers hand out thousands of free trials of their applications, yet how many actually turn into sales?  PreEmptive Solutions can help your sales and marketing staff determine who is using the trial software, how they're using it, when they're using it, and what they're using it for.  This ensures that your sales and marketing staff are seeking those prospects with greater sales probability. Following are ways PreEmptive can help your sales and marketing staff:

1) Timing Sales Rep Contact at the Right Points in the Buying Cycle

Most installed software evaluations are a black box into which software publishers have little visibility.  This contrasts sharply with SaaS publishers, who generally have much better visibility into how their products are being used in the evaluation cycle.  PreEmptive's Evaluation intelligence solution finally provides visibility into when and how installed software is being used.  Through CRM adaptors, this information can be fed to the right sales reps at the right time, allowing them to contact prospects at the right points in the buying cycle. In addition, SaaS vendors finally have a solution built specifically for tracking evaluations.  Much like most publishers now recognize building licensing solutions is not their core competency, neither is building evaluation and software utilization analysis applications.  PreEmptive's integrated Microsoft licensing solution (SLP Services) provides publishers and their partners with much needed visibility into use and guides them to contact prospects at the right time.

2) Prioritizing Highest Probability Opportunities  

Done properly and with foresight, PreEmptive's Evaluation intelligence solution enables publishers to identify trial usage characteristics that indicate higher sales probabilities.  Through proper integration with CRM, sales representatives are presented with a prioritized list of those opportunities (with supporting reasoning) that they should reach out to first.

3) Focusing Pitch on Highest Impact Buying Criteria

Leveraging the same information used to prioritize opportunities, PreEmptive's Evaluation intelligence solution can also be used to guide potential buyers to those capabilities that have proven to be key influencers or drivers of past sales. Perhaps there is a 10% greater probability of a sale if prospects use a particular report that competitors can't match.  Get more of your prospects to use it or other key drivers currently hidden in the black box.  Imagine the impact of converting just 1% more of your software trials.  The return on investment is measured in weeks or months, not years.