SaaS Adds Value (And Sales) to Office Technology Company

When I began working with XSE Group in January 2019, they sold office technology as just the boxes: copiers and printers. That made the sales pitch a race to $0 because companies took those boxes for granted and saw no real value in them. So, I brought in the product teams from Canon, Sharp and Brother to train our sales teams on solutions-based selling with the SaaS products that made those boxes indispensable tools for everyday work. I created buying guides by industry for customers and the sales teams, created segmented drip campaigns for prospects and customers at various points of contract renewal to promote the SaaS solutions by industry, and worked on RFP’s. In the end, we were winning contracts for more money and margin, and increased our renewal rate.