Saving SaaS Deals When Your Champion Leaves
Losing your internal champion can jeopardize a SaaS deal. Don't let their departure derail your progress. Here's how to stabilize shaky deals and prevent churn:
Treat it Like a New Deal
Resell your product's value to the new decision-makers. Meet them in person, if possible, and demonstrate how your product benefits their success. Don't assume they'll automatically continue the deal.
Build Multiple Champions
Develop relationships with other stakeholders, including end-users, managers, and executives. Multiple contacts ensure deal stability even if one person leaves.
Meet Face-to-Face
While not as impactful as with your previous champion, an in-person meeting demonstrates commitment and builds rapport.
Prove ROI Immediately
New stakeholders need to see value. Showcase ROI with data, case studies, and examples of how your product drives results. Connect your solution to their key performance indicators (KPIs).
Engage Your Executive Team
For large accounts, involve your CEO or VP, especially if a competitor is involved.
Over-Communicate Value
Regularly communicate your product's benefits through business reviews, success stories, and check-ins. Keep your solution top-of-mind.
Address Gaps Proactively
Be transparent about any feature gaps or potential issues. Work collaboratively with the customer to find solutions. Honesty builds trust.
By acting quickly and strategically, you can not only save the deal but also strengthen the client relationship for long-term growth.
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