Member-only story
The MoneyWheel. A Product Manager Tool to Scale SaaS Revenues
SaaS Sales Transaction Pattern Analysis Can Yield Fascinating Results
Scaling product revenues is a challenge for all product managers and product marketers. Once a product graduates from the early adopter stage of the Technology Adoption Life Cycle, there are patterns in successful sales transactions. Product people should learn these patterns. The MoneyWheel is a tool you can use to discover and scale repeatable sales transactions to drive revenue growth.
Backstory
In the 1990s I worked for an enterprise software firm that sold enterprise application development tools (CASE tools). A challenge we faced was that some sales regions and sales reps were much more successful than others. We started a project to learn why. The MoneyWheel was an analytical technique we built. What we discovered was that there were patterns to the sales transactions of the most successful sales reps.
Sales wins fell into specific ‘buckets’. These buckets represented common reasons why customers decided to purchase a new solution. The most successful reps recognized these patterns and used them to quickly qualify or disqualify specific opportunities. They invested their time in the most promising deals. We found that specific sales…
