Gauging The Mobile Sophistication of a Target Account
In my previous post, I discussed what precisely mobile SaaS sales is. In essence, it’s selling technologies and services (e.g. mobile analytics, push notifications, data storage) to companies who build mobile apps. In this
Mobile has only been around for ten years. In comparison, PC’s have been around for 4x as long, and browsers for 2.5x. Naturally, companies are at varying degrees of mobile sophistication. Some have entirely embraced mobile (e.g. 85% of Facebook’s ad revenue is from now from a mobile), while others are just starting to dip their toes.
Selling to these two different customer profiles requires two completely different approaches.
As an exercise, let’s look at data pulled from MightySignal for two different apps.
Selling to Exhibit A
Let’s say you are hypothetically selling an A/B testing software to Exhibit A. Your approach needs to take into account that this company is high in mobile sophistication. They’ve tried many SDKs from many different vendors:
In general, even if you aren’t selling an A/B testing solution, your strategy selling to this company needs to account for the fact that they are pretty far along in the mobile sophistication curve and familiar with many of the tools out there.
Selling to Exhibit B
Let’s say hypothetically you are now a sales rep who comes across Exhibit B. In this case, it’s probably more productive if you do not engage at all, and
Cues for Mobile Sophistication
SDK data is only one data point to gauge mobile sophistication. Other signals can include the
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