Replicated Use Cases - Sell More

Hey!

Welcome to another video in the Replicated series about use cases where we can solve common challenges.

 If you tuned in last time, you'd be familiar with our software distribution lifecycle concept - helping you build better, test and secure everything, sell more, install faster, support efficiently, and measure what matters. And then of course, rinse and repeat and use that information you've learned to build better again. 

Today, we're going to focus on the ‘sell more’ piece of this. So what does sell more mean? It means being able to reach new customers, close deals faster, and upsell to premium additions. Everybody needs this in today's economy, and delivering software is no exception. Let's get smarter about how we do it. 

Our dimensional research study found that 42 percent of SaaS service companies admit they lose revenue by not offering an on-prem solution. I would modify that to say customer-managed environment solution, but certainly a concern nonetheless.

Let's say you're a traditional software company. What you're probably missing out on is revenue for modern Kubernetes and cloud opportunities. Traditional software vendors are finding they need a way to distribute and modernize their applications so they can address these environments where customers expect it to be able to run.

What we do at Replicated is we help you package your containerized application so that it can run in these diverse customer managed environments. You can increase your total addressable market and run where the customer wants to be. That is going to expand and increase your ability to sell more. 

Now, think about security sensitive environments where there are air gaps. This means it's harder to get your software in or get information out. How do you deliver your application if you don't have internet access to the customer location? Well, what we do at Replicated is enable you to bundle up your software, installers, scripts, even Kubernetes environments, and enable that secure installation and support for these disconnected sites so you can sell to government, financial, life sciences, and other sectors. They can even get support logs, redact them, and send them back to you if you need information about. You can troubleshoot and still help them, even though it's a top secret location. 

You might be in the other boat. You might be more in the cloud and you're getting customers asking you, “Hey, I want to run on premises or on VPC type environment. I want to keep my data where I control it.” 

Well, what we're seeing here, is that SaaS companies are finding their customers want to run and control their enterprise applications and data themselves. This is particularly true in the AI space where the data really is the differentiator. Your models are training models, and maybe you sell to competitors of theirs. They want to control everything. So, we're going to help these SaaS companies meet customers where they want to run your app so you can offer the same great service to new audiences and let it run in a customer managed environment. You're probably getting these requests - we’ll help you address that. 

Another common challenge that affects selling is when your sales engineers and solution architects are spending all their time troubleshooting, then that means they're not out selling. If they're trying to create an environment, run and install, debug it, find a problem, start again, it's really bogging down your sales cycle. So, it's taking time away and starting to frustrate the customer. What Replicated wants to do is give you the ability to be successful the first time, every time. Reduce the time and effort for your POC and production installs, and you can focus these field facing teams on positioning value and then move on to the next prospect. Let's do pre-sales, not a lot of support and engineering effort, in the customer environment. 

We can also help you manage licensing entitlements. Maybe you want to upsell your customers for premium additions, but you don't have easy-to-use licensing mechanisms. What we have at Replicated is the ability to do feature flags and toggle on and off capabilities. You can do trial licensing, and have licenses that expire after a while. You can integrate with your own licensing and control access to premium features, reduce the manual administration of generating licenses, and just upsell customers to premium additions. You can get them on your enterprise edition, and earn a little bit more per customer.

So those are all different ways Replicated helps you sell more, increase your revenue, increase your addressable market, and hopefully business will be booming! 

Thanks for reading!

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