You have some fantastic clients. What is the biggest challenge in altering their mind set to what Pathmotion offers?

Hi Sagar,

A key part is to convinve clients this problem is worth solving nownover other priorities, in particular given that the main challenge of takent attraction leaders is they have limited time to deliver many objectives.

(See a recent answer i gave on this issue of time in a question related to the biggest challenge convincing customers, in newest discussion)

One key element of what we do to change their mindset is to highlight them on the cost of doing nothing in a Challenger style approach - for example we show them what are the current things their own employees say about them on review sites ie an environment they have no control on.

Have a look at the Challenger Sale model, very powerful to trigger change.

What do you think ? Any other suggestions?

Hi Sagar,

To complement what Alon just mentioned, the other challenge is also to convince the different stakeholders involved in the process. We usually do quite a good job at embarking the people we meet and present to but they then have to sell PathMotion internally to multiple stakeholders.

To overcome this we have build a lot of collateral to make the job easier for our interlocutors and make sure they can address the different concerns stakeholders might have internally. This is usually received very well by our prospects and positions us as real partners, giving us an opportunity to work together on building a compelling business case.

Do you have any experience selling SaaS to large enterprises? Any challenges/good practices you have experienced?

Thanks both for the feedback.
It makes sense, with websites like Glassdoor heavily used, but some what limited in what they provide in regards to overall culture, learnings and environment. From experience, it comes across as a 'negative' website, rather than constructive.

For a current generation, that is arguably far more selective in their decision making, and also has more means at their disposal than ever before to aid said decisions, I see how PathMotion can heavily bridge a gap.

My experience is some what SaaS based, but heavily aligned to Marketing and Media, and working for an independent consultancy. Marketing centrally for them to 85% of worlds top advertisers, on a year on year basis. Creating a digital environment to obtain a better understanding of their real wants and interests and providing intelligent data to aid commercial teams in the pipeline process.

A challenge is always - 'do they really want this?' / 'are we even speaking to the right people?' and through tools like Automation, I try and bridge the gap so there are more actionable insights to aid pitch and conversational processes.