Traditional product-centric sales tactics are no longer effective, especially given the diverse and strategic spending patterns of SMBs and enterprises on SaaS. 45% of SMBs spend $600,000 or less annually on SaaS, while 38% allocate between $600,000 and $2.4 million. On the other hand, 38% of enterprises spend between $2.4 million and $12 million annually, with 26% exceeding $12 million and 11% investing more than $60 million each year.

These numbers highlight how companies are becoming increasingly strategic and discerning in their SaaS investments. For enterprises, significant budgets indicate that they prioritize solutions aligning with their core initiatives and delivering clear ROI. This shift means that offerings not tied to top strategic goals are quickly deprioritized. As a result, value selling — where the focus is on demonstrating tangible business outcomes rather than just product features — has become more crucial than ever.

In this Masterclass, leaders from Freshworks, MongoDB, and Xactly reveal practical frameworks for selling remotely, hiring the right talent, and building a strong value selling culture.