The buying behaviors behind the High ACV and Low ACV SaaS Products are often polar opposites.
Buyers of low ACV SaaS products are impulsive; they are often both the users and the decision makers. They understand that the cost implications are minimal and that their decision can be reversed if the product doesn’t work.
Buyers of high ACV SaaS products are quite the opposite. They don’t like being sold to. The buying panel often includes key decision makers, influencers, and users. They prefer to be in control of the buying process.
One size doesn’t fit all, you end up losing more opportunities than gaining if you try to fit all under one size.
Hence, the product positioning, GTM motions, sales and onboarding processes, and everything in between must align with the respective buying behaviors.
For Example:
1. PLG vs PLS
2. Freemium to Paid vs Paid to Premium
3. Trial Driven vs DEMO Driven
What do you think?
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