The future of software buying — Sam Senior // TestBox

Quotes

• "The buyer's journey is what TestBox is trying to cover. And then there's the sales journey, which is how to enable the sales rep to be more successful. There are platforms like Demo Stack, Walnut, Reprise, and Nevada." - Sam Senior

• "TestBox can give you immediate access to the environments of the SaaS products you have on your shortlist. No signing up to lots of different websites, no signing up for a demo form, then not getting a call back from the rep. Instead, within 10 seconds, you can access those platforms side by side." - Sam Senior

• "Currently, we're in two major software categories: customer support and marketing automation. We're about to launch CRM next month. Our goal is to be able to launch at least one new category every two months over the next 12 months. And we are very much focused on the rev op stack." - Sam Senior

• "For the first time, we can tell you which products buyers compare your products to. You don't know that usually. We can tell you how long your prospect has been comparing you against someone else. How long have they used your app, and which use cases are the most important to them. We can give you so much rich data that you don't have insights into now." - Sam Senior

• "On the vendor side, it is a relatively easy conversation. When you talk about, hey, we just onboarded new companies in the last two weeks, evaluating your competitors, and we provide you information. We're going to provide you with leads. There is a typical price here where the standard market rate is 20% commission. Great. None of that sounds particularly scary, and there's a lot of potential upsides here." - Sam Senior

• "The difficulty on the seller side is when they don't have any form of PLG-type motion. That's challenging for us as to how we think through building relationships with them and enabling them to open up their software a little bit more to us." - Sam Senior

• "The biggest challenge is the demand gen side. We are trying to battle 30 years of software buying behavior, and there's a lot of psychology behind that. And most people don't think there is an option other than going through the unpleasant buying process. And we have a lot of education to do. There's a lot of sharing to the market and ensuring that people know a viable option exists that's different from the typical process." - Sam Senior