Company Description

SAS, an industry leader in the information technology and services sector, specializes in software that focuses on analytics, artificial intelligence, and data management. Founded in 1976, the company has amassed impressive growth each year, owing much of its success to a commitment to research and development. Interestingly, SAS sets itself apart in the software industry by reinvesting about 20-30% of its revenues into R&D, a number significantly higher than competitors.

With an approximate workforce of 17,000 highly skilled employees, SAS is the go-to provider of innovative software and services that transform raw data into actionable insight, leading to well-informed and improved business decisions. Beyond offering state-of-the-art software solutions, SAS also provides a range of support resources online such as trial versions, unique user communities, and access to customized SAS accounts.

More than merely delivering software solutions, SAS instills an enduring commitment to its vision, mission, and values. A passion for technology and a concentrated focus on people underscores SAS's operations, thereby fostering a culture of forward-thinking where analytics and customer intelligence are not just viewed as tools but as narratives that can redefine individual and corporate stories.

In line with its mission of using technology to drive human progress, SAS designs software solutions such as Business Intelligence (BI), Data Mining, OnLine Analytical Processing (OLAP), data warehousing (DW), predictive analytics, and enterprise risk management systems. These systems are instrumental in deciphering statistical data, making SAS not just a powerful software solution provider but a partner in growth and risk mitigation.

SAS stands as a testament to the transformative power of software in reshaping ways in which businesses analyze, interpret, and use their data. The company's innovative and high-end software services make it an integral part of today's digital age, serving as a catalyst for businesses and organizations to make more informed decisions.

Incorporating the latest in AI and data management, SAS helps steer its clientele toward better outcomes by giving data the voice and clarity it needs to communicate effectively. As such, partnering with SAS introduces unrivaled insights, solutions, and opportunities for organizations to redefine their growth and success stories through data.

I. Introduction

Introduce the company you're planning to sell into - SAS. They are a leader in analytics, artificial intelligence, and data management. While continuously growing in revenue, they face certain challenges such as expanding customer base and staying ahead in the rapidly evolving tech landscape, despite their substantial investment in R&D.

II. Targeted business Challenges and Pain Points

1. Expanding Customer Base and Market Reach: Despite their continuous growth, SAS is facing a challenge in attracting new customers and enhancing their visibility in the competitive market.
2. Maintaining a competitive edge: Despite the above industry average investment in R&D, translating these developments into market-ready solutions is causing strain.
3. Adaptation to Evolving Technologies and Market Demands: The swift pace of the IT and services industry poses an obstacle in responding quickly to market changes and managing resources efficiently.
4. Aligning Services to Customer Needs: Despite its diverse range of innovative services, SAS may face difficulty in meeting the specific needs of businesses which require a more tailored approach.
5. Balancing Resource Allocation: The significant emphasis on R&D poses a potential imbalance in the allocation of resources to other sectors like marketing, customer relations, and employee development.

III. Proposed Solution

Our B2B SaaS solution could essentially address the highlighted pain points of SAS. It is tailored to facilitate new customer acquisition, enhance market visibility, streamline responses to market changes and technological advances, and align SAS's services to specific customer needs. Further, it enables a balanced distribution of resources across all business aspects ensuring holistic growth and development.

IV. Sales Strategy

1. Research and Planning

Understand SAS's operations, their products, services, and their market position through intensive research. Analyze their pain points to align our product offering to their needs effectively.

2. Prospecting and Initial Contact

Reach out to key decision-makers at SAS via emails or LinkedIn messages, highlighting how our product can alleviate their pain points. Arrange an initial meeting to discuss our solution in depth.

3. Product Demonstration

In the meeting, show SAS how our solution works and how it can specifically address their pain points. Share success stories of similar businesses who have benefitted from our product.

4. Proposal Submission

Send a detailed proposal outlining the product features, pricing, and estimated impact on their business. Ensure to highlight how our solution aligns with their business needs and goals.

5. Follow-up and Negotiation

Follow-up after the proposal submission and answer any queries SAS might have. Negotiate the terms of the agreement, modify the proposal as per their feedback and prepare the final Statement Of Work(SOW).

6. Closing the Sale

After the agreement is made, finalize and deliver the product/service as per the agreed schedule. Ensure the onboarding process is smooth and provide adequate support.

V. Expected Outcome

The main objective is to establish a strong partnership with SAS, providing them with a solution that effectively addresses their major pain points and enables them to sustain and grow in the dynamic IT and services industry.