2023 Technology Market Insights
B2B SaaS providers are being forced to run their business and business systems with less resources and smaller budgets. Finding ways to increase automation in their quote to cash processes is one way companies are looking to compensate for this.
The buyers of B2B SaaS services are tightening spending on new services and looking to cut spending on their existing services. This is forcing the suppliers of SaaS services to justify value and evolve their pricing and packaging to accommodate more cost conscious buyers. Offering discounts, service bundles, and more flexible contract terms are common.
Teams responsible for quote to cash business systems are looking to consolidate these systems and find ways to reduce recurring license costs. Many times a single quote to cash function, such as quote approvals, may be distributed across multiple business applications and with consolidation cost reduction can result.
Compliance is a consistent driver for enhancements and additions that B2B SaaS providers make to their business systems. Digital services can be sold anywhere in the world and remaining compliant in those buyer markets reduces liability. Projects that involve legal entity expansion remain common, regardless of market conditions.