Adjusted BANT formula for companies providing online services.

BANT (Budget, Authority, Need, and Timeline) remains a valuable framework for sales qualification in the context of SaaS (Software as a Service). However, considering the subscription-based nature and ongoing relationship typical of SaaS sales, some adjustments can be made to BANT to improve its effectiveness specifically for SaaS products. Here’s a breakdown of BANT with a SaaS qualification twist:

Budget (with SaaS Considerations):

  • Focus on Recurring Costs: While a total budget might be relevant for upfront costs (e.g., implementation fees), the primary concern for SaaS is the customer’s ability to handle ongoing subscription fees.
  • Consider Payment Options: Explore the customer’s preferred payment schedule (monthly, annual) and any budget flexibility they might have for SaaS solutions.
  • Align with Subscription Tiers: Understand the customer’s needs and budget to recommend the most suitable SaaS subscription tier that meets their requirements without exceeding their financial limitations.

Authority (with SaaS Considerations):

  • Identify Stakeholders: In SaaS sales, the decision-making process often involves multiple stakeholders, including technical users, department heads, and budget approvers. Map out the buying committee and identify who has the final say on approving the SaaS subscription.
  • Champion Identification: Look for a champion within the customer’s organization who advocates for your SaaS product and can influence the decision-making process.

Need (with SaaS Considerations):

  • Focus on Pain Points and Goals: Deeply understand the customer’s specific challenges and desired business outcomes. Demonstrate how your SaaS solution directly addresses their pain points and helps them achieve their goals.
  • Align with SaaS Features: Match the customer’s needs with the functionalities and features offered by your SaaS product. Don’t just focus on generic needs; tailor the conversation to how your SaaS can solve their specific problems.
  • Security and Compliance: For SaaS solutions, data security and compliance with relevant regulations might be crucial needs for some customers. Be prepared to address these concerns and showcase your commitment to data security.

Timeline (with SaaS Considerations):

  • Subscription Start Date: While a general timeframe for purchase intent is helpful, understanding the customer’s ideal timeline for starting the SaaS subscription can be more actionable.
  • Implementation Timeline: Discuss the implementation process and estimated timeframe for getting the customer up and running on your SaaS platform.
  • Long-Term Relationship: SaaS is an ongoing service. Emphasize your commitment to providing ongoing support and building a long-term relationship with the customer.

In essence, while BANT provides a solid foundation, consider these additional factors for SaaS qualification:

  • Understanding Usage Patterns: Gauge the customer’s anticipated usage of your SaaS platform to ensure your solution can scale with their needs.
  • Data Migration Considerations: If the SaaS involves data migration from existing systems, discuss the process and potential challenges.
  • Integration Needs: Explore if the customer requires integrations with other software they use, and ensure your SaaS solution can accommodate those needs.