(Source: https://pltfrm.com.cn)
Introduction
China’s SaaS market presents huge opportunities—but only for those who adapt. From mobile-first user behavior to unique procurement expectations, SaaS sales in China require a localized, consultative, and relationship-driven approach. For overseas SaaS companies entering this landscape, designing the right sales strategy can be the difference between a stalled pilot and a scalable revenue engine. This article outlines how SaaS brands are succeeding by combining global best practices with China-specific go-to-market models.
1. Redesign the Sales Playbook for Mobile-First Buyers
1.1 Lead With Video and QR-Based Engagement
Sales funnels start with short-form video, not email. Use platforms like Douyin and WeChat Channels to demo use cases and direct traffic via QR codes to Mini Programs or trial pages.
1.2 Prioritize Mobile-Friendly UX in Demos
Ensure product tours, onboarding, and sales materials are optimized for mobile screens—especially important when dealing with field teams, SME owners, or on-the-go executives.
2. Offer Tiered Sales Approaches by Customer Type
2.1 Enterprise vs. SME Paths
Enterprise sales may require long cycles, pilots, and legal reviews, while SME buyers often move faster with the right price point and onboarding flow. Structure your sales team accordingly.
2.2 SaaS + Service Bundles for Mid-Market Buyers
Combine software with localized onboarding, training, or integration services. Chinese buyers often want “turnkey” packages, especially when evaluating foreign solutions.
3. Localize Sales Enablement Assets and Language
3.1 Bilingual Collateral With Local Metrics
Create sales decks, ROI calculators, and case studies in Mandarin, using local KPIs and comparisons. Content should resonate with both technical users and financial approvers.
3.2 Use Social Proof With Local Brands
Chinese buyers trust results from peer companies. Even small wins with recognized local firms can serve as validation and accelerate deal velocity.
4. Build Relationships Before and After the Sale
4.1 Use Private Domain Channels to Nurture Leads
After first contact, move leads into WeCom groups or Mini Program subscriptions to stay in touch via value-added content and targeted messages.
4.2 Extend Post-Sale Support Via Local CS Teams
Offer local account managers and responsive support teams to manage renewals, upsell opportunities, and product usage coaching—crucial for long-term stickiness.
Case Study: Dutch SaaS Analytics Firm Wins Manufacturing Clients With Dual Sales Paths
A data analytics SaaS company from the Netherlands entered China by separating its sales team into enterprise and SME-focused tracks. Large accounts were nurtured with pilots and co-branded ROI studies, while SMEs were onboarded via WeChat-based freemium models. The company’s dual-path strategy helped it grow from five to 60 Chinese clients in 18 months, with a 75% retention rate and average LTV doubling over the first year.
PLTFRM is an international brand consulting agency that works with companies such as Red, TikTok, Tmall, Baidu, and other well-known Chinese internet e-commerce platforms. We have been working with Chile Cherries for many years, reaching Chinese consumers in depth through different platforms and realizing that Chile Cherries’ exports in China account for 97% of the total exports in Asia. Contact us, and we will help you find the best China e-commerce platform for you. Search PLTFRM for a free consultation!
