February 06, 2017 by Rhianna
The SIIA is delighted to introduce one of the newest members to join SIIA’s Software & Services Division, Pitcher AG. I had a chance to sit down with CEO & Founder for Pitcher AG, Mert Yentur, to learn a little more about sales and marketing tools and how they can drive revenue and customer satisfaction. Please find my interview below.
Rhianna: Tell us about Pitcher and what makes you unique?
Mert: There are many things that make Pitcher unique but If I have to pick one it is how we started.
It has been a recent norm that B2C companies are founded and run by engineers however B2B companies were and still is seen as an expert knowledge area where unless you know the particular vertical inside out you’re not welcome.
Some of our competitors are founded by people with decades of industry experience at management level working for big corporations, who decide to quit their daily jobs, hire some outsourced developers and become a vendor for their ex employer and colleagues. They have relationships, they have credibility amongst a vertical and they see product as a nice to have to generate more revenue.
On the other hand, my background is computer engineering. I founded Pitcher when I was 26 with few years of experience in making B2C Games and Applications. As a matter of fact, chronologically, we had first a fully functional, globally scalable product, then the first customers, then the first employees.
This approach of “if you build it, they will come” represents the core of Pitcher. We do 100% of our engineering in house, we are a product company that offers its SaaS solution to large enterprises from virtually all verticals and all countries.
Rhianna: You recently celebrated your 5-year anniversary with 5 straight years of over 100% revenue growth. What do you see driving this tremendous growth?
Mert: Pitcher is the name of the product and is the name of the company. This approach of one product, one solution focus has been well appreciated amongst our customers.
Enterprises face their greatest challenge of adapting technology for their end users who happen to embrace more mobile interaction and engagement for their day-to-day transactions.
It took enterprises sometime to acknowledge this and started to search for a way to adapt this new way of mobility. Rather than working with consultants and agencies reinventing common solutions on a white board, they saw that they could simply adopt and learn from an existing solution.
This is where Pitcher’s innovative approach quickly disrupted the status quo by demonstrating enterprises do not have to give up what is crucial for them while deploying user friendly, efficient and effective solution which guaranteed high user adoption. That is why you see Pitcher users across 18 industries, in 52 languages, 132 countries worldwide.
Rhianna: You also had 100% customer satisfaction. How do you work with your customers to ensure they are successful with your solutions?
Mert: Although our customers and decision makers are the CIOs, CMOs or VP of Sales etc., we always keep tens of thousands of our end users as the primary focus in developing our solution. As I mentioned, end user satisfaction is in our DNA. For us usability, stability and speed is everything. We also take pride in getting to know how our customer do business, we take time in understanding each use case and user journey to provide the most comprehensive and intuitive user experience. And we don’t stop there, the team and the solution continuously listens and collects our customer evolving needs which will fuel our innovation for the next product updates.
Rhianna: What makes digital content management so important for sales teams?
Mert: We call these 3Es. Efficiency, Effectiveness and Elegance.
Reps are expected to get the best out of their daily routines. They are expected to visit as many customers as possible, spend as much as possible with them and be as convincing as they can ever be in a very competitive marketplace.
Using a digital content management system, tied to a front end like Pitcher, we save reps hours each day by providing them what they need with less than 3 taps.
Once they are in front of their customers, Pitcher makes them look like subject matter experts as subtle guidance from Pitcher and immediate access to any unexpected questions increase the trust from the customer.
Last but not least, using a sleek interface and a robust solution in a client facing scenario, delivers the message that our customer, employee of the rep, invests in innovation and is leading rather than following. We heard stories for example of doctors seeing our customers more innovative just due to the fact that reps can control the presentation via their mobile phones or watches.
Rhianna Collier is VP for the Software Division at SIIA. Follow the Software team on Twitter at @SIIASoftware.