Sales strategy: ERP consultancy vs B2B SaaS

How do the ERP and SaaS models differ?

An ERP consultancy lives off the project; a B2B SaaS lives off the product. That difference at the root changes everything that follows on the commercial side.

The ERP consultancy implements, integrates and adapts a system to each client's business. Every sale is a project: high ticket, heavy customisation, a broad decision-making committee and a cycle measured in months. Value is built on trust —"these people understand my industry"— and on references from those who have been through the same thing. Growth is, by nature, more linear: it depends on the team's delivery capacity.

The B2B SaaS sells a standardised product on subscription. The ticket per account is lower, but the model is designed for volume and for growing within the installed base (more seats, more modules, higher plans). The growth engine is not manual delivery but a product that can be sold many times at a low marginal cost. That is why the conversation revolves around recurrence: revenue that repeats month after month and expands over time.

Neither is "better". They are different logics, and the right commercial strategy is the one that fits the real model, not the model you might wish you had.

What changes in acquisition and sales?

Placed side by side, almost every parameter of the commercial process points in opposite directions. Here are the ERP versus SaaS acquisition differences in summary:

The practical reading: in ERP you optimise the quality of each opportunity; in SaaS you optimise the whole flow, from demand to retention. Copying the other's tactics tends to be expensive.

Which strategy works best for an ERP consultancy in Spain?

For an ERP consultancy in Spain, the sales strategy that works best is one built on trust and proof, not raw volume:

• Sector specialisation: being recognisable in a specific vertical matters more than reaching the whole market. The reference of "those who did the same thing in my industry" moves the decision.
• Prescription and partners: the relationship with the ERP vendor and the partner network is a first-order acquisition channel, not an extra.
• Consultative process with early qualification: the cycle is long and costly; discarding what does not fit early protects the team's margin.
• Real case studies and references: at high ticket, buyers are buying the assurance that the project will go well. Verifiable cases are the strongest argument.

AI here helps with prospecting, preparing proposals and analysing accounts, but it does not replace the relationship: in an ERP implementation, trust remains the main commercial asset.

How do you scale a B2B SaaS?

Scaling a B2B SaaS is not about adding more salespeople but about improving the engine. Order matters:

• First, fit and unit economics: before accelerating, you need clarity on product-market fit and that the cost of acquisition (CAC) is healthy against lifetime value and expansion.
• Activation to value: an onboarding journey that gets the customer to their first result fast. Retention is decided in the first few weeks.
• Repeatable demand engine: channels that generate opportunities predictably, with conversion measured at each step.
• Expansion and recurrence: the most profitable growth is within the installed base —more usage, more seats, more modules— with churn under control.

The lever for scale in SaaS is improving conversion, activation and retention with process and data, not the endless expansion of the sales team.

What can each learn from the other?

Both models have something to teach each other, as long as it is adapted rather than copied blindly:

• ERP, from SaaS: measuring the funnel with discipline, standardising what is repeatable and thinking in recurring revenue (support, enhancements, managed services) on top of the one-off project.
• SaaS, from ERP: consultative selling for large accounts, the weight of relationship and prescription, and sector depth when moving up-market.

The underlying mistake, once again, is applying one playbook to the other without translating it to the real business model. Commercial strategy is designed from how the company makes money, not from what is fashionable in the sector.