Kiwi software company, PaySauce was founded in 2015 and has since made it easier to manage the “human side of operations”, from contracts, timesheets all the way to payroll. Since launching, PaySauce has significantly grown to over 6000 customers across New Zealand and the Pacific Islands and is now working on expanding into the Australian market.

Marie-Claire Andrews, Head of Sales and Marketing at PaySauce shares tips on growing from a small business into a medium-sized business.

Creating a business can be really hard, but once done, many small businesses can find the stagnant results challenging, do you have any tips for dealing with these?

Keep building your networks

Getting your people out there on the ground talking to potential and current customers is crucial not just at the beginning of your growth journey but throughout, even when you are experiencing a stagnant period. Customers will quickly tell you what they love or don’t love about a product or service, which opens up a space for you to bring more solutions to them.

Building your networks also allows you to stand on the shoulders of giants and move more quickly than you can on your own by finding investors and customers who want to jump on board your company’s journey. This can help to drive business and opportunities in those quieter times.

What are some things all businesses should know when they move from being a small business to become a medium-sized business?

Right people and right systems

It’s critical that when a business is growing, that its team has the right systems to support them.

We’ve got ambitious growth aspirations and have implemented Salesforce to drive our digital transformation and support the management of this growth.

Read more: How to turn that small idea into a business

We already had stable foundations in the business, but knew we needed the right systems to support our people and make the most of the skyscraper opportunity in front of us.

We were able to implement Salesforce Customer 360 to improve efficiency, transparency, personalisation, and engagement. This resulted in consolidating six different systems across billing, sales, and customer service into one unified view of the customer.

We also had a Salesforce champion pull the implementation together internally and make sure it was smooth sailing for our team.

The implementation of Salesforce Customer 360 [for PaySauce] has been crucial in helping us achieve and manage our growth while keeping customers at the centre of our business.

Marketing Cloud has given our staff the ability to manage the number of touch points they have with customers – now they only interact when there is an issue or they can add value. The automation has allowed for greater efficiency by reducing administration and ultimately improving personalisation and customer engagement.

For any small business, what are the key tips they should keep in mind if they dream about becoming a medium sized business?

Know your customers

For any small business or start-up, you must regularly review and analyse your customer data and insights to better understand your customers wants and needs.

Salesforce Customer 360 allows us to better understand our customers and unifies all of our customer data into a single source of truth, giving our teams the right insights to build our customer base and work cohesively to deliver a seamless customer experience, and support the growth of the business.

Be bold and brave

Keep on the lookout for opportunities that will benefit your customers. Early on in our journey we identified a problem in the farming industry that we were well placed to solve. We were able to quickly build a product that supported legislative change in the industry, saving farmers’ time and hassle.