INSTALLERSUPPORT
What is ‘ Software as a Service ?’
( And why should we care .)
» CHRIS BRUNSDON , FOUNDER and CEO of Tommy Trinder , talks us through how buying software has moved on and why it ’ s a game-changer for window installers .
Launched 18 months ago , Framepoint ® from Tommy Trinder has been shaking up the software market , with its ‘ pay as you go ’ pricing model . From under £ 100 a month window companies can access the firm ’ s cutting edge Framepoint Technology ® to price and order their windows & doors , with no upfront cost and no tie in .
CEO Chris Brunsdon , himself a former window installer , explains the thinking behind bringing the subscription concept to double glazing :
“ Historically you ’ ve needed a bag of cash and nerves of steel to invest in decent quoting software in our industry . You ’ d have to stump up thousands of pounds upfront , only to be faced with the trauma of getting it installed and configured , then the rigmarole of training and getting people to actually use it . And even then you ’ d find yourself paying for updates forever and a day . To manage all this on top of the day job of selling and fitting windows , was beyond most smaller window firms . We just felt there had to be a better way .”
Supplying software tools on a subscription basis ( commonly known as ‘ Software As A Service ’ - or ‘ SaaS ’ for short ) is nothing new . SaaS is big business in the UK and the market for software delivered over the internet for a monthly fee is expanding rapidly . By 2025 the global spend on SaaS products is predicted to grown by a further $ 100bn . But asides from saving on upfront investment , what other benefits does SaaS bring to the glazing industry ?
“ Speed is key ,” says Chris . “ With no complicated set up , the time to get going with SaaS products is so quick . Even if you ’ re not tech savvy , we can have you selling with Framepoint ® within the hour . In their first month with us , many subscribers report a
saving of around 30 hours on quoting . That can be a game changer in a buoyant market when there ’ s not enough hours in the day .”
An emphasis on ease of use , driven by the fact that customers can give up and walk away anytime , is a common feature of SaaS , explains Chris ;
“ In SaaS businesses , the responsibility for getting users to love the software remains with the software creator ,” explains Chris . “ If the product is not easy to use and quick to add value , customers are free to walk , and they will .”
This hard truth has driven Tommy Trinder to invest heavily in designing an interface that is as user-friendly as possible ; windows and doors can be free sketched on Framepoint ®, just like drawing on a pad . It ’ s point and touch to show off different colours , ironmongery and glass . And one tap to overlay designs onto a photo of your client ’ s house .
“’ If you can use an etch-a sketch you can use Framepoint ®’, as one of our customers put it ,” says Chris .
Updates and product development are another weapon that SaaS businesses have to hold on to customers . New features that make a subscriber ’ s life easier need to be shipped regularly in order to retain and excite clients .
“ You really need to listen to installers ,” says Chris . “ They are at the sharp end and want tools that work in the real world . Last month , by popular demand , we shipped our Magic Paintbrush feature , for instance . This allows subscribers to re-colour all items in a quote ( Ali , PVC or timber ) in one click and instantly see the results on the elevation . A simple device that wows customers and saves hours .”
But doesn ’ t the prospect of customer ’ s cancelling at any time , make for a stressful existence ?
“ I love the challenge ,” says Chris . “ Every month I have to create so much value that all my customers want to renew , and a load more want to join . It definitely makes for a dynamic and exciting business .”
With an annual growth rate at over 150 %, clearly Tommy Trinder are doing something right . Installers can find out more about Framepoint ® and book a free demo at www . tommytrinder . com
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