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Paul Ressler

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Top Stories by Paul Ressler

Software vendors transitioning from a license software model to a Software as a Service (SaaS) model have the opportunity for a more sustainable and predictable business model but face the potential for significant customer lifecycle missteps in the transition. Current SaaS providers know that improvements in the customer lifecycle can have a substantial impact on their profitability. Selling to the right people and nurturing long-term relationships with these decision makers is a continuing challenge and is one of the keys to success. Ongoing efforts to achieve this in an effective, repeatable, and efficient manner will result in happy customers and a more profitable SaaS business. Whether you are a current SaaS provider or are just converting here are some pitfalls in the customer lifecycle: 1. Successfully Selling to the Wrong People A key attribute of a successfu... (more)

Five Opportunities to Use Mobile Devices in Your SaaS Solution

In a previous posting I talked about some questions to ask yourself about your customers use of your SaaS application on mobile devices as a way to help understand how mobile fits into your SaaS business. It is clear that extending your application with mobile devices is a trend not only in SMB applications but also in Enterprise applications. At this point all of the major SaaS CRM providers have mobile devices as part of their solution. Many vertical industry solutions also have mobile as a key part of their solution particularly when it involves mobile workers. Here are 5 Oppor... (more)

Three Open Source Opportunities for SaaS Businesses

The Future of Open Source Survey 2013 results were just recently released and the news is almost entirely good news for SaaS providers. In reviewing the results I see three new or improved opportunities for SaaS companies. As a backdrop to these opportunities it is important to keep in mind the tremendous growth of Open Source Software (OSS) over the past year. There are now over 1,000,000 open source projects an increase from 600,000 a year ago, it is an area of substantial investment by venture capitalists and others, and the sponsors of this survey make the case that open sour... (more)

Setting Cloud Service Level Agreements – Science or Art?

Whenever a SaaS or Cloud services business develops a new service the questions usually come up “Should we have SLAs”?  “What should the SLAs be”? “What should the penalties be”? Service Level Agreements are really about developing trust between you, as the service provider, and your customer.   If your prospect or customer does not trust that [...] ... (more)

2013 Future of Cloud Computing Survey Results

The 2013 Future of Cloud Computing Survey results were just released. This is the third year of this comprehensive survey covering Software as a Service (SaaS), Infrastructure as a Service (IaaS) and Platform as a Service (PaaS). The survey provides several takeaways for SaaS providers. Clearly SaaS market penetration continues to grow with 63% of organizations using SaaS, […] ... (more)