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)
Most software businesses thinking of converting to SaaS do not have the
“luxury” or opportunity of starting from scratch as a start-up business.
This of course has the advantage of having a baseline revenue and customers.
However, it complicates the conversion to a SaaS business. There are five
approaches you can use if you currently [...]
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)
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)
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 [...]