Steve’s Blog

Steve’s Blog

CHALLENGES (BIG AND SMALL) WHEN TRANSITIONING TO SAAS


There’s no denying that SaaS (what I generally refer to as “Something as a Service”) is a hot trend that’s growing and one that appears here to stay. What I don’t believe many organizations who are transitioning to or contemplating the shift to SaaS appreciate are the far reaching implications of culture, organization and processes this change entails. By far, the most common mistake I see when making this transition is assuming the only demonstrable difference is simply a change in “payment terms.” The selling organization can continue selling the same way, to the same customer contacts, and manage the account after the sale just like they have in the past. This general assumption leads to many challenges and pitfalls and I’ll try to summarize the key ones here.

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Steve’s Blog

Value as a Service (VaaS)


When asked by clients, who really understands (and has successfully implemented) the transition from the traditional “perpetual license” model to a SaaS model, the first company that always comes to mind is Coupa Software.  They get the unique differences of a subscription based business and have effectively organized around those differences.  When I first met their CEO, Rob Bernshteyn, I joked that I was jealous he had beaten me to the phrase “Value as a Service” (VaaS) – for that is truly what we are talking about – and where the market is headed.  I hope you enjoy this informative blog from Coupa Software.–Steve

Operationalizing VaaS starts with ‘why’

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HELPING THE SALE – TECHNOLOGY AND MANAGING VALUE


In this blog, I would like to complete the discussion of how technology can play a much greater role in actually facilitating the right conversations between buyers and sellers.  Previously, we explored collaboration and transparency.  In this blog we’ll explore the third essential attribute to any software and technology solution and that is ensuring a relevant conversation about value between the buyer and the seller.

Value: From the English / Oxford Dictionary

val·ue

ˈvalyo͞o/

noun

  1. relative worth, utility, or importance..

Using this as a starting point, let’s explore the meaning of “value” as it pertains to B2B sales.  While I have found this concept to be perhaps the most misunderstood (and abused) term in business (and I have written much about it), the initial question we must ask is “relative to what?”  This leads to several critical insights:

  • Value is anywhere and everywhere specific to the customer’s situation
  • Value only exists in the customer’s mind as that perceived utility or worth which is incremental to the customer’s next best alternative to you
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Steve’s Blog

Helping the Sale–Technology and Transparency


In this blog, I would like to continue the discussion of how technology can play a much greater role in actually facilitating the right conversations between buyers and sellers.  Previously, we explored collaboration and in this blog we’ll explore the second of three attributes essential to any software and technology solution and that is facilitating transparency between the buyer and the seller.

Transparency: From the English / Oxford Dictionary

trans·par·en·cy

ˌtranˈsperənsē/

noun

  1. the condition of clearness (synonym – clarity).

In researching the definition, I was surprised to find that the usage of “transparency” has more than tripled in the past 25 years relative to the previous 200 years and I am left wondering why.  Given the above definition, just what exactly should both sides work on to produce clearness or clarity? I believe there are three key opportunities for transparency during the sale: creating the potential for value, capturing that value in the right deal, and finally delivering the value after the sale.

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Steve’s Blog

HELPING THE SALE – TECHNOLOGY AND COLLABORATION


In this blog, I would like to continue the discussion of how technology can play a much greater role in actually facilitating the right conversations between buyers and sellers.  Let’s explore the first of three attributes essential to any software and technology solution—facilitating collaboration between the buyer and the seller.

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