Posts Tagged ‘#SaaS’

#SaaS

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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