TAG: pay as you go

Fred Landis - SaaS and Product Marketing Strategies

Many ISVs have not thought through their go-to-market strategy and modified their internal culture and expectations to compliment a SaaS, recurring-revenue model. It is one thing for Marketing and Sales to recognize the changing competitive conditions that challenge customer acquisition; but if the rest of the organizational processes and revenue model are structured around the legacy business, dependence on SaaS moving forward is fraught with risk and pitfalls. What follows are some of the key issues that traditional, on-premises vendors should examine to successfully migrate their business to the SaaS model.