TAG: sales commissions

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.

Darren Cunningham, Vice President, Marketing - Informatica Cloud

Having worked at both a start-up SaaS solution provider and enterprise software companies, I'd like to share the following eight keys to enterprise ISV success in the cloud.

Steve W. Martin, Founder - Heavy Hitter

Whether it's IBM, Microsoft or Oracle, every market space has a dominant vendor also known as an 800-pound Gorilla. So how can smaller chimp-sized companies survive against Gorillas? A look back into Silicon Valley history actually provides part of the answer.