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1/ How do you sell SaaS products to enterprise customers?
The hard way or the harder way :). There is no easy way.
There are two major approaches to enterprise that work today.
The hard way or the harder way :). There is no easy way.
There are two major approaches to enterprise that work today.
2/ First is the traditional enterprise sales model, today it might also be enhanced with Account Based Marketing support. This is the harder way. Folks have written tons of books about this.
3/ Second is land and expand, which works for horizontal, bottoms-up products, that can be adopted team by team within the org. The latter is more interesting especially for smaller startups who seek to play judo with a $100M competitor for an enterprise customer.
Founders moving to SaaS from on-premise software products or services seem to confound a few differences that make SaaS distinct from traditional software sales.
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The most basic difference between the two is that in a traditional sale, it is a transfer of ownership whereas in SaaS, it's a rental
But since software is anyway an experiential good, this distinction is not easy to appreciate
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But since software is anyway an experiential good, this distinction is not easy to appreciate
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Personally, I would break down the modern SaaS movement into 3 distinct parts:
Deployment
Marketing
Pricing
One of these being most important for me to call it SaaS
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Deployment
Marketing
Pricing
One of these being most important for me to call it SaaS
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