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The Cloud
• Clients don’t want to divert resources to managing complex, custom software and infrastructure
• Security and bug fixes are handled for you
• Cloud-based software is highly sophisticated
• Cost of ownership is relatively low
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SaaS Software
• The typical buyer for SaaS software leads a particular line of business — for example, a CFO or CMO, whereas with on-premise software, sales reps were working with the CIO or an IT manager.
• SaaS salespeople are, and need to be, more attuned to industry pains affecting a client’s business rather than focusing on technology expertise.
• On-premise software typically requires a large upfront payment and is treated as a capital expense. SaaS typically requires a much smaller upfront payment and is treated as an operating expense.
• On-premise software salespeople lived and died by an ability to land big deals, and, at times, this led to behavior that wasn’t fully aligned with the customers’ best interests.
• SaaS customers have the ability to start small, demonstrate ROI, and scale up when ready.
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• Always listen to your customers.• Agility and taking risks• Put a lot of focus on hiring great people
that fit your culture and aligning yourself with great partners that complement your value proposition.
Advice for Cloud CEOS
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The Cloud
The next 10 years will see the vast majority of
software in the world moving to a secure cloud.
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