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Moving From On-Premise to SaaS Selling

How do I shift from a non-recurring to a recurring revenue model?

Many b-to-b software offerings are evolving from on-premise to software as a service (SaaS), enabling the low cost of entry, upgradability and scalability that buyers seek. However, this shift changes the value provided by the software and the supplier’s relationship with the buyer. SiriusDecisions helps b-to-b leaders calculate appropriate pricing and packaging strategies, develop effective compensation strategies, deliver exceptional customer support and explore the impact on channel partners.

What Our Clients Say

“Working with SiriusDecisions’ best-in-class processes helped us gain the necessary confidence to develop and manage our SaaS pricing and packaging.”


Sal Patalano, Chief Revenue Officer, Lenovo

Lenovo leveraged SiriusDecisions models and frameworks to better understand how buyers purchase its new SaaS-based offering and how they value the product.

Read client story here

Let Our Research and Advice Guide You

Identifying and focusing on the right priorities is vital to the success of this type of transformation. These areas of focus are the building blocks of successful implementation. Here are our recommended initial priorities for this transformation:

Customer Lifecycle and Retention

Channel Marketing Strategy and Planning

Channel Sales Strategy

Incentive Design and Management

Ongoing Learning and Development

Pricing and Packaging Strategy