HomeResearch Articles Making the Move From an On-Premises to a Software-as-a-Service Model: Implications for Product and Sales

Making the Move From an On-Premises to a Software-as-a-Service Model: Implications for Product and Sales

This forum highlighted ways to help your organization better prepare for the On-Prem to SaaS evolution, including:
  • The key differences between these business models for the buyer and the seller
  • Critical conversations sales leaders must have with finance and executives to set top-line revenue expectations while shifting from a perpetual to a SaaS model
  • The importance of new measures for tracking product and sales success including product usage, customer engagement/success and retention
  • How pricing and packaging must be reconsidered under the SaaS model and the impact of these decisions on sales metrics and incentives
  • How offering launches and releases are different for the customer in a SaaS model and the considerations for product and sales
  • Setting ideal compensation mechanics, crediting rules and quotas to ensure compensation plans are motivational, equitable and cost-effective

This forum was presented in Boston.

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