This forum highlighted ways to help your organization better prepare for the On-Prem to SaaS evolution, including:
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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.