Software as a Service (SaaS) benefits from componentized services that have a low price point and offer many features to customers who consume the services. A company planning on selling SaaS has to understand how to monetize its services. It has to maximize the number of usages of its service, either through the number of customers or the number of times its service is used. Price point should be considered along with features: with...
a certain number of customers, the price point can be much higher than a per-usage cost.
Sales resources have to be tailored towards customers. With a service focused on a large number of customers, traditional sales methods will not be cost effective. Frequently a free trial of the service works best for most customers. With a per-usage charge for a smaller number of customers using the service many times, the traditional sales methods may be appropriate.
Your sales force must keep an eye open for new features that can be added to the service. Those new features should maximize reuse. Developing services that fit 80% of the customer's requirements results in a greater return on investment than chasing the remaining 20% of the requirements.
Dig Deeper on Systems Integration and Management
Related Q&A from Hilary Cotter
Learn the new components of Windows XP SP3 including black hole router detection and network access protection. Compare XP SP3 features to Vista and ...continue reading
Learn why Oracle VM would be chosen over Hyper-V or VMware and read an expert's recommendations for implementing Oracle VM.continue reading
Cisco Data Center 3.0 is an integration framework for the data center. Learn how it can benefit your clients by saving them money on space, cooling ...continue reading
Have a question for an expert?
Please add a title for your question
Get answers from a TechTarget expert on whatever's puzzling you.