SaaS vendors who also sell on-premises versions have a tricky little problem, Claudia Imhoff says. How do they sell both at the same time?
A few people from SaaS vendors who attended Claudia’s Tuesday session mentioned two strategies: One is to separate the sales forces, with one selling the on-premises version, and another selling the online version.
These vendors could also sell the shareware way: let the online version be the lighter, simplified one. Let the on-premises version include all the extras.
They better figure it out. Right now, she says, there are just too many SaaS vendors in the market.
SaaS vendors who also sell on-premises versions have a tricky little problem, Claudia Imhoff says. How do they sell both at the same time?
A few people from SaaS vendors who attended Claudia’s Tuesday session mentioned two strategies: One is to separate the sales forces, with one selling the on-premises version, and another selling the online version.
These vendors could also sell the shareware way: let the online version be the lighter, simplified one. Let the on-premises version include all the extras.
They better figure it out. Right now, she says, there are just too many SaaS vendors in the market.