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81% of business buyers start the process with a web search. Brick & mortar stores becoming showrooms just for buyers to try the product then place an online order elsewhere. Server orders dropping as a result of public cloud services. … Continue reading
Three recurring themes that I pretty often hear from my clients: “But David, can’t you see that this SaaS thing will cannibalise our licensed product’s sales?”; or “What will motivate my sales people to sell zero-upfront-revenue SaaS Vs high-revenue licenses?”; … Continue reading
One of the key difficulties my clients encounter in their Software-as-a-Services journey is the transformation from being a product company to delivering services. The analogy I often use is to turn a grocery store to be a restaurant. I have … Continue reading
In this post, I’ll give you an overview of randomly selected Public Sector Cloud initiatives and successful projects. Believe it or not, things are happening at this corner of the market, too – although not at the speed of light … Continue reading
I know, it’s a pretty harsh title, but I experience this week after week: ERP vendors launching their cloud-hosted copy of their ERP software and not understanding why they don’t sell. I wrote this post to stop them repeating this … Continue reading
In this post, I’d like to highlight one of the potential opportunities that you can avail if you use, or plan to evaluate the Windows Azure platform to deliver your new SaaS offering. Whether you run a development shop, you … Continue reading
This post is the second part after this one with an even longer title: A Cloud charging model, tailored to your clients … in other words, how can you make money with SaaS and make your users sign up with … Continue reading