In one of my recent commentaries in Sandhill.com, I discussed the growing opportunities incumbent software vendors (ISVs), especially publicly traded ISVs, have to move their applications to the cloud and offer a new generation of Software-as-a-Service (SaaS) solutions to their customers. Click here to read about one path I think provides particular promise to those ISVs that are concerned about cannibalizing their installed base of perpetual license customers and disrupting their existing business models in Sandhill.com.
I’ve just returned from two days in a chilly Florida where I was participating in a sales kickoff meeting for an independent software vendor (ISV) that is preparing to add a Software-as-a-Service (SaaS) component to its portfolio.
I’ve presented to plenty of sales teams about SaaS, cloud computing and managed services, what made this session unique was that this ISV isn’t planning on rolling out its new SaaS solutions for another 9-10 months.
To the credit of the company’s management team, they know that it will take a long time to fully prepare the sales team to properly sell their new SaaS solutions.
Especially, because they’ve been successfully selling the value of their legacy, on-premise applications against a competitor’s “ASP” solution for the past five years.
While the company was confident that it has employed the latest in Web 2.0 technologies and techniques to … Read More »