Bridging to SaaS Success - A Basic Blueprint
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The document discusses how to successfully transition a company's product into a Software as a Service (SaaS) model. It outlines that the mindset must shift from focusing on products to focusing on continuous customer relationships and services. The organization structure needs to change from linear to circular to better support ongoing customer needs. Marketing also requires changes to prioritize customer experience over evaluations and adapt to changing customer behaviors. The overall goal is to "bridge" between the old and new business models by adjusting the company's destination, mindset, organization, and go-to-market approach.
Bridging to SaaS Success - A Basic Blueprint
- 1. Bridging to SaaS SuccessA Basic BlueprintPresident, KJR Associates, Inc.ken@kjrassociates.com@jayrutz
- 2. The Big QuestionWe built our SaaS product but..Its not flying off the shelfIts not meeting planOur team is confusedWhat we used to do isnt workingWhats GOING ON???
- 3. Bridging to SaaS SuccessDestination P-2-SMindset P-2-SOrganization L-2-CGo To Market E-2-E
- 4. The Bridgethe bridge is the way we connect two isolated things, making it possible to go between them. Whether that's two bodies of land, two thought connections or two different spiritual planes Judith Hoffman, Sculptor
- 5. Bridging ComponentsDestination P-2-S Product to ServiceMindset P-2-S Product to ServiceOrganization L-2-C Linear to CircularGo To Market E-2-E Evaluation to Experience
- 6. Mindset: Product To ServiceOrientation: Perspective:Focus:
- 7. SaaS Mindset: OrientationProducts Become Services
- 8. SaaS Mindset: PerspectiveSpikey Becomes Continuous
- 9. SaaS Mindset: FocusTransaction becomes Relationship
- 10. Mindset: Product To ServiceOrientation: Perspective:Focus:Product to ServiceSpikey to ContinuousTransaction to Relationship
- 11. SaaS OrganizationLinear becomes Circular
- 12. SaaS Go To MarketEvaluation becomes Experience
- 13. SaaS Go To MarketDemand GenerationPricingPositioningChannelAll must change to facilitate experience and changing customer profile and behaviourEvaluation becomes Experience
- 14. SaaS Go To MarketExample: Demand Generation Evolution
- 15. Bridging to SaaS SuccessDestination P-2-SMindset P-2-SOrganization L-2-CGo To Market E-2-E
- 16. Build A Great Bridge
- 17. Thank Youken@kjrassociates.com @jayrutz