Download - Bridging to SaaS Success - A Basic Blueprint
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Bridging to SaaS SuccessA Basic BlueprintPresident, KJR Associates, [email protected]@jayrutz
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The Big Question…
• We built our SaaS product but..• It’s not flying off the shelf
• It’s not meeting plan
• Our team is confused
• What we used to do isn’t working
• What’s GOING ON???
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Bridging to SaaS Success
Destination P-2-S
Mindset P-2-S
Organization L-2-C
Go To Market E-2-E
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The Bridge
“…the 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
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Bridging Components
Destination P-2-S Product to Service
Mindset P-2-S Product to Service
Organization L-2-C Linear to Circular
Go To Market E-2-E Evaluation to Experience
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Mindset: Product To Service
Orientation: Perspective:Focus:
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SaaS Mindset: Orientation
Products Become Services
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SaaS Mindset: Perspective
Spikey Becomes Continuous
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SaaS Mindset: Focus
Transaction becomes Relationship
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Mindset: Product To Service
Orientation: Perspective:Focus:
Product to ServiceSpikey to ContinuousTransaction to Relationship
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SaaS Organization
Linear becomes Circular
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SaaS Go To Market
Evaluation becomes Experience
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SaaS Go To Market
• Demand Generation
• Pricing
• Positioning
• Channel
All must change to facilitate experience and changing customer profile and behaviour
Evaluation becomes Experience
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Example: Demand Generation Evolution
SaaS Go To Market
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Bridging to SaaS Success
Destination P-2-S
Mindset P-2-S
Organization L-2-C
Go To Market E-2-E
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Build A Great Bridge