Bridging to SaaS Success - A Basic Blueprint

Bridging to SaaS SuccessA Basic BlueprintPresident, KJR Associates, Inc.ken@kjrassociates.com@jayrutz

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???

Bridging to SaaS Success
Destination P-2-S
Mindset P-2-S
Organization L-2-C
Go To Market E-2-E

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

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

Mindset: Product To Service
Orientation:
Perspective:
Focus:

SaaS Mindset: Orientation
Products Become Services

SaaS Mindset: Perspective
Spikey Becomes Continuous

SaaS Mindset: Focus
Transaction becomes Relationship

Mindset: Product To Service
Orientation:
Perspective:
Focus:
Product to Service
Spikey to Continuous
Transaction to Relationship

SaaS Organization
Linear becomes Circular

SaaS Go To Market
Evaluation becomes Experience

SaaS Go To Market
Demand Generation
Pricing
Positioning
Channel
All must change to facilitate experience and changing customer profile and behaviour
Evaluation becomes Experience

SaaS Go To Market
Example: Demand Generation Evolution

Bridging to SaaS Success
Destination P-2-S
Mindset P-2-S
Organization L-2-C
Go To Market E-2-E

Build A Great Bridge

Thank You
ken@kjrassociates.com @jayrutz

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Bridging to SaaS Success - A Basic Blueprint

by Ken Rutsky

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