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.

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

2. 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???

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

4. 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

5. 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

6. Mindset: Product To Service Orientation: Perspective: Focus:

7. SaaS Mindset: Orientation Products Become Services

8. SaaS Mindset: Perspective Spikey Becomes Continuous

9. SaaS Mindset: Focus Transaction becomes Relationship

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

11. SaaS Organization Linear becomes Circular

12. SaaS Go To Market Evaluation becomes Experience

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

14. SaaS Go To Market Example: Demand Generation Evolution

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

16. Build A Great Bridge

17. Thank You ken@kjrassociates.com @jayrutz