The document discusses Montclair Advisors' SaaS Launch Tune-up service, which provides advice and strategies for companies launching SaaS products. It helps companies evaluate their value proposition, branding, messaging, sales and marketing strategies. The process involves interviews, product evaluations, and developing scorecards and launch timelines to address challenges and optimize the launch. The document provides an example of SmartRecruiters, which successfully launched in the US using Montclair's strategies.

1. Learning More About
The SaaS Launch Tune-up
Presented by
Montclair Advisors
October 2009
© 2009 Montclair Advisors, LLC Confidential Information

2. Where the SaaS Launch Tune-up Can Be Beneficial
• For existing SaaS companies:
 Fresh review of new offering value proposition - ROI, TCO
 Unique tool for use in competitive offering analysis
 Refine branding and messaging
 Sales training and tool development
 Viral communications; bloggers, Twitter, LinkedIn, FaceBook, Ning
 Communications tool for boards and investors related to new products
• Additional benefits for traditional SaaS companies:
 Delivers need SaaS perspective for new SaaS product launches
 Connections to key SaaS industry influencers and bloggers
 Advice related to topics like trials, Freemium, communities
 Can help to avoid making costly SaaS launch mistakes
© 2009 Montclair Advisors, LLC Confidential Information

3. Address Common SaaS Launch Challenges
The SaaS Launch Tune-up provides actionable advice on a wide variety of
areas that will help your SaaS launch to be more productive, gain market
share, better competitive positioning, generate more revenue and avoid
costly mistakes.
Viral
Launch
Pricing
Global
Enter New
Markets
Freemium
Competitive
Landscape
Packaging
Trials Twitter
Subscription
Partnerships Vs. License
CAC
© 2009 Montclair Advisors, LLC Confidential Information

4. SaaS Launch Tune-up Process
• Kickoff meeting
• Interview key executives and stakeholders
• Evaluation of target industry and players
• Detailed product or service demonstration
• Review product, industry and background materials
• Build out SaaS Launch Scorecard
• Deliver findings
Typical evaluation takes less than 2 days, so results are delivered
quickly and cost effectively.
© 2009 Montclair Advisors, LLC Confidential Information

5. Sample SaaS Go-to-Market Launch Strategy
Provide basic SaaS launch strategy framework, that can be expanded
to meet the client’s unique needs.
© 2009 Montclair Advisors, LLC Confidential Information

6. Sample SaaS Launch Timeline
High-level launch timeline helps to visually illustrate priorities and
potential resource conflicts.
© 2009 Montclair Advisors, LLC Confidential Information

7. Case Study
SmartRecruiters
Challenges:
Successful Human Capital Management SaaS provider in Europe looking to enter the US
market with a new “Freemium” product offerings. Needed to evaluate the market, develop
compelling brand, packaging and monetization strategy.
Solutions:
 Develop SmartRecruiters brand, logo, website and materials
 Create viral launch plan for social media; influencers, bloggers, Facebook, Twitter
 Launch plan included virtual and event events
 Built out launch partnerships; eQuest and Yahoo!
Results:
 Successful launch of brand and product in the US
 Within 12 months has secured 2,500 customers
 Launch accomplished on budget with minimal resources
© 2009 Montclair Advisors, LLC Confidential Information

8. SaaS Launch Tune-up Benefits
 Powerful planning tool for marketing and sales
 More detailed view into competitive landscape
 Useful communications tool for use with boards and investors
 Develop understanding of key industry competitors and players
 Delivers knowledge about SaaS market and new launch techniques
 Findings deliver actionable advice and tools
 Modest investment of time and resources
 Reduce risk and eliminate costly SaaS launch errors
© 2009 Montclair Advisors, LLC Confidential Information

9. Companies Covered in 2009
Enterprise SMB Very Small Business
Public
Private
Leverage Valuable SaaS Marketplace Relationships
© 2009 Montclair Advisors, LLC Confidential Information

10. Contact Us Today
Montclair Advisors provides personalized Software-as-a-Service advisory
services designed to help SaaS-based and non-SaaS-based software companies
to optimize their business models, improve revenues, control costs and deliver
world-class software.
Visit us at www.montclairadvisors.com, check out our Smart SaaS blog at
www.montclairadvisors.com/blog and follow us on Twitter @Montclairadvrs.
Kevin Dobbs, Owner - Managing Partner
Office: 510-336-0019
Email: kevin@montclairadvisors.com
© 2009 Montclair Advisors, LLC Confidential Information