Software as a Service (SaaS)

Focus on sales and marketing

by Peter Caryotis
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60 pages
Language:
 English
This eBook is designed to be a reference to many of the aspects surrounding the Software as a Sales (SaaS) model including pricing models, marketing, legal, processes and methodologies.
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Description
Content

  1. About the author
  2. A quick introduction to what is ‘SaaS’
    1. Brief history of SaaS
    2. It is the architecture that makes SaaS ‘different’
    3. SaaS limitations 
    4. What’s the difference between SaaS and cloud computing? 
  3. Pricing models for SaaS solutions 
    1. Freemium model   
    2. Consumption model 
    3. Tiered model 
    4. What is a SaaS agreement? 
  4. Marketing SaaS solutions
    1. Marketing strategies
    2. Additional marketing techniques and tips to help generate more leads and revenues 
    3. The marketing to sales metrics
  5. Sales models for SaaS organisations   
    1. What is the difference between a sales process and sales methodology 
    2. Popular sales methodologies 
    3. Why sales methodologies can fail 
    4. From sales 1.0 to sales 3.0 
    5. The art of selling to humans – using NLP and mBIT

This eBook is designed to be a reference to many of the aspects surrounding the Software as a Sales (SaaS) model including pricing models, marketing, legal, processes and methodologies.

However, the emphasis of this e-book is on Sales and Marketing. As a result, it covers many sector related metrics, techniques and methodologies, a lot of which have evolved over time from either traditional software methodologies e.g. perpetual software as well as newer ideas, resulting from recent technical innovations and the convergence of modern technologies.

About the author

Peter Caryotis is currently VP EMEA for Vlocity, a global SaaS company. He holds a B.Sc. in Electrical and Electronic Engineering and a M.Sc. in Electromagnetic Engineering and very early in his career got involved in software development, initially for military and later for commercial purposes, before eventually moving to sales and later, in sales and/or general management roles.