SaaS vendors who also sell on-premises versions have a tricky little problem, Claudia Imhoff says. How do they sell both at the same time?
A few people from SaaS vendors who attended Claudia’s Tuesday session mentioned two strategies: One is to separate the sales forces, with one selling the on-premises version, and another selling the online version.
These vendors could also sell the shareware way: let the online version be the lighter, simplified one. Let the on-premises version include all the extras.
They better figure it out. Right now, she says, there are just too many SaaS vendors in the market.