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This article mainly analyzes the relevant knowledge points of what the SaaS software development team needs to pay attention to. The content is detailed and easy to understand, and the operation details are reasonable, which has a certain reference value. If you are interested, you might as well follow the editor to take a look, and follow the editor to learn more about "what are the eight things necessary for the SaaS software development team?"

Eight necessary notes for the SaaS software development team

There have been a large number of articles about the challenges faced by enterprise software vendors when they try to implement the SaaS (Software as a Service) strategy. Frank Gillett (Frank Gillett), vice president of Forrester Research, a market research firm, calls the behavior of companies touting their products as cloud computing "cloud washing" and claims that these companies "only innovate in marketing" and do not make real technological innovation.

However, there are some independent software developers (ISV) that have gone a step further to really cater to the trend of cloud computing. But if independent software developers want to win in cloud computing, they need to pay attention to the following eight points:

1. SaaS is not a product

Many software executives believe that developing a service similar to Amazon Machine Image (AMI) and adopting a subscription-based pricing model is an implementation of the cloud computing strategy. Both private and public cloud services can benefit from cost savings. But the real SaaS solution requires not only the change of business model, but also the change of software design, development, release mode and so on. As one industry insider pointed out: "SaaS is an idea, not a product."

2. It is very important to implement the promise

Everyone knows that a successful SaaS company like Salesforce.com needs a lot of venture capital support to attract users in the market. SaaS needs to focus on the business, the necessary resources and enough time to grow. Enterprise software companies are used to the current competitive pressure and now need top-down commitment, which is the key to ensure the long-term success of SaaS services.

3. Develop a team incentive model as soon as possible.

If you want the traditional enterprise software sales team to sell new SaaS solutions, you need to develop an appropriate incentive model first. Companies should not ignore employees' concerns about staff transfer, but at the same time, they should not let employees take this as a way out, thinking that they can be transferred back to their original jobs if the new business is not going well. There are also some software companies that only give sales representatives a commission on every SaaS deal, but sales managers don't. The result can be imagined. Incentive system can affect sales behavior, so enterprises should develop an appropriate incentive model and carry out appropriate training as soon as possible. Also ensure that SaaS solutions meet the needs of different buyers or market segments.

4. Encourage SaaS business independence

It is the right thing to do to provide an "incubation period" for a new SaaS business. Build an experienced team and give them autonomy. From a marketing point of view, new promotion channels may be more suitable, such as social media, new brands, independent websites and so on. From a sales point of view, it is time to enter the era of sales 2.0, and it may be more appropriate for a competent person to lead an internal team. And while promoting independence, we should also ensure that the underlying technology of the SaaS business can take advantage of the company's core technology and interoperate with other products, so as to ensure that "proven, scalable, reliable and high-performance" technology can become a selling point.

5. Embrace Multitenancy and agile development

Companies investing in SaaS solutions often expect new services to be released every three or four months, and new features will be released iteratively. Multi-tenancy means that you and your customers will benefit from the cost savings and economies of scale of a shared infrastructure, and you can track the actual adoption and utilization of services while providing seamless updates to users.

6. Establish the right partnership

In the beginning, companies always announce a series of partnerships to create momentum for their new SaaS products or services. If you only build some key relationships that are meaningful and mutually beneficial, it may be better and bring real value to your customers. For example, when considering a partner, SalesFource.com usually considers whether the partner is beneficial to its AppExchange, SaaS, and PaaS (platform as a Service) customer base. You need to make sure that you provide value to both customers and that your value proposition is in line with the goals of your partner's sales (or marketing) department.

7. Understand the indicators

Key indicators of SaaS include annual contract value (ACV), total contract value (TCV) and monthly repetitive revenue (MRR), but knowing that these are just the beginning. Constantly analyze your SaaS business and take the time to consider what is the right sales, marketing strategy, customer satisfaction, and operational indicators. Communicate with other management to discuss these indicators early and often, and set monthly and quarterly targets for the SaaS team.

8. Win in the customer

In SaaS's world, winning customers means everything. Different from the traditional order pricing model, coupled with the fact that customers' expenses on SaaS services are usually counted as operating expenses rather than capital expenditure, this has also changed the nature of the customer / vendor relationship. Set up a customer success team responsible for everything about the customer, including winning new customers, customer renewal, setting up community websites, closely monitoring customer usage patterns, and ensuring that everyone in the Saas team listens to the customer every day and responds in a timely manner

This is the end of the introduction to "what are the eight points for attention required by the SaaS software development team". More related content can be searched for previous articles, hoping to help you answer questions and questions, please support the website!

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