There are a wide range of third-party firms that can become involved in a typical transaction between a software manufacturer and the customer. In some cases, these companies are part of a product sales and distribution line from manufacturer to customer. Other types of partners may only sell add-on services such as implementation, training or consulting. The definitions for the…
As the SaaS tsunami continues to roll out at a dizzying pace, staying current on developments is a considerable challenge for people in all sectors of the SaaS/Cloud community. One of the best sources I’ve found for vision, information and ideas throughout my career has been the conversations that happen at well-run industry conferences. Yes, travel budgets are tight and…
A very savvy SaaS CEO told me recently that he was concerned about the fact that 80% of his customers had never met anyone at his company face to face. The resulting lack of customer intimacy, as he termed it, was seen as a major contributing factor to the risk of churn. I think he’s right about the connection to…