Questions that are NOT asked when buying SaaS
A classic example of answers to questions that are NOT asked when making a SaaS purchase decision: security, implementation, reliability. This is all set later by technical specialists, after the company's owner is answered the question: is it profitable?
1. Is it beneficial because it is safer? Not. On the contrary, if a person decides to buy, we still need to convince SaaS security on remote servers.
2. Is it profitable by the fact that the product will be introduced faster? Not. Savings are on a penny: server deployment and software installation. Ask a friend of PM in consulting how much time is allocated for this in a project to implement an accounting system with a total duration of 6 months. Uh ... two days.
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3. Is it more reliable? Not. The chain of infrastructure has lengthened. The system has become less reliable, while the data goes through the open channels that need to be protected, which means that this needs to be compensated for by the great professionalism of the administrators.
What question did the author NOT answer :
Why should I buy licenses and pay someone every month and for each user, if I buy the product one time and never pay anyone else? And, judging by the explanations, the author considers the segment of the small market. Here is the question: why you ALL have to pay, if in the Russian reality you can put a well-known product “for free”?
And so: SaaS is less reliable, safer, and possibly more expensive. Why is this model used by market leaders, if they are leaders, they know how to see their own profit?
And what is the correct answer?
The answer is simple and it sounds like this: “not a profile asset”. The larger the company, the less efficient and more expensive it is to manage people. And also more expensive product support after purchase. And if such a company is offered a model where it does not have to maintain product specialists for support and updating, does not contain a support for users, and the risks of losing information are transferred to a third-party company, then it is PROFITABLE by allowing 10 specialists and 2 managers in less companies. It allows you to get more expensive and well-organized specialists for less money.
Hence the simple advice. Selling SaaS?
1. Sell to large companies.
2. Remember the users, but first of all reduce the headache of the managers of your clients.
1. Is it beneficial because it is safer? Not. On the contrary, if a person decides to buy, we still need to convince SaaS security on remote servers.
2. Is it profitable by the fact that the product will be introduced faster? Not. Savings are on a penny: server deployment and software installation. Ask a friend of PM in consulting how much time is allocated for this in a project to implement an accounting system with a total duration of 6 months. Uh ... two days.
')
3. Is it more reliable? Not. The chain of infrastructure has lengthened. The system has become less reliable, while the data goes through the open channels that need to be protected, which means that this needs to be compensated for by the great professionalism of the administrators.
What question did the author NOT answer :
Why should I buy licenses and pay someone every month and for each user, if I buy the product one time and never pay anyone else? And, judging by the explanations, the author considers the segment of the small market. Here is the question: why you ALL have to pay, if in the Russian reality you can put a well-known product “for free”?
And so: SaaS is less reliable, safer, and possibly more expensive. Why is this model used by market leaders, if they are leaders, they know how to see their own profit?
And what is the correct answer?
The answer is simple and it sounds like this: “not a profile asset”. The larger the company, the less efficient and more expensive it is to manage people. And also more expensive product support after purchase. And if such a company is offered a model where it does not have to maintain product specialists for support and updating, does not contain a support for users, and the risks of losing information are transferred to a third-party company, then it is PROFITABLE by allowing 10 specialists and 2 managers in less companies. It allows you to get more expensive and well-organized specialists for less money.
Hence the simple advice. Selling SaaS?
1. Sell to large companies.
2. Remember the users, but first of all reduce the headache of the managers of your clients.
Source: https://habr.com/ru/post/73142/
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