How Do Customer Acquisition & Provisioning Strategies Affect SaaS Adoption?
Sinclair Schuller touches on an issue that hits home for most of us in the SaaS application delivery space – do our acquisition and provisioning processes help or hurt our cause when it comes to driving the proliferation of Software as a Service applications? It seems like an obvious subject, and on the surface it may be, but some of the questions that we came away with include:
- Can acquisition / provisioning processes provide a potential source for competitive advantage for SaaS providers?
- Since a large percentage of customers that love the taste of the SaaS kool-aid are early adopters, can it be assumed that they tolerate (if not expect) some level of process immaturity knowing that they are dealing with early stage companies (in most cases)?
- Has anyone done any benchmarking in this area? Do we as SaaS providers know how many customers are leaving the funnel due to the high-touch nature of provision SaaS applications?
- How can we turn high-touch provisioning processes into value-adding processes without seriously impacting the acquisition / provisioning cost structure that is vital to keeping SaaS services priced at levels that remain attractive to potential customers?
- Where does the disconnect lie, for all intents and purposes? In the technology or the business processes?
This is definitely a topic that warrants further exploration and discussion, as it seems fundamental to our ability to sell SaaS applications to customers, and retain them long enough for the economics of SaaS to kick in.
0 Responses to “SaaS Blogs: How Do Customer Acquisition & Provisioning Strategies Affect SaaS Adoption?”