bridging to saas success - a basic blueprint
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Bridging to SaaS SuccessA Basic BlueprintPresident, KJR Associates, [email protected]@jayrutz
The Big Question…
• We built our SaaS product but..• It’s not flying off the shelf
• It’s not meeting plan
• Our team is confused
• What we used to do isn’t working
• What’s GOING ON???
Bridging to SaaS Success
Destination P-2-S
Mindset P-2-S
Organization L-2-C
Go To Market E-2-E
The Bridge
“…the bridge is the way we connect two isolated things, making it possible to go between them. Whether that's two bodies of land, two thought connections or two different spiritual planes…” Judith Hoffman, Sculptor
Bridging Components
Destination P-2-S Product to Service
Mindset P-2-S Product to Service
Organization L-2-C Linear to Circular
Go To Market E-2-E Evaluation to Experience
Mindset: Product To Service
Orientation: Perspective:Focus:
SaaS Mindset: Orientation
Products Become Services
SaaS Mindset: Perspective
Spikey Becomes Continuous
SaaS Mindset: Focus
Transaction becomes Relationship
Mindset: Product To Service
Orientation: Perspective:Focus:
Product to ServiceSpikey to ContinuousTransaction to Relationship
SaaS Organization
Linear becomes Circular
SaaS Go To Market
Evaluation becomes Experience
SaaS Go To Market
• Demand Generation
• Pricing
• Positioning
• Channel
All must change to facilitate experience and changing customer profile and behaviour
Evaluation becomes Experience
Example: Demand Generation Evolution
SaaS Go To Market
Bridging to SaaS Success
Destination P-2-S
Mindset P-2-S
Organization L-2-C
Go To Market E-2-E
Build A Great Bridge