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Bridging to SaaS Success - A Basic Blueprint

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Bridging to SaaS Success - A Basic Blueprint

  1. 1. Bridging to SaaS SuccessA Basic BlueprintPresident, KJR Associates, Inc.ken@kjrassociates.com@jayrutz<br />
  2. 2. The Big Question…<br />We built our SaaS product but..<br />It’s not flying off the shelf<br />It’s not meeting plan<br />Our team is confused<br />What we used to do isn’t working<br />What’s GOING ON???<br />
  3. 3. Bridging to SaaS Success<br />Destination P-2-S<br />Mindset P-2-S<br />Organization L-2-C<br />Go To Market E-2-E<br />
  4. 4. The Bridge<br />“…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<br />
  5. 5. Bridging Components<br />Destination P-2-S Product to Service<br />Mindset P-2-S Product to Service<br />Organization L-2-C Linear to Circular<br />Go To Market E-2-E Evaluation to Experience<br />
  6. 6. Mindset: Product To Service<br />Orientation: <br />Perspective:<br />Focus:<br />
  7. 7. SaaS Mindset: Orientation<br />Products Become Services<br />
  8. 8. SaaS Mindset: Perspective<br />Spikey Becomes Continuous<br />
  9. 9. SaaS Mindset: Focus<br />Transaction becomes Relationship<br />
  10. 10. Mindset: Product To Service<br />Orientation: <br />Perspective:<br />Focus:<br />Product to Service<br />Spikey to Continuous<br />Transaction to Relationship <br />
  11. 11. SaaS Organization<br />Linear becomes Circular<br />
  12. 12. SaaS Go To Market<br />Evaluation becomes Experience<br />
  13. 13. SaaS Go To Market<br />Demand Generation<br />Pricing<br />Positioning<br />Channel<br />All must change to facilitate experience and changing customer profile and behaviour<br />Evaluation becomes Experience<br />
  14. 14. SaaS Go To Market<br />Example: Demand Generation Evolution<br />
  15. 15. Bridging to SaaS Success<br />Destination P-2-S<br />Mindset P-2-S<br />Organization L-2-C<br />Go To Market E-2-E<br />
  16. 16. Build A Great Bridge<br />
  17. 17. Thank You<br />ken@kjrassociates.com @jayrutz<br />

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