Archive for the ‘SaaS’ Category
Wednesday, March 23rd, 2011
By Barbara Bix
This morning, I attended a program at the Massachusetts Technology Leadership forum featuring John Lewis, Regional VP of Sales, of athenahealth. John’s presentation centered on his company’s experiences of selling what he referred to as health care’s first cloud-based service.
Following on the heels of recent conversations, I’ve had with CIOs, about placing confidential patient data in the cloud; I expected John to tell us how he overcomes this objection. Instead, he spent the morning convincing us that operating in the cloud is his company’s competitive advantage. John supported this thesis with figures, facts, and logic.
Tags: athenahealth, cloud, collections, confidentiality, cost, data, data standards, efficiency, EMR, EMRs, health care, healthcare, knowledge management, meaningful use, privacy, reimbursement, revenue cycle, SaaS, standardization
Posted in health care, market intelligence, Marketing strategy, SaaS, Speaker notes, value propositions | No Comments »
Tuesday, May 11th, 2010
Lots going on in Boston this month. Just got back from an information-rich panel discussion offered by the Massachusetts Technology Council entitled: Tricks of the Trade – Building Revenue Momentum in SaaS. Here are my notes.
Program description
Unlike traditional software business models which are based on one-time license sales and lump-sum cash payments, the SaaS model is predicated upon building annuity-type revenue and cash streams. Over the long-term this business model is highly attractive, but especially for early-stage companies ramping SaaS revenues poses a unique set of challenges. MassTLC has gathered a panel of accomplished SaaS operating executives to share their insights on getting the initial revenue ‘flywheel’ turning and building sustainable SaaS enterprises.
This is a preview of
SaaS: Building the revenue momentum you need to achieve profitability
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Read the full post (777 words, 2 images, estimated 3:06 mins reading time)
Tags: best practices, customer support strategy, early-stage, lessons learned, lifetime value of a customer, market insights, market positioning, profitability, revenue, SaaS, SaaS revenues, sales cycle, sales pipeline, target market, value proposition
Posted in How to, Marketing strategy, SaaS | No Comments »
Tuesday, April 20th, 2010
Especially in a tough economy, companies often discount their products and services to increase sales. The advantage of this approach is that it attracts attention–and has the potential to get prospects that ordinarily would not buy to try out your goods and services. The hope, of course, is that once they experience what you have to offer that they’ll buy again.
The question is does it work? And for whom?
Discounts do increase sales volumes
There’s no question that discounts increase sales volume. To find evidence, you need look no further than to a Reuters article that ran earlier this month about automobile industry sales.
Tags: cash flow, competition, discount, discounts, increase sales, Marketing consultant, price war, profitability, sales, service revenues, software, software publishers, strategic marketing consultant, subscriptions
Posted in Marketing strategy, Pricing, SaaS | 3 Comments »
Thursday, January 7th, 2010
Many companies focus most of their marketing efforts on bringing in new accounts, yet most realize that the fastest path to increased revenues is repeat business to existing customers. For this reason, alone, it makes sense to deliver outstanding customer service.
The customer service bar, however, is especially high for service providers. That’s because while product companies tend to recognize revenue at the time that they make the initial sale, service providers depend on recurring payments to maximize revenue. Those that fail to meet customer expectations run the risk of never realizing a return on their upfront investments.
This is a preview of
SaaS distribution model challenges vendors to take customer service to the next level
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Read the full post (803 words, 1 image, estimated 3:13 mins reading time)
Tags: customer service, predictive monitoring, SaaS, service level agreements
Posted in SaaS | 2 Comments »
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