Bridging to SaaS SuccessA Basic BlueprintPresident, KJR Associates, Inc.ken@kjrassociates.com@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

Thank You

ken@kjrassociates.com @jayrutz