{"id":229,"date":"2010-03-06T17:32:00","date_gmt":"2010-03-06T17:32:00","guid":{"rendered":"http:\/\/joapen.com\/blog\/2010\/03\/06\/selling-saas-to-the-wrong-people\/"},"modified":"2015-08-22T20:03:20","modified_gmt":"2015-08-22T20:03:20","slug":"selling-saas-to-the-wrong-people","status":"publish","type":"post","link":"http:\/\/joapen.com\/blog\/2010\/03\/06\/selling-saas-to-the-wrong-people\/","title":{"rendered":"Selling SAAS to the wrong people"},"content":{"rendered":"<p>A drastic way of showing a sales scenario.<\/p>\n<p>An IT lead visit one of his providers to talk about SAAS and he comes convinced that cost reduction is one of the benefits he is going to get.<\/p>\n<p>His CEO is pushing him to reduce costs and SAAS seems to be the new IT trend will help him to do that.<\/p>\n<p>Sales manager shows his offering and after the presentation and the detailed study of the numbers, the client sees how immediate cost reduction is not one of benefits he is going to achieve.<\/p>\n<p>He was looking to pay in licences or fees less money that he is currently paying by the service he is currently paying.<\/p>\n<p>What\u2019s your need? Cost reduction?<\/p>\n<p>You can reduce costs with some offerings obtaining for instance 100% of more new features but paying just a 25% more; is it cost reduction?<\/p>\n<p>The problem is probably that your CEO\u2019s understanding of cost reduction is different.<img decoding=\"async\" id=\"BLOGGER_PHOTO_ID_5445583848091189266\" style=\"display: block; margin: 0px auto 10px; width: 364px; cursor: hand; height: 400px; text-align: center;\" src=\"http:\/\/1.bp.blogspot.com\/_FHKXh6Fis30\/S5KZqGwUgBI\/AAAAAAAABQo\/w7HwAF5VxAw\/s400\/cloud_computing_growth.jpg\" alt=\"\" border=\"0\" \/><\/p>\n","protected":false},"excerpt":{"rendered":"<p>A drastic way of showing a sales scenario. An IT lead visit one of his providers to talk about SAAS and he comes convinced that cost reduction is one of the benefits he is going to get. His CEO is pushing him to reduce costs and SAAS seems to be the new IT trend will &#8230; <a title=\"Selling SAAS to the wrong people\" class=\"read-more\" href=\"http:\/\/joapen.com\/blog\/2010\/03\/06\/selling-saas-to-the-wrong-people\/\" aria-label=\"Read more about Selling SAAS to the wrong people\">Read more<\/a><\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[100,8],"tags":[],"class_list":["post-229","post","type-post","status-publish","format-standard","hentry","category-sales","category-trends"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.4 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Selling SAAS to the wrong people -<\/title>\n<meta name=\"description\" content=\"A drastic way of showing a sales scenario. An IT lead visit one of his providers to talk about SAAS and he comes convinced that cost reduction is one of - joapen projects\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"http:\/\/joapen.com\/blog\/2010\/03\/06\/selling-saas-to-the-wrong-people\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Selling SAAS to the wrong people -\" \/>\n<meta property=\"og:description\" content=\"A drastic way of showing a sales scenario. 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