What are the challenges of presenting SaaS offerings vs. “traditional” software products? I’ve been looking into this and note the following three major challenges (at least):
- Vendors are trying to differentiate SaaS from “traditional” offerings, in spite of messaging that says that the SaaS offerings provide the same functionality as the traditional behind-the-firewall products. Many of my (vendor) customers note that changing the way they demo has strongly helped SaaS positioning and uptake.
- Customers are concerned about performance when operating SaaS products over the web. Demos need to take this rather strongly into account to minimize clicks and other performance-related challenges.
- Customers more and more expect to see a broad range of devices supported by SaaS product vendors, including “traditional” PC’s and Macs, iPads and smart phones. New practices are needed to adjust and reframe demos to address this.