Comments on: SaaS: Lead Generation – Not Sales Capacity – Drives the Model

By: Razi Imam

Razi Imam — Tue, 30 Jun 2009 18:27:51 +0000

Excellent post. Thank you for sharing your insight and knowledge on the SaaS space.

By: Scott Anderson

Scott Anderson — Sat, 27 Jun 2009 00:33:45 +0000

Bruce:

Very interesting article. I particularly liked your numbers around lead sources and your suggestion for viral marketing. Also loved your comments about customers; we truly don’t leverage them enough.

In addition to costs, there are several other key advantages to customers in a SaaS model;

1) Software upgrades are done by the vendor
2) Capacity is provided by the vendor
3) SaaS allows the vendor to potentially provide benchmark information back to customers. We provide our customers with a number of metrics that tell them how well they are doing in relation to all other customers. For example, what percentage of employees have used the application, how often they come back, how many ideas per employee are generated.

By: Lou Pelosi

Lou Pelosi — Tue, 23 Jun 2009 00:04:31 +0000

Thanks Bruce. No doubt that leveraging customers in the age of social media is more important than ever. I like your idea of auto-generating graphical reports that customers can forward to colleagues…using percentages and other results that don’t include confidential information but show results.

I’ve modeled a 50/50 split between marketing delivered leads and sales/partner leads for very early-stage SaaS companies where the number of leads is relatively low and sales/partners can leverage their own networks.

By: Chintan

Chintan — Tue, 16 Jun 2009 08:29:16 +0000

Great article – excellent insights.

By: Tim Negris

Tim Negris — Sat, 13 Jun 2009 01:11:09 +0000

Another insightful, thought-provoking thesis. Great stuff!