SaaS has become a—perhaps overused—modern buzzword, but let’s face it – it’s also a go-to-market model. Software-as-a-service, by definition, means that you’re taking a product and selling it as a service. Customers no longer purchase the software the same way that they would purchase a physical asset.
When you sell software under a subscription model, the customer always has the option to cut ties and switch to a different product. The question that this brings up is, “How does this affect the sales process?”