[cs_content][cs_element_section _id=”1″][cs_element_row _id=”2″][cs_element_column _id=”3″][cs_element_image _id=”4″][/cs_element_column][cs_element_column _id=”5″][x_custom_headline level=”h2″ looks_like=”h3″ accent=”false”]Testing a SaaS Model [/x_custom_headline][cs_element_gap _id=”7″][cs_element_text _id=”8″][/cs_element_column][/cs_element_row][/cs_element_section][cs_element_section _id=”13″][cs_element_row _id=”14″][cs_element_column _id=”15″][cs_element_headline _id=”16″][cs_element_gap _id=”17″][cs_element_text _id=”18″][cs_icon_list][cs_icon_list_item title=”Low friction shorter sales cycle move to departmental buyers 
” type=”check” link_enabled=”false” link_url=”#” link_new_tab=”false”]Low friction shorter sales cycle move to departmental buyers 
[/cs_icon_list_item][cs_icon_list_item title=”"Click to ship" vs. costly installs” type=”check” link_enabled=”false” link_url=”#” link_new_tab=”false”]”Click to ship” vs. costly installs[/cs_icon_list_item][cs_icon_list_item title=”No need for multiple versions of the software” type=”check” link_enabled=”false” link_url=”#” link_new_tab=”false”]No need for multiple versions of the software[/cs_icon_list_item][/cs_icon_list][cs_element_text _id=”23″][cs_icon_list][cs_icon_list_item title=”Often need a two-step value proposition” type=”check” link_enabled=”false” link_url=”#” link_new_tab=”false”]Often need a two-step value proposition[/cs_icon_list_item][cs_icon_list_item title=”1 for user (first) 1 for manager; or third value prop for data security” type=”check” link_enabled=”false” link_url=”#” link_new_tab=”false”]1 for user (first) 1 for manager; or third value prop for data security[/cs_icon_list_item][/cs_icon_list][cs_element_text _id=”27″][cs_icon_list][cs_icon_list_item title=”Net Promoter Score” type=”check” link_enabled=”false” link_url=”#” link_new_tab=”false”]Net Promoter Score[/cs_icon_list_item][cs_icon_list_item title=”Retention” type=”check” link_enabled=”false” link_url=”#” link_new_tab=”false”]Retention[/cs_icon_list_item][cs_icon_list_item title=”The ratio of CAC (cost of customer acquisition) to LTV (lifetime value)” type=”check” link_enabled=”false” link_url=”#” link_new_tab=”false”]The ratio of CAC (cost of customer acquisition) to LTV (lifetime value)[/cs_icon_list_item][/cs_icon_list][/cs_element_column][cs_element_column _id=”32″][cs_element_headline _id=”33″][cs_element_gap _id=”34″][cs_element_text _id=”35″][cs_icon_list][cs_icon_list_item title=”Less IT infrastructure and support needed” type=”check” link_enabled=”false” link_url=”#” link_new_tab=”false”]Less IT infrastructure and support needed[/cs_icon_list_item][cs_icon_list_item title=”Delivered digitally, lower setup and maintenance costs” type=”check” link_enabled=”false” link_url=”#” link_new_tab=”false”]Delivered digitally, lower setup and maintenance costs[/cs_icon_list_item][/cs_icon_list][cs_element_text _id=”39″][cs_icon_list][cs_icon_list_item title=”Overcome benefits of ownership” type=”check” link_enabled=”false” link_url=”#” link_new_tab=”false”]Overcome benefits of ownership[/cs_icon_list_item][cs_icon_list_item title=”Risk managing security in cloud-based data” type=”close” link_enabled=”false” link_url=”#” link_new_tab=”false”]Risk managing security in cloud-based data[/cs_icon_list_item][cs_icon_list_item title=”Integration across multiple SaaS and on-prem solutions” type=”times” link_enabled=”false” link_url=”#” link_new_tab=”false”]Integration across multiple SaaS and on-prem solutions[/cs_icon_list_item][/cs_icon_list][cs_element_text _id=”44″][cs_icon_list][cs_icon_list_item title=”Total cost to breakeven vs. on prem offering” type=”check” link_enabled=”false” link_url=”#” link_new_tab=”false”]Total cost to breakeven vs. on prem offering[/cs_icon_list_item][cs_icon_list_item title=”Cost of ownership and maintenance vs. usage” type=”check” link_enabled=”false” link_url=”#” link_new_tab=”false”]Cost of ownership and maintenance vs. usage[/cs_icon_list_item][/cs_icon_list][/cs_element_column][/cs_element_row][cs_element_row _id=”52″][cs_element_column _id=”53″][cs_element_image _id=”54″][/cs_element_column][cs_element_column _id=”55″][cs_element_text _id=”56″][/cs_element_column][/cs_element_row][/cs_element_section][cs_element_section _id=”61″][cs_element_row _id=”62″][cs_element_column _id=”63″][cs_element_headline _id=”64″][cs_element_text _id=”65″][cs_element_gap _id=”66″][cs_element_image _id=”67″][/cs_element_column][/cs_element_row][/cs_element_section][cs_element_section _id=”73″][cs_element_row _id=”74″][cs_element_column _id=”75″][cs_element_headline _id=”76″][cs_element_gap _id=”77″][cs_element_text _id=”78″][cs_element_gap _id=”79″][cs_element_image _id=”80″][/cs_element_column][/cs_element_row][/cs_element_section][cs_element_section _id=”86″][cs_element_row _id=”87″][cs_element_column _id=”88″][cs_element_headline _id=”89″][/cs_element_column][/cs_element_row][/cs_element_section][cs_element_section _id=”95″][cs_element_row _id=”96″][cs_element_column _id=”97″][cs_element_headline _id=”98″][cs_element_gap _id=”99″][cs_icon_list][cs_icon_list_item title=”How do you go about purchasing and using this solution today? (Probe for the primary issues, determine if their is a hidden cost of ownership, understand other pain points involved in purchase and use).” type=”chevron-circle-right” link_enabled=”false” link_url=”#” link_new_tab=”false”]How do you go about purchasing and using this solution today? (Probe for the primary issues, determine if their is a hidden cost of ownership, understand other pain points involved in purchase and use).[/cs_icon_list_item][cs_icon_list_item title=”Test for jobs to be done, level of pain on the pain scale. How much of a priority is (defined problem or pain)?” type=”chevron-circle-right” link_enabled=”false” link_url=”#” link_new_tab=”false”]Test for jobs to be done, level of pain on the pain scale. How much of a priority is (defined problem or pain)?[/cs_icon_list_item][cs_icon_list_item title=”Is this a balance sheet capital expense, or is it expensed on your income statement? If yes would you benefit from shifting to a lower expense on the income statement?” type=”chevron-circle-right” link_enabled=”false” link_url=”#” link_new_tab=”false”]Is this a balance sheet capital expense, or is it expensed on your income statement? If yes would you benefit from shifting to a lower expense on the income statement?[/cs_icon_list_item][cs_icon_list_item title=”How does the customer handle cloud-based and on-prem software decisions? What are the pain points of integration?” type=”chevron-circle-right” link_enabled=”false” link_url=”#” link_new_tab=”false”]How does the customer handle cloud-based and on-prem software decisions? What are the pain points of integration?[/cs_icon_list_item][/cs_icon_list][cs_icon_list][cs_icon_list][/cs_element_column][cs_element_column _id=”107″][cs_element_headline _id=”108″][cs_element_gap _id=”109″][cs_icon_list][cs_icon_list_item title=”What is the total cost of ownership of comparable solutions?” type=”chevron-circle-right” link_enabled=”false” link_url=”#” link_new_tab=”false”]What is the total cost of ownership of comparable solutions?[/cs_icon_list_item][cs_icon_list_item title=”Arrange features, services, and benefits into key elements of your offer, and have the potential customer arrange the elements of the larger solution in order of priority. Then take away the lesser priority elements until you determine what would make an MVP (minimum viable product).” type=”chevron-circle-right” link_enabled=”false” link_url=”#” link_new_tab=”false”]Arrange features, services, and benefits into key elements of your offer, and have the potential customer arrange the elements of the larger solution in order of priority. Then take away the lesser priority elements until you determine what would make an MVP (minimum viable product).[/cs_icon_list_item][cs_icon_list_item title=”Determine the minimal offering that would be compelling enough to have the customer pay for the offering.” type=”chevron-circle-right” link_enabled=”false” link_url=”#” link_new_tab=”false”]Determine the minimal offering that would be compelling enough to have the customer pay for the offering.[/cs_icon_list_item][cs_icon_list_item title=”Can you design an MVP that has high usage and engagement with a minimal feature set?” type=”chevron-circle-right” link_enabled=”false” link_url=”#” link_new_tab=”false”]Can you design an MVP that has high usage and engagement with a minimal feature set?[/cs_icon_list_item][cs_icon_list_item title=”Is there a user proposition that does not require sign-off from IT or a long buying cycle?” type=”chevron-circle-right” link_enabled=”false” link_url=”#” link_new_tab=”false”]Is there a user proposition that does not require sign-off from IT or a long buying cycle?[/cs_icon_list_item][/cs_icon_list][cs_icon_list][cs_icon_list][cs_icon_list][/cs_element_column][/cs_element_row][cs_element_row _id=”123″][cs_element_column _id=”124″][cs_element_headline _id=”125″][/cs_element_column][/cs_element_row][cs_element_row _id=”131″][cs_element_column _id=”132″][cs_element_image _id=”133″][/cs_element_column][cs_element_column _id=”134″][cs_element_image _id=”135″][/cs_element_column][/cs_element_row][/cs_element_section][cs_element_section _id=”140″][cs_element_row _id=”141″][cs_element_column _id=”142″][cs_element_button _id=”143″][/cs_element_column][/cs_element_row][/cs_element_section][/cs_content]