MKT-614 Upfront Cost-and-Speed are Top-of-Mind

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	Research-based Market Strategy Consulting

Upfront Cost-and-Speed are Top-of-Mind – and Driving Channel Roles

Document:                      MKT-614
Date of Publication:          June 30, 2009
Number of Pages:            6
Lead Author(s):                B. Guptill
Price:                              $195 USD (Single User License)

Perspective Summary: Previous ST research investigated how users and buyers want to acquire SaaS and the changing roles of channel partners and providers.

This Perspective provides insights regarding what business needs are most important to buyers as they evaluate and select SaaS providers. Future Perspectives will examine similar technological considerations as well. But in sum, the most important business issues in SaaS provider selection are implementation cost and speed. Factors such as payment and pricing methods, or relationships with providers and implementers, are well down executives’ ranked selection factors.

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