Are consumption-based SaaS business models becoming more prevalent?

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They are, and it’s worth thinking about.

We actually sort of started there. The first big SaaS success wasn’t Salesforce, it was WebEx before that. Salesforce learned from WebEx, just like many of us learned from Salesforce.

And WebEx started off with a consumption-based model. It made sense, because back then, “minutes” had a high variable cost.

From 2003:

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$0.45 a minute for video, plus $43.20 just for the audio portion of a one-hour meeting with 6 participants! Woah!

It took falling network prices (and competitive pressures) for WebEx to gain the confidence to move to semi-consumption and then flat-rate pricing. – Read more

Winning by Design Expands to Canada and Adds Customer Success to Its Repertoire

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As Canada’s Tech Scene continues to heat up, creators of the SaaS Sales Method launch its seventh global office in Toronto with its newest partner Julie Weill Persofsky.

MENLO PARK, Calif.–(BUSINESS WIRE)–Winning By Design, the founders of the SaaS Sales Method and Sales as a Science today announce bringing on Julie Weill Persofsky as its newest partner to support continued growth.

“We are thrilled to launch our Toronto office and welcome Julie. Her passion for SaaS start-ups and strategic mind in Sales, Customer Success and Growth will be a great asset to our clients. The tech scene in Toronto is booming and we wanted to have a local office to support the growing demand,” said Jacco van Der Kooij, founder of Winning By Design.

“The Winning by Design team has proven methodologies for SaaS growth strategy and training. I am proud to be representing Winning by Design in Toronto and to continue to support the tech scene that I’ve been immersed in for so many years,” said Persofsky.

The SaaS Sales Method is a science-based approach to building out revenue teams that span the entire customer lifecycle. With it, Winning By Design is able to impact revenue and implement company-wide change in process, behavior, technology, and strategy. – Read more

Harmonic Unleashes Innovative New SaaS Features for Video Streaming and Broadcast Delivery

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SAN JOSE, Calif., Sept. 13, 2018 /PRNewswire/ — At IBC2018, Harmonic (NASDAQ : HLIT ) announced the launch of dynamic ad insertion (DAI) capabilities and will provide a sneak peek of disruptive disaster recovery scenarios enabled by its VOS®360 Video software-as-a-service (SaaS) as part of the company’s continued commitment to SaaS innovation. With these advanced capabilities available in the cloud, VOS360 Video SaaS opens up new cost savings and monetization opportunities for content owners and video service providers.

“VOS360 Video SaaS is gaining tremendous momentum globally with new deployments for live and on-demand OTT channels,” said Tim Warren, senior vice president and chief technology officer, video business at Harmonic. “Beyond managing their end-to-end OTT workflow on the cloud, broadcasters, content owners and service providers can support an expanded range of business cases using SaaS, including dynamic ad insertion and disaster recovery. These new capabilities will help our customers get the most out of VOS360 Video SaaS to increase efficiencies and reduce capex.”

VOS360 Video SaaS now enables operators to deliver advanced targeted advertisements and replace content during blackouts, increasing monetization for OTT content and improving the end-user experience. Content is replaced during blackouts based on end-user location and device, leveraging SCTE-224. This new Harmonic technology has already been successfully deployed by a major broadcaster in the U.S. for the insertion of unique station data for OTT rights management, blackouts and local ad insertion. – Read more