Is Selling SaaS Solutions Different From Selling Other B2B Solutions?

Is selling SaaS solutions different than selling other complex B2B solutions?  Certainly, the business model and revenue stream looks different.  Rather than making money in a single transaction, the revenue stream is spread over the period of a subscription.  As a result, customer retention and renewals become critical in order to maintain the revenue stream.

But how different is it really?  As we discover in this discussion with Chris Palmisano, the fundamentals remain the same.

I couldn't think of anyone better to discuss this topic than Chris Palmisano.  Chris is current Vice President of Worldwide Sales and Business Development at Solarwinds.   Prior to that, he was a sales executive at Google.

Chris has a wonderful, pragmatic perspective.  I hope you enjoy listening to him as much as I enjoyed the discussion.