Comments on: How to Incentivize Upgrades in SaaS http://www.saasblogs.com/business/how-to-incentivize-upgrades-in-saas/ Understanding the "as a Service" Revolution Thu, 02 Feb 2012 05:34:07 +0000 hourly 1 http://wordpress.org/?v=3.2.1 By: Andrew Biss http://www.saasblogs.com/business/how-to-incentivize-upgrades-in-saas/#comment-45266 Andrew Biss Wed, 14 May 2008 11:12:49 +0000 http://www.saasblogs.com/2008/01/17/how-to-incentivize-upgrades-in-saas/#comment-45266 Customers often have trouble finding a cash number for the “Value to Them” ($Y). As with any ROI calculation, you must help the customer find and accept this number. It is also important to ensure the “Net Gain to the Customer” is dramatically larger than the “Feature Cost”. If it is only a little larger then it is difficult to overcome inertia and they will stay put. Customers often have trouble finding a cash number for the “Value to Them” ($Y). As with any ROI calculation, you must help the customer find and accept this number. It is also important to ensure the “Net Gain to the Customer” is dramatically larger than the “Feature Cost”. If it is only a little larger then it is difficult to overcome inertia and they will stay put.

]]> By: Darrell Heaps http://www.saasblogs.com/business/how-to-incentivize-upgrades-in-saas/#comment-37240 Darrell Heaps Mon, 03 Mar 2008 16:55:13 +0000 http://www.saasblogs.com/2008/01/17/how-to-incentivize-upgrades-in-saas/#comment-37240 Thanks Sinclair. Thanks Sinclair.

]]> By: Sinclair Schuller http://www.saasblogs.com/business/how-to-incentivize-upgrades-in-saas/#comment-37239 Sinclair Schuller Mon, 03 Mar 2008 16:51:12 +0000 http://www.saasblogs.com/2008/01/17/how-to-incentivize-upgrades-in-saas/#comment-37239 Hi Darrell, Well, companies like Salesforce offer 30 day trials, etc. Not many have purely free versions of their offerings in the enterprise space. Some however will use significant price disparity in a similar fashion to the premium model; have a plan priced rock bottom to attract new customers; then have a significant price jump to a higher plan with much more value. Hi Darrell,

Well, companies like Salesforce offer 30 day trials, etc. Not many have purely free versions of their offerings in the enterprise space. Some however will use significant price disparity in a similar fashion to the premium model; have a plan priced rock bottom to attract new customers; then have a significant price jump to a higher plan with much more value.

]]> By: Darrell Heaps http://www.saasblogs.com/business/how-to-incentivize-upgrades-in-saas/#comment-37234 Darrell Heaps Mon, 03 Mar 2008 16:38:22 +0000 http://www.saasblogs.com/2008/01/17/how-to-incentivize-upgrades-in-saas/#comment-37234 I was wondering if you have any examples of SaaS companies that have gone the free/upgrade route. I'm aware of 37signals but I'm looking for companies that are more enterprise focus - but still provide a free version of their offering. Thanks for the great blog, keep up the good work! I was wondering if you have any examples of SaaS companies that have gone the free/upgrade route. I’m aware of 37signals but I’m looking for companies that are more enterprise focus – but still provide a free version of their offering.

Thanks for the great blog, keep up the good work!

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