Jim Naro and I recently wrote an article covering some of the pitfalls in the SaaS customer lifecycle.    Jim is a long time colleague and is a consultant and business partner at CustomerCentric Selling.  He is very conversant with the sales challenges associated with SaaS.  The pitfalls in the article are applicable both to companies that are converting to SaaS and also to current SaaS providers.  Here is the article and I hope you find it useful.  This article is also on the CustomerCentric Selling website and will be in one of their upcoming newsletters.

Paul