This checklist is intended to be incremental beyond what is required for licensed software products and where both licensed and SaaS versions are sold.

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  • Branding
    • Are you going to use the same brand as other on premise products?
  • Up selling & cross selling strategy
    • How will you increase value of customers over time? More seats? More usage?
  • Product information beyond basic functionality descriptions
    • Security, availability, infrastructure, privacy
    • Functionality of SaaS version, if different than licensed version
    • Description of  how Customer Service and Account Management works
    • Description of how new customer implementation process
    • Pricing options
  • Prepare for customer questions as it relates specifically to SaaS
    • Value proposition of SaaS versus on premise solution
    • Answer the question of “Can I convert to SaaS from a license?” and vice versa
    • Subject matter expert for security questions, and other operational questions
    • Implementation planning questions including typical implementation team composition
  • Sales Compensation on SaaS model
    • Design incentives to favor SaaS, favor license, or neutral including quota changes
  • SaaS Contract
    • Definition of when service period begins
    • SLAs
    • Use of service instead of a software license (legal description of service)
    • Data ownership and data transfer at end of contract
    • Upgrade policy (especially important if you are doing virtualized setup)
    • Auto-renewal clause
    • Pricing schedule and description of any usage billing
  • Sales and lead process changes
    • Identify any changes in sales or lead processes needed for SaaS
    • Free trial policy – Qualification criterion?  Can data used in the trial move to production?
  • Billing process (especially if it is usage based billing)

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