In the past vendors could rely on producing a product with a set of features and then the value added reseller or systems integrator would be responsible for deploying it in a manner that would align as best as possible with the customer’s business requirements.

The vendor themselves have a very small exposure to the customer. Now in a SaaS model, the relationship is a direct and ongoing one with the customer. Vendors now need to understand exactly how their products can be utilised – the vendor needs to move from understanding IT and features, to truly understanding the customer’s business.

Traditional ISVs produced a set of lowest common denominator features that the VAR or SI built processes around, now the ISV must get engaged in the processes themselves.

SaaS vendors typically understand the domain they operate in to a greater extent that the traditional ISVs exactly because of this focus – for instance here at Mimecast, we’re pretty hot on email lifecycle management.

Our subscription revenue model means we can continue to focus on our area of expertise rather than having to continually move further-and-further out of our comfort zone to strive for revenues.

Traditional ISVs who now plan to shift to SaaS. “It’s like letting loose the pesky dog you’re trying to discipline. Time to get a hamster.”…