IDC #EUR145482319 Sage Infobrief

IDC #EUR145482319 Copyright IDC 2020 16 How to Become a Great SaaS Partner Three tips on measuring success Successful partners balance their transition to recurring revenue over time and leverage their existing business to minimise the impact of the transition. This enables them to absorb a highe r CAC as they identify and secure new SaaS customers, gradually growing ARR . Over time their SaaS installed base provides the revenue needed to acquire new customers. Successful partners shift the focus of their entire organisation from closing deals to facilitating retention and securing “lean” revenue from existing clients through renewals and expansion. This enables them to increase profitability through improved CLV . SHIFT TO SAAS IS A PROCESS — PLAN AND MANAGE CAREFULLY PIVOT TO FOCUS ON RETENTION 1 2