I have to agree with BIVish here that there are more factors other than just a SaaS delivery model which determines a need for a face to face discussion for a sale.
However the fact of the matter is that SaaS solutions can be sold without a face to face interaction even in the initial sale.
To say that there is no change in the sales model is a stretch. The biggest issue that comes to mind is the sales commission and compensation model.
- Ranjit Nayak
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