Phil,
When I brought one of the early SaaS accounting systems to market in 2001, we did our selling via the Internet. As a result of flexible meetings during which the customer "tasted" the SaaS experience we had higher closing ratios and shorter sales cycles than when selling turnkey systems on-site. And, not only were our profit margins were higher, but both our efficiencies and our customer's costs were also far lower, leading to our acquisition a few years later.
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