One of my favorite SaaS bloggers, Tomasz Tunguz, recently wrote a great post about the types of value SaaS products have. Understanding and articulating that value is, in fact, the defining factor around which you should build your customer acquisition strategy. Below is a translation of his article and our own experience. There are only three options for how software can benefit the customer: increase revenue, reduce costs, or increase productivity. To maximize the effectiveness of your work with customers, you need to understand what type of SaaS product (and ultimately company) you are building. Yield enhancing software is the easiest to sell. For most companies navigate to this website , growth is the top priority. Growth is even more important than cost reduction, because it has a stronger effect on increasing the value of the business. Accordingly, products that increase profitability have a shorter sales cycle, and a larger budget that customers are willing to allocate for their purchase. Most SaaS applications that accelerate sales and generate leads fall into this category.