Publications
Publications
- Harvard Business Review
How to Shift from Selling Products to Selling Services
By: Doug J. Chung
Abstract
Only a few years ago, most software companies sold seat licenses for their products, charging customers on the basis of head count. But today, software is typically provided using cloud-based software-as-a-service (SaaS) models that charge customers fees for consumption. Technology companies have spent billions on the innovation necessary to achieve this product shift. Now, they need to transform their sales organization and sales management practices accordingly, including an overhaul of the skills salespeople need, how they are trained and compensated, and how they interact with clients.
Keywords
SaaS Business Models; Sales; Management; Business Model; Salesforce Management; Applications and Software; Customer Relationship Management
Citation
Chung, Doug J. "How to Shift from Selling Products to Selling Services." Harvard Business Review 99, no. 2 (March–April 2021): 48–52.