Learning from an Early SaaS Pioneer

Interview with John Belizaire, Founder of TheoryCenter (acquired by BEA Systems) and FirstBest Systems (acquired by Guidewire Software)

Key Learnings from John Belizaire:

· When selling a technology product in a new market, sometimes you need to be creative to overcome resistance to adoption. John describes initial customer resistance to adopting the FirstBest SaaS offering, based on customers’ fear of losing control of their data. FirstBest needed to find a way to ease customers into the adoption of a SaaS solution, addressing their data fears while also ensuring that they would sign up for a subscription solution.

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