I see a lot of SaaS marketed directly at 'users' e.g. developers etc. In 'enterprise' the person you need to be pitching is the CFO/FD - when finance teams see

I see a lot of SaaS marketed directly at 'users' e.g. developers etc. In 'enterprise' the person you need to be pitching is the CFO/FD - when finance teams see SaaS they love it - even if net it costs more than existing solutions over same period. 1) It helps to qualify/budget projects - splitting the service cost monthly by default 2) SaaS can be turned off - unlike massive cap-ex or long-term op-ex commitments