SaaS Buying Trends: The Evolving Model

March 12, 2020 1pm EST | 10am PST Your Desk!

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As more vendors join the growing list of subscription-based solutions, accurate demand forecasts and favorable contract terms go hand-in-hand in determining value in SaaS deals.  Because these enterprise solutions are so difficult to move away from, it’s essential to get the forecast and agreement language right at the outset of the engagement. We’ll discuss the elements that go into a creating a conservative demand model, and terms and conditions that guard against long term financial risk.

Key Highlights:

  • SaaS marketplace overview including key trends and observations
  • A framework for inspecting SaaS contracts for risk including examples of key terms
  • How to factor growth into your demand forecast without overbuying
  • How to mitigate the financial pain of vendor lock-in


Rachel Annello


Rachel joined ClearEdge in 2016 to focus on software suppliers, including Salesforce, IBM, Red Hat, Tableau and ServiceNow. She is a subject matter expert on CRM solutions, and provides insight into pricing practices and contracts in these complex software solution sales. Prior to ClearEdge, Rachel worked as a pension analyst at Mercer, where she performed pension benefit calculations, and analyzed and tested system configurations against client customized requirements. Rachel graduated from Bentley University with a B.S. in Mathematics, and minored in Psychology and Business Studies.

Francis Gagliano

Analyst II

Francis joined ClearEdge in June 2017 and is currently working with the analysts to identify and develop content for the company’s client-facing initiatives. Previously, he served as an analyst here, targeting the IT services market and Salesforce agreements. Francis graduated with high honors from Bentley University, where he studied Marketing and Mathematical Sciences. While attending college, he worked at Warner Music Group in Boston, on marketing, promotions and analysis of musical artists and concerts. He also interned in marketing at Liberty Mutual Insurance, assigned to the company’s sponsorship of the 2016 Summer Olympics in Rio de Janeiro.