SaaS Buying Trends: 2021 Update

Originally Aired: March 25, 2021 Now Your Desk!

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Demand for Software-as-a-Service (SaaS) solutions continues to increase as organizations accelerate their IT transformation initiatives and suppliers move to SaaS only offers to meet the expectations of Wall Street. With this wholesale adoption of SaaS-based licensing across a variety of IT spend categories, we as buyers need to dive deep into our contracts to ensure that we are not exposed to future financial risk and can still maintain the flexibility and agility needed to compete in today’s marketplace.

This discussion will cover a variety of topics including the best practices in combatting SaaS vendor selling strategies, common contractual risks embedded within your agreements, and the tools ClearEdge uses to help assist our clients achieve the best outcome in any net new SaaS deal or renewal engagement.


  • 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


Dan Beyh

Senior Analyst

Dan joined ClearEdge in early 2019 to specialize in Software-as-a-Service (SaaS) cases, with a focus on ServiceNow and Salesforce. Prior to ClearEdge, Dan served as an analyst and later as the Manager of Investment Operations at Northwestern Mutual, where he inspected, traded and re-balanced client accounts according to their risk tolerance and investment objectives. Dan graduated from Bucknell University with a B.S. in Mathematics and Economics.

Lauren Savrin

Senior Analyst

Lauren came on board in 2017 and works as analyst in the software practice, with a focus on Adobe, Informatica and DocuSign. She also assists in running the recently launched ClearEdge Academy, which trains clients in vendor management and risk avoidance strategies. Prior to joining ClearEdge, Lauren analyzed data for RMV optimization in the Office of Performance Management and Innovation at MassDOT. She earned degrees in Math and French at Union College, and enjoys musical theater, reading and travel.