In this episode, the hosts explore the advantages of selling SaaS (Software as a Service) and PaaS (Platform as a Service) products compared to traditional enterprise products. One reason for this is that SaaS and PaaS products often have lower prices, making it easier for technology teams to obtain operational expense budgets rather than capital expense budgets. The hosts acknowledge that they are unsure of the exact reason behind this trend but recognize its common occurrence.
Additionally, the hosts highlight that the decision-making process for purchasing SaaS products is often simpler and involves fewer individuals compared to enterprise products. This is because SaaS products eliminate the need for hardware, such as physical appliances in data centers, thereby reducing the involvement of various IT teams. This streamlined process is referred to as "frictionless selling."
