Gartner sees an increasing number of sales organizations embracing the software-as-a-service model, as its capabilities improve to handle more complex tasks. An area where the model is lacking is in automating complex processes that span multiple departments.
Leading the charge for SaaS is Salesforce.com, which the research firm says is adding 50,000 sales subscribers per quarter. All the competing vendors taken as a whole can't beat that number.
For those companies ready to give the SaaS model a try, Gartner recommends that they involve IT departments, which can provide the necessary guidance on service-level agreements. In addition, don't forget that SaaS is sold as a monthly subscription based on the number of users, so the purchase is most likely to fit into an operating budget, instead of a capital budget, which is where licensed software normally ends up.