Preview
Sales data to June 2018 shows 100% of Large SaaS Suppliers are making sales
But 80% of SMEs have not made a sale in the same period
The answer is not in the oligopoly, perfidious buyers or bad framework design (I don’t deny they exist)
The biggest problem is 80% of SMEs think that’s the answer – when it’s actually something they are doing
And it’s relatively easy to fix
G-Cloud SaaS sales: 12 months to June 2018
Number of vendors by size category with sales in the ranges shown
(The second table expresses this as a % of the total number of vendors in that size category)
Size | Count | >£1m | £100k-£1m | £1-£100k | No sales |
---|---|---|---|---|---|
Large | 184 | 27 | 89 | 68 | 0 |
SME | 1582 | 23 | 138 | 185 | 1236 |
• Medium | 346 | 9 | 37 | 22 | 278 |
• Small | 761 | 8 | 52 | 74 | 627 |
• Micro | 475 | 6 | 49 | 89 | 331 |
ALL | 1766 | 50 | 227 | 253 | 1236 |
Size | % of Vendors | >£1m % of line | £100k-£1m % of line | £1-£100k % of line | No sales % of line |
---|---|---|---|---|---|
Large | 10% | 15% | 48% | 37% | 0% |
SME | 90% | 1% | 9% | 12% | 78% |
• Medium | 20% | 3% | 11% | 6% | 80% |
• Small | 43% | 1% | 7% | 10% | 82% |
• Micro | 27% | 1% | 10% | 19% | 70% |
ALL | 100% | 3% | 13% | 14% | 70% |
- All Large suppliers have made sales, over 60% more than £100,000
- About 20% of SMEs have made sales with only 10% over £100,000
G-Cloud is a problem for SMEs
SaaS performance continues to disappoint 80% of SMEs. This is much to the bafflement of Crown Commercial Service. For every iteration of the framework (that’s 10 now) patiently, politely and in plain English they have been saying:- You should publish a useful and effective Service Definition
- You need full and clear pricing, sufficient to calculate full cost of ownership