I found a great blog tonight: Boasso on Business run by Ken Boasso.

It's a from the trenches view of generating revenue for Software as a Service (SaaS) vendors, and certainly worth checking out.

Here's one of Ken's pieces of advice if you are selling software:

re-purpose the company’s marketing efforts to stress the services as business process solutions (as opposed to technically-oriented tools)

Ken is exactly right. In the case of Web Office solutions, companies are not going to buy blogs or wikis. Instead, they are going to buy something that is geared exactly towards their business problems.

I work in a firm that offers consulting services and I am currently leading an effort to deploy an internal blogging solution. However, I never tried to convince executive management to buy into blogs. Instead, I looked at what we do, as a consulting firm, and convinced them that we need web based tools to communicate about subjects that directly relate to our business. We need People Pages, Project Pages, and Client Pages.

To use Ken's terminology, the blogs were described internally as business process solutions.