We're a small SaaS provider for child welfare agencies and even though we have been in business for five years and offer one of the most robust case management solutions, we have a problem with reassuring prospects that we will stay in business.
All of our main competitors are pretty large and have been around much longer, so we always get asked this question: "How can you assure us that you will still be around to support us in 10 years?"
We offer an "Ownership" option so clients can pay a one-time fee to purchase the software outright and host it themselves, but this doesn't seem appealing enough.
It seems like we really need to partner with a company that's not a competitor that will be able to take over the hosting and support if something should happen to us. The hard part is that our software is so robust its difficult for a tech support person to become an expert and provide the level of customization that we provide.
How do you find someone like this without spending all your time going to networking events?
What should the partnership terms be?