Here is a great post written by Josh Hannah, a serial entrepreneur (Betfair, eHow, wikiHow) and Venture Capitalist with Matrix Partners.

Other bloggers, most notably my partner David Skok, have written extensively about building a sales and marketing machine for a SaaS business.  This, in our Matrix view, is the true revolution enabled by SaaS — the ability to unseat the traditional enterprise sales process and its multi-year sales cycles, multi-year implementations, and direct enterprise sales forces for a more efficient sales and marketing machine, and an environment where the best ideas and products (and not necessarily the best salesman) wins.

I recently invested in a great fast-growing SaaS startup called Huddle. Here I will lay out an element of their model that I think is working especially well, and one area of challenge for the business.

Entire article here: http://www.joshhannah.com/?p=9