Building on that point, I’d say that the SaaS model puts particular pressure on marketing to spend extremely carefully on lead generation and lead cultivation programs. Unlike the on-premise model, SaaS marketers don’t have the luxury of large, up-front license payments to cover under-performing marketing programs.

FYI, I looked at how efficiently some of the largest SaaS providers are spending their sales and marketing dollars here: http://saasmarketingstrategy.blogspot.com/2009/03/which-saas-companies-are-driving-high.html

As much some marketers might prefer to be immersed in web site animation, tag lines, booth layouts, and the creative process, a big part of their job is to manage the costs of customer acquisition.

And good point on the need to sell to the installed base, something that’s typically not done in the on-premise world. Marketing programs to keep existing customers informed and engaged can be very effective at reducing churn.