One of the most important forces in SaaS today is the Consumerization of IT. Instead of a centralized IT organization deciding which products to buy, product managers and marketers and engineers and data scientists determine which products they think would serve them best and buy them directly, often using a credit card. The typical SaaS company going public in the last three years has a 77% smaller average revenue per customer than companies in 2010 – 2011. In contrast, 2011 companies logged a median customer value of $96,000. When these newer cohorts of companies have gone public, they have roughly four times the number of customers paying one-fourth the price of their older brothers.

http://tomtunguz.com/consumerization-of-it-is-happening/?utm_source=Ex+Post+Facto&utm_campaign=2d21c2e498-RSS_EMAIL_CAMPAIGN&utm_medium=email&utm_term=0_e35bc95471-2d21c2e498-67757865