B2B SaaS Fundamentals
What is B2B SaaS?
B2B SaaS (business-to-business software-as-a-service) is subscription software sold by one company to another, delivered over the internet rather than installed locally, and typically priced on a recurring basis tied to seats, usage, or tier.
Who Is It For?
“B2B SaaS” describes the whole business model this glossary is written for — it’s less a task one role owns and more the shared category spanning product, marketing, sales, and finance teams selling subscription software to other businesses.
How Is It Used?
The term is used to separate this business model from B2C subscription apps, one-time software licenses, or services businesses, since each needs a different go-to-market motion and pricing approach.
- Frame go-to-market strategy around recurring revenue instead of one-time sales
- Price around seats, usage, or tiers rather than a single upfront fee
- Track SaaS-specific metrics — ACV, churn, NRR — that don’t apply to one-time-sale businesses
- Sell to a buying committee of business stakeholders rather than an individual consumer
Related Terms & Concepts
Frequently Asked Questions
What’s the difference between B2B SaaS and B2B Tech?
B2B SaaS specifically refers to the subscription-software delivery model. B2B Tech is the broader category that also includes hardware, on-premise software, and other technology sold business-to-business.
Why does the B2B SaaS label matter for marketing?
It signals a recurring-revenue business selling to a committee of buyers rather than one consumer, which changes everything from pricing pages to sales cycle length to which metrics actually matter.
