There are thousands of software vendors that have entered the benefits business in recent years, and many of them tout their programs as SaaS or software as a service. These vendors offer systems for insurance company administration, tools for enrollment, eligibility management, HRIS services, wellness packages, employee education, financial planning for employees, benefits administration and more.

They are systems on computers, or in the cloud, or designed as "mobile first." You name it, if a computer system can be used in our business, it's now being described in terms of SaaS. And yes, many of us are reviewing this software, deciding how it can be used as a tool to attract, develop and retain customers.

But before we rush out to customers with these shiny new toys, let's keep in mind an essential item. Before we offer SaaS, we should first think PaaS.

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Benefits Sales Strategies