This is a lot of content-free stuff but the reality is that if you’re hoping that customers will just write software to integrate with your SaaS you have to ask yourself why they wouldn’t also just write your SaaS. So either you go to them, they come to you, or you’re past some particular implementation hurdle. I think it’s better you go to them. Just reduces the barrier to entry and people will happily pay you for additional technology capacity to get a sufficiently complex thing onboarded.

So sending your implementation team out is “not just smart — it’s required” (to use everyone’s current favourite phrasing).