Watch this excellent talk in 2012 by Gail Goodman titled "When software and people mix" at Business of Software: https://vimeo.com/54076835

She talks about the "long, slow, SaaS ramp fo death". She gets into practical details on how they went on from starting in October 2000, having a 100 customers at $30/month by April for a total of $3,000/month total revenue. She also talks about specific things they did to distribute the product, get more clients, charge more, etc.

Just watch the first 5 minutes and you'll know you will want to watch the rest.