Actually, we are not really 100% SaaS.
Over half our sales are still On-Premise: download and install. Shock. Horror.
From a tech standpoint that's tough because the same web app has to run under Windows IIS and then scale to handle SaaS customers in our own cloud setup.
Barrier? You should see the crap you have to handle in order to just install .NET web app onto say a financial company's hardware. SaaS guys have it easy!
In terms of Enterprise Sales we have lead generation activities with inside sales folks who provide product demos. Took a while to get it right. Trade shows, banners, magazines - none of this stuff works for us in enterprise sales, where customers hand over tens of thousands of dollars for a software license.