[ct]

Unless you have an excellent track record with a more compelling UX/workflow that works better than existing non-hosted competitors selling a SaaS subscription to a business and expecting them to feel their data is safe will be a hard sell.

One way to get an established track record to sell as a SaaS is to initially start out as a non-SaaS like Adobe did. Once users have confidence in using your product then transitioning to a SaaS model will be easier.