Case study - SaaS Abs Experience Jan07 09

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Cloud case study on SaaS by Srikant rao, affordable business solutions, as part of cloud computing symposium, at compute 2009, acm bangalore

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Case study - SaaS Abs Experience Jan07 09

  1. 1. Effectively Delivering on the SaaS Model Srikant Rao Co-Founder and CEO Affordable Business Solutions srikant.rao@abs.in +91-98450 29010 www.abs.in
  2. 2. Effectively Delivering on the SaaS Model
  3. 3. RAVINDRAKINI B • Associate Member of Institute of Cost & Works Accountants of India • Centre for Development of Telematics : • Finance Executive • ANZ Information Technologies • Head of Finance • AT&T/ NCR Corporation : • Financial Controller, India Operations • Ampersand Software Applications • Chief Financial Officer • EAI Technologies: • Director • Affordable Business Solutions : • Co-Founder and COO 5
  4. 4. Build Partner Ecosystem :  Do not try to be “everything to everybody” Focus on your key strengths / core competencies  Think “Service” not “Software”  Move beyond solutions/ frameworks  Relentlessly focus on :  reducing time to market  reducing time to deliver  reducing costs, and  improving service levels 11
  5. 5.  Targeting New Prospects  Introductions by existing customers at the CXO – level is critical  Cold-calling/ Tele-sales not effective  Address SME Clusters for scalability and reach  Customer Acquisition  Sell Top-down  Lead with Business Consulting  Demonstrate only pre-packaged solutions  by industry vertical  Demonstrate Domain Expertise  Accelerate Deployment : Avoid customization – highlight rapid replication advantages  People :  Hire based on functional experience and attitude  Inculcate “service-oriented” mindset  Offer growth path to associates on entrepreneurial model 12 Partnerships : Build and leverage partner eco-system
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