The Market for SaaS and
Cloud-Hosted Solutions
Phil Wainewright
Software industry analyst,
author/blogger and consultant
Agenda

SaaS
business
models

SaaS in the
UK
midmarket
SaaS: what
you need
to know
Tech in a
business
context

http://fric...
Tech in a business context

http://frictionlessenterprise.com/ | Arrow ECS London - November 2013 | © Procullux Limited, 2...
Business must connect to compete
Everywhere

Collaborative

Change-ready

On demand

In real time

http://frictionlessente...
Extending enterprise automation
Conversation centric

Systems

engage

of

ment

Automating interactions
Automating transa...
Changing application landscape

Ecommerce
&
subscription

Digital
marketing

Collaboration
& social

Self-service
&
networ...
New enterprise application stacks

Financials
and
revenue

Digital
marketing,
sales and
service

Collaboration
social and
...
SaaS: what you need to know

http://frictionlessenterprise.com/ | Arrow ECS London - November 2013 | © Procullux Limited, ...
Most enterprise spend is on SaaS
Saugatuck Technology,
April 2013:

More than half of
IT budget
holders expect
50 percent ...
There are two types of SaaS
Multi-instance
Single tenants

Single instance
Multi-tenant

http://frictionlessenterprise.com...
There are many tiers of cloud

http://frictionlessenterprise.com/ | Arrow ECS London - November 2013 | © Procullux Limited...
The hosted SaaS model
An existing app ported
to a cloud IaaS

Infrastructure
• Provisioning
• Virtualization
• Servers &
n...
The native SaaS model
An all-new app
designed from scratch
for the cloud

Application
• User interface
• Business logic
• ...
Two decisions for developers

1. How much singletenancy do you want
to give your
customers?
2. How much singletenancy do y...
SaaS in the UK midmarket

http://frictionlessenterprise.com/ | Arrow ECS London - November 2013 | © Procullux Limited, 201...
Midmarket IT

http://frictionlessenterprise.com/ | Arrow ECS London - November 2013 | © Procullux Limited, 2013
Change is disruptive
User interface

Licensing & upgrades

Platform

Integrations

Security & governance

http://frictionl...
The hosted SaaS model
An existing app ported
to a cloud IaaS

Infrastructure
• Provisioning
• Virtualization
• Servers &
n...
Cost benefit of public cloud
3 key factors:
• Cost amortization

• Resource pooling
• Multi-tenant shared
management
resou...
Combine the best of the cloud …

http://frictionlessenterprise.com/ | Arrow ECS London - November 2013 | © Procullux Limit...
… with what’s important to midmarket

http://frictionlessenterprise.com/ | Arrow ECS London - November 2013 | © Procullux ...
SaaS business models

http://frictionlessenterprise.com/ | Arrow ECS London - November 2013 | © Procullux Limited, 2013
Where’s the value?

€
Business value
Time-to-market value
Implementation cost
Operational cost

€
http://frictionlessenter...
Leverage customer cost savings

http://frictionlessenterprise.com/ | Arrow ECS London - November 2013 | © Procullux Limite...
Adjust to new revenue cycles

100

40

Year 1

40

40

Year 2

Year 3

Year 4

http://frictionlessenterprise.com/ | Arrow ...
Build relationships
Strategic
guidance

Sourcing

Extensions

Trusted
advisor

Integration

Config &
delivery

http://fric...
A final thought …

http://frictionlessenterprise.com/ | Arrow ECS London - November 2013 | © Procullux Limited, 2013
Questions?

http://frictionlessenterprise.com/ | Arrow ECS London - November 2013 | © Procullux Limited, 2013
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The Market for SaaS and Cloud-Hosted Solutions

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The Market for SaaS and Cloud-Hosted Solutions

  1. 1. The Market for SaaS and Cloud-Hosted Solutions Phil Wainewright Software industry analyst, author/blogger and consultant
  2. 2. Agenda SaaS business models SaaS in the UK midmarket SaaS: what you need to know Tech in a business context http://frictionlessenterprise.com/ | Arrow ECS London - November 2013 | © Procullux Limited, 2013
  3. 3. Tech in a business context http://frictionlessenterprise.com/ | Arrow ECS London - November 2013 | © Procullux Limited, 2013
  4. 4. Business must connect to compete Everywhere Collaborative Change-ready On demand In real time http://frictionlessenterprise.com/ | Arrow ECS London - November 2013 | © Procullux Limited, 2013
  5. 5. Extending enterprise automation Conversation centric Systems engage of ment Automating interactions Automating transactions Systems of record Document centric http://frictionlessenterprise.com/ | Arrow ECS London - November 2013 | © Procullux Limited, 2013
  6. 6. Changing application landscape Ecommerce & subscription Digital marketing Collaboration & social Self-service & networking Networks & mobile ERP CRM ECM HRM SCM http://frictionlessenterprise.com/ | Arrow ECS London - November 2013 | © Procullux Limited, 2013
  7. 7. New enterprise application stacks Financials and revenue Digital marketing, sales and service Collaboration social and docs (Big) Data and analytics / People, goals and identity Resources and spending Integration and governance http://frictionlessenterprise.com/ | Arrow ECS London - November 2013 | © Procullux Limited, 2013
  8. 8. SaaS: what you need to know http://frictionlessenterprise.com/ | Arrow ECS London - November 2013 | © Procullux Limited, 2013
  9. 9. Most enterprise spend is on SaaS Saugatuck Technology, April 2013: More than half of IT budget holders expect 50 percent of their application portfolios will be in the cloud by 2015 Growing 23.5% annually – four times faster than the IT industry as a whole http://frictionlessenterprise.com/ | Arrow ECS London - November 2013 | © Procullux Limited, 2013
  10. 10. There are two types of SaaS Multi-instance Single tenants Single instance Multi-tenant http://frictionlessenterprise.com/ | Arrow ECS London - November 2013 | © Procullux Limited, 2013
  11. 11. There are many tiers of cloud http://frictionlessenterprise.com/ | Arrow ECS London - November 2013 | © Procullux Limited, 2013
  12. 12. The hosted SaaS model An existing app ported to a cloud IaaS Infrastructure • Provisioning • Virtualization • Servers & networking http://frictionlessenterprise.com/ | Arrow ECS London - November 2013 | © Procullux Limited, 2013
  13. 13. The native SaaS model An all-new app designed from scratch for the cloud Application • User interface • Business logic • Objects Platform • Runtime • Middleware • Database Infrastructure • Provisioning • Virtualization • Servers & networking http://frictionlessenterprise.com/ | Arrow ECS London - November 2013 | © Procullux Limited, 2013
  14. 14. Two decisions for developers 1. How much singletenancy do you want to give your customers? 2. How much singletenancy do you want to own yourself? http://frictionlessenterprise.com/ | Arrow ECS London - November 2013 | © Procullux Limited, 2013
  15. 15. SaaS in the UK midmarket http://frictionlessenterprise.com/ | Arrow ECS London - November 2013 | © Procullux Limited, 2013
  16. 16. Midmarket IT http://frictionlessenterprise.com/ | Arrow ECS London - November 2013 | © Procullux Limited, 2013
  17. 17. Change is disruptive User interface Licensing & upgrades Platform Integrations Security & governance http://frictionlessenterprise.com/ | Arrow ECS London - November 2013 | © Procullux Limited, 2013
  18. 18. The hosted SaaS model An existing app ported to a cloud IaaS Infrastructure • Provisioning • Virtualization • Servers & networking http://frictionlessenterprise.com/ | Arrow ECS London - November 2013 | © Procullux Limited, 2013
  19. 19. Cost benefit of public cloud 3 key factors: • Cost amortization • Resource pooling • Multi-tenant shared management resources http://frictionlessenterprise.com/ | Arrow ECS London - November 2013 | © Procullux Limited, 2013
  20. 20. Combine the best of the cloud … http://frictionlessenterprise.com/ | Arrow ECS London - November 2013 | © Procullux Limited, 2013
  21. 21. … with what’s important to midmarket http://frictionlessenterprise.com/ | Arrow ECS London - November 2013 | © Procullux Limited, 2013
  22. 22. SaaS business models http://frictionlessenterprise.com/ | Arrow ECS London - November 2013 | © Procullux Limited, 2013
  23. 23. Where’s the value? € Business value Time-to-market value Implementation cost Operational cost € http://frictionlessenterprise.com/ | Arrow ECS London - November 2013 | © Procullux Limited, 2013
  24. 24. Leverage customer cost savings http://frictionlessenterprise.com/ | Arrow ECS London - November 2013 | © Procullux Limited, 2013
  25. 25. Adjust to new revenue cycles 100 40 Year 1 40 40 Year 2 Year 3 Year 4 http://frictionlessenterprise.com/ | Arrow ECS London - November 2013 | © Procullux Limited, 2013
  26. 26. Build relationships Strategic guidance Sourcing Extensions Trusted advisor Integration Config & delivery http://frictionlessenterprise.com/ | Arrow ECS London - November 2013 | © Procullux Limited, 2013
  27. 27. A final thought … http://frictionlessenterprise.com/ | Arrow ECS London - November 2013 | © Procullux Limited, 2013
  28. 28. Questions? http://frictionlessenterprise.com/ | Arrow ECS London - November 2013 | © Procullux Limited, 2013
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