SaaS For ISVs

Successful Strategies for Software as a Service (SaaS)

Agenda

The Opportunity for the ISV

Getting Started with SaaS

Transitioning to SaaS

Business Enablement

Technical Enablement

Importance of the SaaS Ecosystem

Q&A/Discussion

Innovation is still the key to growth in the software industry, but it has broader implications than in the past… .

Opportunities

Customer Intimacy –

Vertical and business process expertise

Economics

Reduced costs, increased productivity

Risk/Resource Management

Leverage and Re-use

Technical Capabilities

Core competency

Credible Mass

Reaching more end users

SaaS Value Drivers – Economic Impact Percent citing issue as critical to SaaS success

Results of Successful SaaS Strategies

Customers are more comfortable asking you for help in deployment and ongoing management issues.

The increased comfort with you as a partner paves the way for more services

Customers are looking for more integrated product and service offerings.

Customers appreciate your expertise on the product and domain in question.

Successful transformative businesses are going to operate in and monetize in an untapped market… .

Getting Started 1 Develop a business model that focuses on new market opportunities

The SaaS Business Plan

Assess new target market opportunities

where, why, how, what, and who

Look at new offerings for SaaS

Determine service offering capabilities

Determine Channel and go-to-market plans

Sales channels

Compensation issues

Geography and marketing plans

Budgets/Cash Flow issues

Pricing

Think “outside the box”

1

Companies that succeed will create applications that learn from their users … .

Transitioning to SaaS Scope of Business Services Technology and Innovation Managed Services SOA Web Services Business Services Hosted Applications Collaborative Services Web 2.0 Hosting

Technical Enablement Apply innovative technology and services to differentiate your applications from the competition 2 1 Develop a business model that focuses on new market opportunities

Differentiate and Innovate

Rapid SaaS application development

Delivering business agility and superior service with a service-oriented architecture

Processes created with a focus on business needs rather than technology

Removal of complexity and technology obstacles

Business process development to service deployment

Seamless integration and Web service monitoring

High-productivity, reliability and performance

A rich, continuous User Experience

Including UI and data access

Simple, intuitive, and compelling

2

Use an architecture of collaboration to build an advantage in the richness of shared data…

Business Enablement Apply innovative technology and services to differentiate your applications from the competition 2 1 Develop or participate in an ecosystem that is valuable and profitable and shares the RISK Develop a business model that focuses on new market opportunities 3

Importance of the SaaS Ecosystem A SaaS Ecosystem Allows for Better Business Service Integration Ecosystem Success Factors Community Content Collaboration Reliability Channel 3 Keys to Success

Closing Thoughts…. Untapped Markets… This is a great opportunity to look at ways to target smaller organizations where software in the past was inaccessible to them Adding Value …. Look at ways to create new offerings and services Change… Be the driving force by providing the opportunities to embrace it Partnerships… There is an opportunity for you to become part of the larger ecosystem – embrace it and create a new model