Applications as a Path to Software Vendors’ Revenue Growth
 

Applications as a Path to Software Vendors’ Revenue Growth

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Applications as a Path to Software Vendors’ Revenue Growth Applications as a Path to Software Vendors’ Revenue Growth Presentation Transcript

  • Applications as a Path to Software Vendors’ Revenue Growth Insights from TBR’s Software Vendor Benchmark Technology Business Research Quarterly Webinar Series Oct. 3, 2013 TBR T E C H N O L O G Y B U S I N E S S R ES E AR C H , I N C .
  • Insights from TBR’s Software Vendor Benchmark: Webinar Presenters Stuart Williams Director, TBR’s Software and Cloud Practice stuart.williams@tbri.com @s2_williams Elizabeth Hedstrom Henlin Enterprise Software Analyst elizabeth.hedstromhenlin@tbri.com @EAHHTBR 2 TBR Quarterly Webinar Series | 10.3.13 | www.tbri.com | ©2013 Technology Business Research Inc. TBR
  • Insights from TBR’s Software Vendor Benchmark: Webinar Agenda Market State • Insights from TBR’s Software Vendor Benchmark 2014 Vendor Outlook • Insights from TBR coverage of the software market: • How are leading vendors expanding applications market reach through: • Alliances • Vertical Applications • Portfolio Interoperability 3 TBR Quarterly Webinar Series | 10.3.13 | www.tbri.com | ©2013 Technology Business Research Inc. TBR
  • TBR TBR Projections: CY14 Enterprise Software Market Opportunity 4 TBR Quarterly Webinar Series | 10.3.13 | www.tbri.com | ©2013 Technology Business Research Inc.
  • Insights from TBR’s Software Vendor Benchmark: 2014 Outlook TBR Software vendors that incorporate cloud delivery and value-add features into core applications and platforms are best positioned for CY14 growth TBR Projections: 2014 Enterprise Software Vendor Landscape 1HCY14 Revenue Opportunity: Install Base Defense Ally vs. Develop: If costs to build features impact margin, carefully choose new (and nontraditional) allies. 5 2HCY14 Revenue Opportunity: Profitable Customer Acquisition Growth: Customer acquisition via partner-led sales or opportunity to sell to partners’ customers Margin: Sell new offerings as part of flagship product to maximize margin. TBR Quarterly Webinar Series | 10.3.13 | www.tbri.com | ©2013 Technology Business Research Inc.
  • Insights from TBR’s Software Vendor Benchmark: Landscape Overview TBR 2H13 revenue growth leaders will monetize current market momentum through share-of-wallet sales Applications vendors and applications delivery partners are positioned to drive sales of products linked to business and vertical applications in 2H13 SLIPPING LEADERS LAGGARDS IMPROVING SOURCE: TBR RESEARCH AND ESTIMATES; COMPANY DATA AND ESTIMATES NOTE: SIZE OF BUBBLE REPRESENTS SCALE OF REVENUE WITHIN COVERED LANDSCAPE. 6 TBR Quarterly Webinar Series | 10.3.13 | www.tbri.com | ©2013 Technology Business Research Inc.
  • Insights from TBR’s Software Vendor Benchmark: Key Trends TBR License revenue growth leaders are tying applications optimization and management to core value propositions to create market opportunities Vendors’ 2H13 challenge remains tying core businesses to adjacent market segments that can create share of wallet opportunities for revenue growth SOURCE: TBR RESEARCH AND ESTIMATES; COMPANY DATA AND ESTIMATES NOTE: SIZE OF BUBBLE REPRESENTS SCALE OF REVENUE WITHIN COVERED LANDSCAPE. 7 TBR Quarterly Webinar Series | 10.3.13 | www.tbri.com | ©2013 Technology Business Research Inc.
  • Insights from TBR’s Software Vendor Benchmark: Key Trends TBR Profitability remains a high priority for software vendors, as it demonstrates competitive traction relative to peers Margin growth leaders are tightly managing costs to stabilize profitability — keeping at least one consistent growth story up front with customers and Wall Street SOURCE: TBR RESEARCH AND ESTIMATES; COMPANY DATA AND ESTIMATES NOTE: SIZE OF BUBBLE REPRESENTS SCALE OF REVENUE WITHIN COVERED LANDSCAPE. 8 TBR Quarterly Webinar Series | 10.3.13 | www.tbri.com | ©2013 Technology Business Research Inc.
  • TBR TBR Outlook for 2014: Software Vendor Analysis 9 TBR Quarterly Webinar Series | 10.3.13 | www.tbri.com | ©2013 Technology Business Research Inc.
  • Insights from TBR’s Software Business Quarterly Reports: 2014 Outlook TBR Customers’ desire for growth is unabated by spending restraints, placing vendors with broad portfolios closest to being seen as trusted advisors Software Vendor Outlook for CY14 Alliances: Cooperation to migrate traditional software vendors into new segments Vertical Applications: Integrated industry-oriented solutions to reach adjunct addressable markets Interoperability: Increase consumption and shareof-wallet sales through portfolio integration. SOURCE: TBR RESEARCH AND ESTIMATES; COMPANY DATA AND ESTIMATES 10 TBR Quarterly Webinar Series | 10.3.13 | www.tbri.com | ©2013 Technology Business Research Inc.
  • Insights from TBR’s Software Vendor Benchmark: Covered Vendor Research Highlights TBR Winning vendors are establishing partnerships that facilitate growth of core businesses while extending customer and partner ecosystems Highlighted Case Studies — TBR Software Business Quarterly Vendor Reports • • Oracle and Microsoft will each realize increased brand profile and cloud sales through their partnership as the firms collaborate to optimize cloud portfolio integration, certification of each firm’s infrastructure, and targeted reselling of select offerings to Oracle’s and Microsoft’s install bases. With the recent announcement of a nine-year strategic alliance to integrate respective cloud offerings from Oracle and Salesforce.com, Oracle will position applications and database offerings to a potential selling base in excess of 100,000 customers. SOURCE: TBR RESEARCH AND ESTIMATES; COMPANY DATA AND ESTIMATES 11 TBR Quarterly Webinar Series | 10.3.13 | www.tbri.com | ©2013 Technology Business Research Inc.
  • Insights from TBR’s Software Business Quarterly Reports: 2014 Outlook TBR Customers’ desire for growth is unabated by spending restraints, placing vendors with broad portfolios closest to being seen as trusted advisors Software Vendor Outlook for CY14 Alliances: Cooperation to migrate traditional software vendors into new segments Vertical Applications: Integrated industry-oriented solutions to reach adjunct addressable markets Interoperability: Increase consumption and shareof-wallet sales through portfolio integration. SOURCE: TBR RESEARCH AND ESTIMATES; COMPANY DATA AND ESTIMATES 12 TBR Quarterly Webinar Series | 10.3.13 | www.tbri.com | ©2013 Technology Business Research Inc.
  • Insights from TBR’s Software Vendor Benchmark: Covered Vendor Research Highlights TBR A vertically targeted go-to-market strategy will help traditional vendors differentiate and expand the addressable market of existing solutions Highlighted Case Studies — TBR Software Business Quarterly Vendor Reports • • SAP’s increasing attention to verticals will increase the company’s market traction and will escalate market engagements with long-time competitor Oracle, an established vertical-oriented vendor with Oracle’s Global Business Units division. SAS will invest in monetizing best practices from its deep install base to increase vertical solutions, particularly customer intelligence capabilities and fraud management solutions, in response to escalating competitive investment in the BI and analytics market. SOURCE: TBR RESEARCH AND ESTIMATES; COMPANY DATA AND ESTIMATES 13 TBR Quarterly Webinar Series | 10.3.13 | www.tbri.com | ©2013 Technology Business Research Inc.
  • Insights from TBR’s Software Business Quarterly Reports: 2014 Outlook TBR Customers’ desire for growth is unabated by spending restraints, placing vendors with broad portfolios closest to being seen as trusted advisors Software Vendor Outlook for CY14 Alliances: Cooperation to migrate traditional software vendors into new segments Vertical Applications: Integrated industry-oriented solutions to reach adjunct addressable markets Interoperability: Increase consumption and shareof-wallet sales through portfolio integration. SOURCE: TBR RESEARCH AND ESTIMATES; COMPANY DATA AND ESTIMATES 14 TBR Quarterly Webinar Series | 10.3.13 | www.tbri.com | ©2013 Technology Business Research Inc.
  • Insights from TBR’s Software Vendor Benchmark: Covered Vendor Research Highlights TBR Software vendors will integrate portfolios to provide seamless end-user experiences, driving install base upselling and cross-selling opportunities Highlighted Case Studies — TBR Software Business Quarterly Vendor Reports • • • The deep integration of Red Hat’s diverse portfolio (with Linux, middleware and virtualization tied together) will increase Red Hat’s appeal to current and potential partners. In June HP introduced HAVEn, a BI and analytics platform that encompasses components from HP’s software (including Autonomy, Vertica and ArcSight), hardware and professional services portfolios. IBM Software’s focus on simplifying solutions and reducing barriers to adoption for line-of-business users, as exemplified in its analytics portfolio, will help deliver on IBM’s new value proposition, “Easy, Fast and Smart.” SOURCE: TBR RESEARCH AND ESTIMATES; COMPANY DATA AND ESTIMATES 15 TBR Quarterly Webinar Series | 10.3.13 | www.tbri.com | ©2013 Technology Business Research Inc.
  • TBR Questions? 16 TBR Quarterly Webinar Series | 10.3.13 | www.tbri.com | ©2013 Technology Business Research Inc.
  • TBR For further information, please contact: Stuart Williams Director, TBR’s Software and Cloud Practice stuart.williams@tbri.com @s2_williams Elizabeth Hedstrom Henlin Enterprise Software Analyst elizabeth.hedstromhenlin@tbri.com @EAHHTBR Twitter: @TBRinc SlideShare: www.slideshare.net/TBR_Market_Insight YouTube: www.youtube.com/user/TBRIChannel 17 TBR Quarterly Webinar Series | 10.3.13 | www.tbri.com | ©2013 Technology Business Research Inc.
  • About TBR Contact Us Technology Business Research, Inc. is a leading independent technology market research and consulting firm specializing in the business and financial analyses of hardware, software, professional services, telecom and enterprise network vendors, and operators. 1.603.929.1166 info@tbri.com www.tbri.com 11 Merrill Drive Hampton, NH 03842 USA Serving a global clientele, TBR provides timely and actionable market research and business intelligence in formats that are tailored to clients’ needs. Our analysts are available to further address client-specific issues or information needs on an inquiry or proprietary consulting basis. TBR has been empowering corporate decision makers since 1996. To learn how our analysts can address your unique business needs, please visit our website or contact us today. TBR T E C H N O L O G Y B U S I N E S S R ES E AR C H , I N C . This report is based on information made available to the public by the vendor and other public sources. No representation is made that this information is accurate or complete. Technology Business Research will not be held liable or responsible for any decisions that are made based on this information. The information contained in this report and all other TBR products is not and should not be construed to be investment advice. TBR does not make any recommendations or provide any advice regarding the value, purchase, sale or retention of securities. This report is copyright-protected and supplied for the sole use of the recipient. Contact Technology Business Research, Inc. for permission to reproduce.