DENNIS HOWLETT



SELECTING A SAAS PROVIDER

   ‣   24th September, 2010

   ‣   ICAEW



                                ...
OBLIGATORY ADVERT




              AccMan
MORE ADVERTS
‣   Former partner in UK firm of CAs

‣   Contract negotiator and selection consultant

‣   Industry analyst

...
SAAS APPS GROWTH
‣   “Every SaaS vendor in the Software
    Insider Index® drove 14% to 26%
    growth despite the pick up...
SAAS APPS GROWTH
‣   Kashflow - 100% YoY growth 2009>2010,
    same 2010>2011

‣   Xero - near term expecting 100K customer...
PROFESSIONAL PRACTICES
‣   Consider SaaS as your way of getting
    closer to clients

‣   Can SaaS open the door to value...
COMMERCIAL BUSINESS
‣   Consider SaaS for fast track subsidiary
    operations

‣   Move capex to opex

‣   Collaboration ...
BROAD CHARACTERISTICS

‣   Pay as you go billing

‣   SaaS vendors carry infrastructure cost and lion’s
    share of risk
...
CONSEQUENCES
‣   On-prem vendors become disintermediated

‣   Utility computing models inherent in SaaS
    lead to more i...
WHAT DOES SAAS LOOK LIKE?
‣   Collaboration plays with dashboards

‣   Process plays across verticals

‣   Co-mingling soc...
STATE OF READINESS
‣   Most SME apps are in a relatively early stage of development offering
    nuanced capabilities

‣  ...
HOW TO SELECT?

‣   Determine your pain point

‣   Undertake needs analysis

‣   Match needs to solutions

‣   Due diligen...
PROFESSIONAL PRACTICE

‣   Be prepared to experiment - not all apps will suit all clients (throw
    away apps/multiple ap...
COMMERCIAL OPERATIONS

‣   Cost/benefit analysis is critical in replacement situations

‣   Potential investment write off/...
REMEMBER IMPLEMENTATION


‣   Salesforce: the Facebook for enterprise? (Chatter and Seesmic
    integration)

‣   Xero/Fre...
DEALING WITH VENDORS

‣   “You don’t get a pass cuz yer SaaS” - Frank Scavo

‣   In most situations, this will be an IT st...
DEALING WITH VENDORS

‣   Undertake TCO analysis in the buy cycle

‣   Independently source customer references (Google ve...
ISSUES TO CONSIDER

‣   Security should not be an issue - c.f. on-premise

‣   Availability should be superior to on-prem
...
ISSUES TO CONSIDER

‣   Security should not be an issue - c.f. on-premise

‣   Availability should be superior to on-prem
...
AVAILABILITY - INTACCT




                         AccMAn
WHEN IT GOES WRONG
‣   ClearBooks outtage w/e 29th August is a
    classic case of not understanding the
    underpinnings...
BEWARE INCUMBENT FUD


‣   It’s not Sage/Microsoft/MYOB etc

‣   It’s not secure/available/customizable
    etc etc

‣   H...
DUE DILIGENCE AND FUD


‣   Claim: “NetSuite has never made
    money in its 10 year history.”
    Untrue.

‣   SaaS vendo...
SAFEGUARDS


‣   There are NO standards - CIF but beware

‣   Customer Bill of Rights

‣   Data location - DPA is NOT as r...
YOUR JOB




           AccMan
BEWARE INCUMBENT FUD




                       AccMAn
BUT...



Do the math (honestly) for
yourself (or get help)




                             AccMAn
GOOD NEWS EXAMPLE




                    AccMan
DENNIS HOWLETT


                Q&A - RESOURCES
‣   AccMan - http://accmanpro.com

‣   Irregular Enterprise - http://blog...
DENNIS HOWLETT



CONTACT
  ‣   email: dahowlett@gmail.com

  ‣   Twitter: http://twitter.com/dahowlett

  ‣   Skype/Faceb...
DENNIS HOWLETT



THANKS & CREDITS
  ‣   Thanks for your attention

  ‣   Thanks to Hugh MacLeod: http://www.gapingvoid.co...
Upcoming SlideShare
Loading in …5
×

Selecting SaaS providers

2,465 views
2,357 views

Published on

My talk on the SaaS environment and what it takes to get the right provider

Published in: Technology
0 Comments
1 Like
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total views
2,465
On SlideShare
0
From Embeds
0
Number of Embeds
34
Actions
Shares
0
Downloads
35
Comments
0
Likes
1
Embeds 0
No embeds

No notes for slide































  • Selecting SaaS providers

    1. 1. DENNIS HOWLETT SELECTING A SAAS PROVIDER ‣ 24th September, 2010 ‣ ICAEW AccMan
    2. 2. OBLIGATORY ADVERT AccMan
    3. 3. MORE ADVERTS ‣ Former partner in UK firm of CAs ‣ Contract negotiator and selection consultant ‣ Industry analyst ‣ SAP Mentor (1/100 out of 2 million+ community) ‣ ZD Net contributor (enterprise applications) ‣ AccMan (PSA innovation) AccMan
    4. 4. SAAS APPS GROWTH ‣ “Every SaaS vendor in the Software Insider Index® drove 14% to 26% growth despite the pick up in on- premises license sales.” (Ray Wang - Altimeter: 20th Aug, 2010) ‣ Salesforce.com +24.8% ‣ NetSuite +16.9% ‣ SuccessFactors +26.7% AccMan
    5. 5. SAAS APPS GROWTH ‣ Kashflow - 100% YoY growth 2009>2010, same 2010>2011 ‣ Xero - near term expecting 100K customers, 22K in 2010, may hit 40K 2011 ‣ IDC sees SaaS accounting as the no.3 growing apps space ‣ AccMan tracking 10% month over month growth in 2010 for major vendors in SME space ‣ Close to 70 apps plays available in the UK of varying types AccMan
    6. 6. PROFESSIONAL PRACTICES ‣ Consider SaaS as your way of getting closer to clients ‣ Can SaaS open the door to value add? ‣ Benchmarking? ‣ SaaS as a way to reduce operational cost tor you and clients ‣ Should you be bundling services? AccMan
    7. 7. COMMERCIAL BUSINESS ‣ Consider SaaS for fast track subsidiary operations ‣ Move capex to opex ‣ Collaboration environments ‣ Moving finance to the centre of operations ‣ Transformational change AccMan
    8. 8. BROAD CHARACTERISTICS ‣ Pay as you go billing ‣ SaaS vendors carry infrastructure cost and lion’s share of risk ‣ Modest implementation cost c.f. on-premise ‣ Fast track innovation cycles - typically 4x pa ‣ Richer user experience/productivity AccMan
    9. 9. CONSEQUENCES ‣ On-prem vendors become disintermediated ‣ Utility computing models inherent in SaaS lead to more innovation ‣ Potential for unpleasant lock-in is real ‣ Things go wrong (gasp) AccMAn
    10. 10. WHAT DOES SAAS LOOK LIKE? ‣ Collaboration plays with dashboards ‣ Process plays across verticals ‣ Co-mingling social apps with finance ‣ Vertical market specific ‣ Extensible apps through APIs AccMAn
    11. 11. STATE OF READINESS ‣ Most SME apps are in a relatively early stage of development offering nuanced capabilities ‣ Twinfield most advanced for professionals ‣ NetSuite most mature in commercial arena ‣ SAP Business ByDesign will be a fast follower ‣ FinancialForce making the funky process play ‣ Workday hitting the large enterprises AccMAn
    12. 12. HOW TO SELECT? ‣ Determine your pain point ‣ Undertake needs analysis ‣ Match needs to solutions ‣ Due diligence ‣ Negotiate (where possible) AccMAn
    13. 13. PROFESSIONAL PRACTICE ‣ Be prepared to experiment - not all apps will suit all clients (throw away apps/multiple apps?) ‣ Analyse portfolio for client readiness - might include shoebox types ‣ For SME clients: think end user not accounting types - UX matters !! ‣ For larger clients: think business process and collaboration AccMAn
    14. 14. COMMERCIAL OPERATIONS ‣ Cost/benefit analysis is critical in replacement situations ‣ Potential investment write off/closing out data centre contracts? ‣ Business reach - strategic thinking (Salesforce environments?) ‣ Speed to value (the Facebook effect) ‣ Data cleansing (all too often under estimated) AccMAn
    15. 15. REMEMBER IMPLEMENTATION ‣ Salesforce: the Facebook for enterprise? (Chatter and Seesmic integration) ‣ Xero/FreeAgent obsessive about cust experience, zero training ‣ NetSuite/SAP BYD require implementation services. Look for 1:1/1.5 cost AccMAn
    16. 16. DEALING WITH VENDORS ‣ “You don’t get a pass cuz yer SaaS” - Frank Scavo ‣ In most situations, this will be an IT style project like most others ‣ Fake SaaS v ‘real’ SaaS - the multi-tenancy issue ‣ Examine contracts carefully, embody demos in contracts ‣ Do vendors embody the SaaS Bill of Rights? AccMAn
    17. 17. DEALING WITH VENDORS ‣ Undertake TCO analysis in the buy cycle ‣ Independently source customer references (Google vendors) ‣ Reserve the right to include 3rd party advisors ‣ In large scale deployments ensure you include all moving parts ‣ Data management? AccMAn
    18. 18. ISSUES TO CONSIDER ‣ Security should not be an issue - c.f. on-premise ‣ Availability should be superior to on-prem ‣ Data centre location is NOT an issue ‣ BUT - you must run detailed checks on these issues ‣ Due diligence on the vendor is vitally important AccMAn
    19. 19. ISSUES TO CONSIDER ‣ Security should not be an issue - c.f. on-premise ‣ Availability should be superior to on-prem ‣ Data centre location is NOT an issue ‣ BUT - you must run detailed checks on these issues ‣ Due diligence on the vendor is vitally important AccMAn
    20. 20. AVAILABILITY - INTACCT AccMAn
    21. 21. WHEN IT GOES WRONG ‣ ClearBooks outtage w/e 29th August is a classic case of not understanding the underpinnings required for SaaS/cloud ‣ 3 days data lost ‣ No user communication except on GetSatisfaction ‣ No user data download ‣ Audit should not be overlooked AccMAn
    22. 22. BEWARE INCUMBENT FUD ‣ It’s not Sage/Microsoft/MYOB etc ‣ It’s not secure/available/customizable etc etc ‣ Hybrid is better (if you must) ‣ It doesn’t do Excel AccMAn
    23. 23. DUE DILIGENCE AND FUD ‣ Claim: “NetSuite has never made money in its 10 year history.” Untrue. ‣ SaaS vendors can make incumbents look incredibly foolish very easily. AccMAn
    24. 24. SAFEGUARDS ‣ There are NO standards - CIF but beware ‣ Customer Bill of Rights ‣ Data location - DPA is NOT as rigorous as it sounds ‣ Data retrieval - your rights? AccMAn
    25. 25. YOUR JOB AccMan
    26. 26. BEWARE INCUMBENT FUD AccMAn
    27. 27. BUT... Do the math (honestly) for yourself (or get help) AccMAn
    28. 28. GOOD NEWS EXAMPLE AccMan
    29. 29. DENNIS HOWLETT Q&A - RESOURCES ‣ AccMan - http://accmanpro.com ‣ Irregular Enterprise - http://blogs.zdnet.com/Howlett ‣ DealArchitect: http://typepad.dealarchitect.com ‣ Software Insider: http://blog.softwareinsider.org ‣ Software as Services: blogs.zdnet.com/SAAS ‣ Enterprise Systems Spectator: http://fscavo.blogspot.com/ Certification 5
    30. 30. DENNIS HOWLETT CONTACT ‣ email: dahowlett@gmail.com ‣ Twitter: http://twitter.com/dahowlett ‣ Skype/Facebook/LinkedIn: dahowlett ‣ te: +34 953 708 636/+34 607 482 739 AccMan
    31. 31. DENNIS HOWLETT THANKS & CREDITS ‣ Thanks for your attention ‣ Thanks to Hugh MacLeod: http://www.gapingvoid.com for use of his art ‣ Thanks to iCanHasCheezBurger.com for humor additions ‣ Thanks to colleagues at EIs/EAs ‣ Thanks to Compfight for providing CCC Flickr images AccMan

    ×