Title The Death of the Enterprise Software Buying Cycle? M.R. Rangaswami May 2008
Today’s Agenda <ul><li>Death of the Enterprise Software Buying Cycle? </li></ul><ul><ul><li>M.R. Rangaswami, SandHill.com ...
M.R. Rangaswami, Sand Hill Group <ul><li>Buying enterprise software has changed </li></ul><ul><ul><li>From perpetual licen...
Enterprise Sales have Changed <ul><li>Changes in the Sales & Marketing  process </li></ul>Old New Marketing Print, confere...
Today’s Agenda <ul><li>Death of the Enterprise Software Buying Cycle? </li></ul><ul><ul><li>M.R. Rangaswami, SandHill.com ...
Douglas Harr, Ingres Corporation CIO <ul><li>Ingres  = A leading provider of open source database management software and ...
SaaS and the CIO <ul><li>The evolved CIO:  We focus more on business alignment, strategy, innovation and enablement. </li>...
SaaS Solution Selection <ul><li>SaaS Defined:  Superior SaaS solutions are correctly architected to leverage multi-tenancy...
Today’s Agenda <ul><li>Death of the Enterprise Software Buying Cycle? </li></ul><ul><ul><li>M.R. Rangaswami, SandHill.com ...
SaaS Executive Panel Douglas Harr Ingres David Knight WebEx Dan Druker Intacct Ken Rudin LucidEra
WebEx Snapshot <ul><li>10+ years of SaaS innovation </li></ul><ul><li>Complete collaboration suite and platform </li></ul>...
<ul><li>The leading provider of on-demand financial management and accounting applications </li></ul><ul><li>Bringing inno...
Ken Rudin, LucidEra CEO and Co-Founder LucidEra has  taken the complexity out of analytics  so that more people and compan...
SaaS Executive Panel Douglas Harr Ingres David Knight WebEx Dan Druker Intacct Ken Rudin LucidEra
Contact Information <ul><li>M.R. Rangaswami </li></ul><ul><ul><li>[email_address] </li></ul></ul><ul><li>Douglas Harr </li...
Watch the Recording Today! <ul><li>Click Here to view the Recording </li></ul>
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Death Of the Enterprise Buying Cycle

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Recent webinar with Sandhill.com on the topic of Enterprise Software vs. SaaS.

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Transcript of "Death Of the Enterprise Buying Cycle"

  1. 1. Title The Death of the Enterprise Software Buying Cycle? M.R. Rangaswami May 2008
  2. 2. Today’s Agenda <ul><li>Death of the Enterprise Software Buying Cycle? </li></ul><ul><ul><li>M.R. Rangaswami, SandHill.com </li></ul></ul><ul><li>SaaS and the CIO </li></ul><ul><ul><li>Douglas Harr, Ingres Corporation </li></ul></ul><ul><li>SaaS Executive Panel </li></ul><ul><ul><li>David Knight , WebEx </li></ul></ul><ul><ul><li>Dan Druker , Intacct </li></ul></ul><ul><ul><li>Ken Rudin , LucidEra </li></ul></ul><ul><ul><li>Douglas Harr , Ingres </li></ul></ul>
  3. 3. M.R. Rangaswami, Sand Hill Group <ul><li>Buying enterprise software has changed </li></ul><ul><ul><li>From perpetual licenses to subscriptions, on-demand, open source </li></ul></ul><ul><ul><li>From CIOs and centralized buying to distributed decisions by business managers and users </li></ul></ul><ul><ul><li>From in-person meetings to emails and downloads </li></ul></ul><ul><li>Selling of enterprise software must change </li></ul><ul><ul><li>Marketing changes </li></ul></ul><ul><ul><li>Sales changes </li></ul></ul>
  4. 4. Enterprise Sales have Changed <ul><li>Changes in the Sales & Marketing process </li></ul>Old New Marketing Print, conferences Online, keywords, email Sales force Expensive reps, on-site demos Telemarketing, free trials Sales cycle 6-12 months 0-3 months Implementation Long Short Support 800 calls log issues and then wait Go online & find answers quickly
  5. 5. Today’s Agenda <ul><li>Death of the Enterprise Software Buying Cycle? </li></ul><ul><ul><li>M.R. Rangaswami, SandHill.com </li></ul></ul><ul><li>SaaS and the CIO </li></ul><ul><ul><li>Douglas Harr, Ingres Corporation </li></ul></ul><ul><li>SaaS Executive Panel </li></ul><ul><ul><li>David Knight , WebEx </li></ul></ul><ul><ul><li>Dan Druker , Intacct </li></ul></ul><ul><ul><li>Ken Rudin , LucidEra </li></ul></ul><ul><ul><li>Douglas Harr , Ingres </li></ul></ul>
  6. 6. Douglas Harr, Ingres Corporation CIO <ul><li>Ingres = A leading provider of open source database management software and support services </li></ul><ul><li>IT Sourcing Strategy = 100% SaaS or Open Source solutions </li></ul><ul><li>Solutions include: </li></ul><ul><ul><li>Financials/Distribution = Intacct (125 Users) </li></ul></ul><ul><ul><li>Salesforce Automation = Salesforce.com (135 Users) </li></ul></ul><ul><ul><li>Sales Compensation = Xactly (70 Users) </li></ul></ul><ul><ul><li>Business Intelligence = Ingres Icebreaker for Jaspersoft (25 Users in Phase 1) </li></ul></ul><ul><ul><li>Human Resources Automation = ADP (345 Users) </li></ul></ul><ul><ul><li>Web Site, Community, Distribution = Open Source solutions on Ingres DBMS </li></ul></ul><ul><li>Intacct for Financials – OE, AR, GL, AP, PO, Cash Mgt </li></ul><ul><li>Salesforce for Lead/Account Management, Opportunity Management </li></ul><ul><li>Futures: Professional Services Automation, Marketing automation, Contract Management, </li></ul>
  7. 7. SaaS and the CIO <ul><li>The evolved CIO: We focus more on business alignment, strategy, innovation and enablement. </li></ul><ul><li>The CIO’s strategy & architecture: Plans need to encompass SaaS, integration, & reporting solutions. </li></ul><ul><li>Single-vendor platforms: There is no longer a need to rely on one vendor for an all-encompassing business application platform. </li></ul><ul><li>Business focus: With SaaS solutions, the need for the cio to spend inordinate amounts of time on infrastructure is reduced. </li></ul><ul><li>Vendor focus: System selection and vendor management are as important as ever before. </li></ul><ul><li>Line of business: LOB leaders can more directly influence and drive the identification and selection of solutions, and while the cio needs to participate, this needs to be collaborative. </li></ul>
  8. 8. SaaS Solution Selection <ul><li>SaaS Defined: Superior SaaS solutions are correctly architected to leverage multi-tenancy, and evolved data centers. </li></ul><ul><li>Extensibility: Superior SaaS solutions are highly extensible - critical to assuring fit for unanticipated requirements. </li></ul><ul><li>Integration: The best have advanced standards-based integration capabilities. </li></ul><ul><li>Reporting: Have a plan for integrated reporting across your best-of-breed solutions. </li></ul><ul><li>Auditability: SAS70 is not a set of standards – continue to review and understand the security assertions of the vendor </li></ul><ul><li>Deal Term: Sign for 1 year initial term, with additional commitment that is not auto-renewable </li></ul><ul><li>Variable Cost: Assure user count or subscription basis is adjustable upwards or downwards at renewal dates or continually. </li></ul><ul><li>Data Recovery: Be sure there are provisions to obtain your data in case of disaster or cessation of the agreement </li></ul>
  9. 9. Today’s Agenda <ul><li>Death of the Enterprise Software Buying Cycle? </li></ul><ul><ul><li>M.R. Rangaswami, SandHill.com </li></ul></ul><ul><li>SaaS and the CIO </li></ul><ul><ul><li>Douglas Harr, Ingres Corporation </li></ul></ul><ul><li>SaaS Executive Panel </li></ul><ul><ul><li>David Knight , WebEx </li></ul></ul><ul><ul><li>Dan Druker , Intacct </li></ul></ul><ul><ul><li>Ken Rudin , LucidEra </li></ul></ul><ul><ul><li>Douglas Harr , Ingres </li></ul></ul>
  10. 10. SaaS Executive Panel Douglas Harr Ingres David Knight WebEx Dan Druker Intacct Ken Rudin LucidEra
  11. 11. WebEx Snapshot <ul><li>10+ years of SaaS innovation </li></ul><ul><li>Complete collaboration suite and platform </li></ul><ul><li>35,000 customer companies </li></ul><ul><li>Individuals  Fortune 5 </li></ul><ul><li>2.6 million registered users in dozens of countries </li></ul><ul><li>Now a Cisco Technology Group </li></ul>
  12. 12. <ul><li>The leading provider of on-demand financial management and accounting applications </li></ul><ul><li>Bringing innovation to the world of accounting </li></ul><ul><li>Numerous awards </li></ul><ul><li>More than 2,500 clients and 100+ partners </li></ul>Dan Druker, Intacct Corporation SVP Marketing & Bus Development Best Financial Software Best for QuickBooks Graduates Top Innovator
  13. 13. Ken Rudin, LucidEra CEO and Co-Founder LucidEra has taken the complexity out of analytics so that more people and companies can take advantage of analytical insights. - Denis Pombriant, Beagle Research ” “ <ul><li>Leading the market shift to business analytics as a service </li></ul><ul><li>Prebuilt analytic applications for sales, marketing, and finance </li></ul>
  14. 14. SaaS Executive Panel Douglas Harr Ingres David Knight WebEx Dan Druker Intacct Ken Rudin LucidEra
  15. 15. Contact Information <ul><li>M.R. Rangaswami </li></ul><ul><ul><li>[email_address] </li></ul></ul><ul><li>Douglas Harr </li></ul><ul><ul><li>[email_address] </li></ul></ul><ul><li>David Knight, </li></ul><ul><ul><li>[email_address] </li></ul></ul><ul><li>Daniel Druker </li></ul><ul><ul><li>[email_address] </li></ul></ul><ul><li>Ken Rudin </li></ul><ul><ul><li>[email_address] </li></ul></ul>
  16. 16. Watch the Recording Today! <ul><li>Click Here to view the Recording </li></ul>

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