The SaaS Business Tune-up is offered by Montclair Advisors to help all types of software companies gain greater visibility into their overall business practices. The SaaS Business Tune-up delivers a scorecard that can help businesses tune their processes to generate more revenue and avoid costly SaaS mistakes.

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Learning More About
The SaaS Business Tune-up
Presented by
Montclair Advisors
October 2009

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Where the SaaS Tune-up Can Be Beneficial
• For existing SaaS companies:
 Delivers a complete view of business using SaaS operating metrics
 Compare planned performance against SaaS industry leading practices
 Diagnostic tool for determining areas of improvement in the business
 Useful in communicating to boards and investors about SaaS businesses
• For traditional SaaS companies:
 Delivers point-in-time benchmarks for business planning purposes
 Compare planned performance against industry and SaaS benchmarks
 Useful when building out SaaS migration or new business plan
 Can help companies avoid making costly SaaS business mistakes

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Quickly Address Common SaaS Challenges
Pricing
New
Products
Sales
Model
Comp
Plans
Marketing
Strategies
Software
Delivery
Development
& Upgrades
Integration
Partnerships
Data Center
Management
The SaaS Business Tune-up provides actionable advice on a wide variety
of areas that will help your business to be more productive, generate more
revenue and avoid costly mistakes.
Software
Trials
Cash Flow

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SaaS Business Tune-up Process
• Kickoff meeting
• Interview key executives and stakeholders
• Product demonstration
• Evaluate corporate presentation
• Review financial and background materials
• Build out SBT scorecard
• Deliver findings
Typical evaluation takes less than 2 days, so results are delivered
quickly and cost effectively.

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SaaS Business Tune-up Business Dimensions
Smart SaaS Workshop
Client: ACME
Date: 09/24/09
Dimension Sub-Dimension Key Themes Core or Partner
STRATEGY
Vision License model, Hybrid, pure SaaS, timing, market, verticals, Enterprise/SMB, global Core
Goals & Objectives Revenues, marketshare, customers, M&A Core
Value Proposition Messaging, Brand, ROI, TCO, competitive advantage, better-faster-cheaper Core
Metrics CAC,CLTV, Churn, CMRR Core
Alignment Organizational buy-in, communications with external constituiencies Core + Partner
MARKET ANALYSIS
Segment Market, verticals, enterprise vs. SMB, global Core
Position Leader, early adopter, ability to execute, follower Core + Partner
Competition SaaS, on-premise, vertical segments, ERP, new entrants, global Core
Partners & Channels PaaS, functional ISV's, integration, security, resellers, Core + Partner
Influencers Industry, financial, bloggers, communities, customers Core
PRODUCTS & SERVICES
Roadmap SaaS, on-premise, migration, hybrid, legacy, Cloud computing Core
Development Releases, upgrades, testing, methodology Core + Partner
Infrastructure & Architecture Multi-tenancy, open source, OS, database, browsers, UI, hardware, VM, Cloud computing Core + Partner
Integration Third party applications, API's, security, reporting, compliance Core + Partner
Security Safe Harbor, SAS70, HIPPA, PCI Core + Partner
Performance & Scalability Multi-tenancy, load balancing, DR, Cloud computing Partner
ORGANIZATION & MANAGEMENT
Structure Management structure Core + Partner
Alignment Goals and objectives Core + Partner
Experience SaaS, migration, architecture, Cloud computing, integration, security Core + Partner
Training Competencies, skills development, certifications Partner
Incentives Compensation, quotas Core + Partner
SALES & MARKETING
Messaging & Positioning Value proposition, ROI, TCO, community, brand Core
Demand Generation CAC, marketing automation, social networking, Google Adwords, SEO Core + Partner
Social Networking Twitter, Facebook, LinkedIn, blogging, communities, forums, user groups
Packaging Suites, modules, SMB
Pricing RPU, renewals, upsell, cross sell
FINANCE & OPERATIONS
Customer Support Churn, renewals, customer satisfaction Partner
Finances Billing, reporting, contracts, renewals Partner
Compliance SAS70, Sarbanes-Oxley, SEC, reporting Partner
Hosting Data center, operations, managed services, DR, Cloud computing, SLA Partner

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SaaS Tune-up Dashboard Report
Easy to read scorecard findings with meaningful graphics

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Case Study
Vocera Communications
Challenges:
Selling a specialized communication solution to emergency rooms and hospitals using a
traditional hardware/software license model. Healthcare prospects, due to the recession,
had very limited capital dollars had slowed pipeline growth and sales. Had unsuccessfully
launched subscription service.
Solutions:
 Re-package product offering
 Refined pricing strategy
 New messaging
 Updated standard contract
Results:
Sold first two subscription-based packages within 30 days of completing Tune-up

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SaaS Business Tune-up Benefits
 Powerful way to view your business from a true SaaS perspective
 Generate more revenue by tuning sales and marketing processes
 Useful communications tool for use with boards and investors
 Develop understanding and ability to use key SaaS metrics
 Solid tool for comparing company against industry averages
 Findings deliver actionable advice to fix problems quickly
 Modest investment of time and resources
 Avoid costly SaaS mistakes

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Companies Covered in 2009PublicPrivate
Very Small BusinessSMBEnterprise
Valuable SaaS Best Practices Knowledge

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Montclair Advisors provides personalized Software-as-a-Service advisory
services designed to help SaaS-based and non-SaaS-based software companies
to optimize their business models, improve revenues, control costs and deliver
world-class software.
Visit us at www.montclairadvisors.com, check out our Smart SaaS blog at
www.montclairadvisors.com/blog and follow us on Twitter @Montclairadvrs.
Kevin Dobbs, Owner - Managing Partner
Office: 510-336-0019
Email: kevin@montclairadvisors.com
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