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Business Freemium in 2010s

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Presentation at Freemium Summit East 2010 on Business Freemium being the revolutionary new model for business applications this decade. Highlights differences from SaaS in the framework of Clayton ...

Presentation at Freemium Summit East 2010 on Business Freemium being the revolutionary new model for business applications this decade. Highlights differences from SaaS in the framework of Clayton Christensen\'s discruptive innovation model and provides specific suggestions for entrepreneurs.

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    Business Freemium in 2010s Business Freemium in 2010s Presentation Transcript

    • Another Decade,
      Another Business Apps Revolution
      October, 25th 2010
    • Every 10 Years in Business Apps….
      2
      Client Server (90s)
      SaaS (00s)
      Freemium (10s)
      “Technology is always becoming lower in cost and easier to use. It’s a continuum. Let’s ride it.”
      Marc Benioff
      November 1998
      Behind the Cloud, Play #6 Page 10
    • Disruptive Business Model (Really)
      Clayton Christensen
      Disruptive Innovation
      Simpler, easier, less profitable (?)
      New or hard to serve markets
      New business model
      New financial model
      New leaders
      3
    • Business Apps Markets by Model
      4
      Company Size
      Client Server
      SaaS (20-500 EE)
      Freemium (<10 EE) & Quickbooks
      Was Hard to Serve
      Freemium companies are servicing new global markets from the start
    • FreemiumvsSaaS Business Models
      5
      Trial Experience
      Churn & Satisfaction
      Product &
      Pricing
      Marketing
      Sales
      • Different functional and cross functional work
      • New operating metrics
    • FreemiumvsSaaS Financial Model
      6
      Capital Requirements
      Linearity
      Headcount
      Core Assets
      Metrics
      Paying Subs
      Brand
      Salespeople
      CAC
      Active Free Users
      Data to Mine
      Paying Subs
      Autoconversion
      CLV
      • Non-linear financial model
      • Investors should focus on CLV
    • Accelerating Growth and Capital
      Growth Opportunities
      Virality
      Engagement
      Conversion
      Customer satisfaction
      Use the data
      International
      New editions (groups)
      Marketing and “Sales”
      Marketplaces
      Mobile
      Venture Capital
      Religion?
      Market leadership
      7
    • Emergence Capital = Business Apps
      SaaS
      salesforce.com
      Successfactors
      Lithium
      Freemium
      Yammer
      yousendit
      echosign
      8
    • Lead The Revolution
      9
      SaaS
      • Evangelize the new model
      • Accelerate to lead your market
      • @mattholleran and Linkedin