the saas ecosystem. turn it on.
Peter J Cooper CEO
Copyright Saasu 2008
CeBIT Sydney 2008
Saasu on the SaaS Ecosystem
By Peter J Cooper | CEO
What you will get today
What? Who? Landscape
Why? How? Framework
Next? Future Insight
it doesn't matter
In the business of tech Using tech for your business
small < 50 people large >500 people
geography (sales, finance, marketing,
(need net) design, manufacturing)
- HBR IT doesn't matte
- the big switch
it does matter
Cost Control (Usually)
And... Fun. People. Living. Satisfaction.
Retention. Momentum. Values. Intangibles... see ted.com
you can deliver what matters
in different ways now
Software as a Service (SaaS)
Also known as
Today: limited time but broadest definition so we will focus on
SaaS and Social get commercial scale
comcast buys plaxo $150-170m disney buys club penguin $700m
microsoft invests in facebook $240m implied valuation $15b
nokia buys navteq $8b cisco buys webex $3.2b
sap buys businessobjects for $6.8b intuit buys homestead $170m
sony buys gracenote for $260m aol buys bebo $850m
taylor nelson sofres buys compete.com for $75m+$75m
google buys postini $650m
microsoft buys yahoo for ~$47b
private equity buys ancestry.com for $300m
private equity buys getty images/istockphoto.com for $2.4b
yahoo buys maven for $160m ibm buys xiv for $350m
aol buys quigo for $340m google buys jaiku (i can't believe its not
SaaS now serious (and social)
Market Caps iPhone Web Apps Google Fills Gaps
10% business Approaching
ASX < CRM
so what is it?
specific narrow new tools
a new age
ease of software
features of software
confidence of software
plus extra ingredient - distinct advantages of saas
(just as we expected them from new upgrades in software)
Who? Landscape - The Players
Others (3 or 4 browsers, 3+ operating systems)
so what are the distinct saas
one view is
turn it on
your own solution, your own community, your own ecosystem
Always try and kill off the extremely manual tasks first.
Even better, kill off the boring bits so people enjoy their job.
What is your sweet
For everything else
connect to the best.
Attack the worst exception. Repeat.
What's slowing you down?
Be exceptions based.
Automate everything you can with systems and procedures.
Saasu.com | the web finance engine is obviously a good start.
Reduce the number of systems you use.
Adopt more online services.
Reduce the complexity and duplication of tasks.
...The All SaaS Enterprise (ASE) is the way of the future.
Your infrastructure and outsource capability is very high in an ASE.
Backups, upgrades, data storage and security are cheap. e.g you can get
all your flickr photos on a disk for about $20. How can you possibly
improve on that by doing backups yourself?
All SaaS Enterprises (ASE's) are productive.
ASE means security
and big iron
(or at least lots of well
managed small iron).
Is your technology big
(scale), secure and well
SaaS has multiple
measures of security and
backups that are difficult to
achieve in a smaller scale
Often these risks are
hidden in a non-ASE world
until it is too late.
Service is sales
sell more to less
more to more
more for less
less for more
Turn what is normally a cost
into a benefit and continue to
standardise service through
procedure and automation.
Service is a super opportunity
sell, cross-sell, upsell
make customers happy
price based on value to
buyer by knowing more
Exploit unused time buckets.
A simple thing like giving staff
mobile web access might create
20 minutes a day where it didn't
exist. Reading email or blogs on
a train trip as an example.
Keep valuing your time!
Good operations. Command and control.
Control helps create predictable results. Don't stifle the creativity. We give
creativity it's time and place but within limits. It's not about clocking on or
off but it is about getting projects done and that means coal face work - no
two ways about it. Don't confuse web with waffle.
Exercising cheap or free options.
Outsourcing can be so cheap that it is nearly a free option. E.g. extremely
cheap service plans from Apple are very 'insurance like'. Potentially capping
cost for a small premium.
Compounding productivity magic.
Small amounts of automation or productivity today result in a large Future
Value impact on your business. Better still, many small gains over time
create compounding efficiency.
Perhaps this is why some seem to achieve the seemingly impossible with
limited resources and time.
Minimise transition and duplication costs.
Moving between tasks has transition costs. Minutes saved per day lead to many
hours saved per year. The cumulative effect.
TCO is old school.
What's the Future Value
Impact of your investment on
your companies equity value?
The cultural shifts, the
productivity impact, the
automation, they must all be
factored into the ROI
Time is money, it faces market forces.
Saasu built an efficient, low cost of sales
business by avoiding jamming too much
development into a short time bucket. Fast
development means paying a premium price.
Rule out, don't rule in.
It's too easy to load a project e.g. for Saasu it is a release cycle. We tend to
rule out based on lack of requests. We also rule out features that take us
back into our competitors arena - we avoid the red ocean. Read the
PassionKey Productivity Driver
Don't let it only be about the money. It also has to be an authentic love of
exploration and creation. Most of all it needs to be about the game. Playing it
like you are on the field, not watching from the stands.
SaaS vs Software
Time to market
Why? Innovation at saasu
Democracy - Ideas exchange via salesforce.com and others
PSN Integration (Professional & Social Network)
Connected Transaction Automation
Transaction Cross Docking
Customer Self Service & Partner Relationship Management
Niche SaaS Specialists
Global but simplified
Initial time to market profile
SaaS vs Software
Continuous innovation profile
SaaS vs Software
Finance Self Service
Service Continuous improvement
Life cycle mgt poor/cash rich/vice-versa
Product Dev Maintenance
Marketing/Brand Physical/virtual product
People (dev/retain/manage) VIP: NOW VS NEXT
Platforms e.g. google, force, s3, coghead, bungeelabs,
Documents & Rich Media
Function e.g. saasu.com and netsuite in finance, salesforce.com in sales and service
Industry e.g. rosterlive in workforce mgt
Business size or stage e.g. 37 signals
Biz Centric e.g. rosterlive
Integrated e.g. saasu
Specialist e.g. 37 signals suite
Mix of above
Usually target on size e.g. zoho
Integrated pack value proposition e.g. google apps
Digital Brown Outs (Impact of video)
SaaS Ecosystem Standards Wars
Community Opt Out
Business crossing into personal
Biz is SaaS
Tending the garden
Content pass it on
SaaS standards wars
SaaS bay compatibility drives winners
How? Big 3 Approach
Plan to completion before you start (at least at a high level)
Use SaaS to manage the project (learn, develop culture, see benefits)
Minimise (customisation, sources of the truth, vendors, connectors, power users)
Inbuilt Connectors/ APIs are GREAT
Give preference to SaaS vendors with APIs they get you out of a lot of trouble later
Minimise number of vendors
but balance with innovation/risk.
Don't be afraid to get them competing
especially if the business units are relatively independent.
Peter J Cooper
Copyright 2008 Saasu Pty Ltd
1st Floor, 111 Elizabeth St Sydney, Australia 2000
Speaker notes/reference material, not for main presentation.
Audience Participation... Intro something like this
Hi I'm Adam the Architect from Adelaide, I'm at CeBIT looking to accelerate my business .
Birds of a feather
I/we should be connected to the five
I should be using SaaS