E245 agora week8
 

E245 agora week8

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E245 agora week8 E245 agora week8 Presentation Transcript

  • Agora
    2/22/2011
  • Agora – V6
    · For enterprise segment, higher touch model with direct sales force
    · API support for buyers’ developers / IT admin staff· Live 24/7 customer support
    · Online support forum
    Buy-side· Reduced cloud compute infrastructure cost through capacity planning· Better, easier way of finding the right compute to match their needs
    Sell-side:
    • Channel with low acquisition cost
    • Better planning for demand variability ·
    • Develop a working prediction algorithm & build product
    • Develop matching algorithm for compute & build portal
    • Sign up keystone customers to test product
    • Develop relationships with cloud compute vendors
    · Technology partners – cloud vendors, management tools· Payment processor· Law Firm· PR / Marketing Firm· VC/Investor
    Buy-side (most important):·High compute needs with high variability in usage
    • Primarily large enterprise· Companies engaged in image and video processing, conversion and rendering (e.g. digital media companies)· Scientific data processing (e.g. biotech research companies)· Financial modeling and analysis (e.g. hedge funds)·
    Sell-side (secondary- will follow if we are able to attract buyers): · Cloud infrastructure service providers
    · Direct field sales force to enterprise customers
    • Inside sales for entry level
    · Integrators / consultants (e.g. Accenture)
    · Physical – AWS· Brand – “efficiency in the cloud”· Intellectual property – prediction algorithm· Development resources – UX and scalable distributed backend· Inside & field sales force · Biz dev (channel partners and technology partners)· Support · Financial – angels and VCs. Amount TBD.
    • Subscription charge to buyers
    • Pricing table scales based on # of servers and # of seats, with tiers
    • % fee to sellers from channel activities
    • Derivative products
    • Customer acquisition costs – Demand creation + Field sales for enterprise, demand creation + inside sales for entry-level
    • Revenue share with channel· Development Costs· Infrastructure costs – will scale with # transactions (a function of # customers and frequency of transactions per customer per day), and staff level· Support costs – will scale with # transactions· Legal costs – filing patents, incorporations, etc
  • Agora – V7
    · For enterprise segment, higher touch model with direct sales force
    · API support for buyers’ developers / IT admin staff· Live 24/7 customer support
    · Online support forum
    Buy-side· Reduced cloud compute infrastructure cost through capacity planning· Better, easier way of finding the right compute to match their needs
    · Real-time monitoring of cloud services to help avoid problems and enforce SLA enforcement
    Sell-side:
    • Channel with low acquisition cost
    • Better planning for demand variability ·
    • Develop a working prediction algorithm & build product
    • Develop matching algorithm for compute & build portal
    • Sign up keystone customers to test product
    • Develop relationships with cloud compute vendors
    · Technology partners – cloud vendors, management tools
    · System integrators / Consultants
    · Payment processor· Law Firm· PR / Marketing Firm· VC/Investor
    Buy-side (most important):·High compute needs with high variability in usage
    • Primarily large enterprise· Companies engaged in image and video processing, conversion and rendering (e.g. digital media companies)· Scientific data processing (e.g. biotech research companies)· Financial modeling and analysis (e.g. hedge funds)·
    Sell-side (secondary- will follow if we are able to attract buyers): · Cloud infrastructure service providers
    · Direct field sales force to enterprise customers
    • Inside sales (web/ telesales) for SMB / Departments
    · Integrators / consultants (e.g. Accenture)
    · Physical – AWS· Brand – “efficiency in the cloud”· Intellectual property – prediction algorithm· Development resources – UX and scalable distributed backend· Inside sales force (web & telesales)
    · Field sales force · Biz dev (channel partners and technology partners)· Support · Financial – angels and VCs. Amount TBD.
    • Subscription charge to buyers
    • Pricing table scales based on # of servers and # of seats, with tiers
    • % fee to sellers from channel activities
    • Derivative products
    • Customer acquisition costs – Demand creation + Field sales for enterprise, demand creation + inside sales for entry-level
    • Revenue share with channel· Development Costs· Infrastructure costs – will scale with # transactions (a function of # customers and frequency of transactions per customer per day), and staff level· Support costs – will scale with # transactions· Legal costs – filing patents, incorporations, etc
  • Integrators/ consultants as partners
    Value to us
    Recommendations to their clients
    Fulfillment
    $ from channel sales
    Ability to scale
    Value to them
    Better technology to offer to their clients
    Publicity of exciting partnership
    Higher cost savings leaves $ in customer budget to spend on services
    Possible revenue share
    Cost
    Cost of sales to channel (BD) as well as channel sales support & management
    Revenue share (up to ~20%)
    Exclusivity
    Possible by region (but not likely)
  • James the Integrator
    VP of Technology of a small IT consultancy firm focused solely on cloud, with established clients base in small and midsize business
    His firm provides full consulting services in cloud, including vendor evaluation, software customization, deployment, and support
    His team needs better tools to better serve his clients. In particular:
    tools to effectively select the right set of services given his client needs
    tools to effectively measure the performance and SLAs of the service providers
  • Other enabling relationships
  • Sales Cost Breakdown
    Inside Sales
    Sales Rep OTE: $125K
    Overhead: $75K
    Total: $200K
    Field Sales
    Account Executive OTE:$250K
    Sales Engineer OTE: $125K
    Overhead + Entertainment Expenses: $125K
    Total: $500K
  • Two-Tier Sales Model
    Inside Sales (web and telesales)
    SMBs
    Departments
    Field Sales
    Enterprises
    Example: Salesforce.com
  • Income Statement: 1 year after launch