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How to Succeed in Surfing the SaaS & Cloud Tsunami ! Feet on the Ground & Head above the Cloud !
How to Succeed in Surfing the SaaS & Cloud Tsunami ! Sigfried Sans  –  [email_address]  - +33 (0) 1 46 67 88 88 ISV Busine...
45 Minutes for… <ul><li>SaaS/Cloud Tsunami ! </li></ul><ul><li>Head above the Cloud </li></ul><ul><li>Feet on the Ground <...
Tsunami accross Cloud Services !
« Everything as a Service » Tsunami !
Tsunami for ISVs
<ul><li>What is the  business case  justifying the venture? </li></ul><ul><li>How will Software as a Service impact my  co...
Tsunami for Vendors & Channels ! <ul><li>Global Industry Analysts noted that the cloud computing services charge will be l...
Yes, for Channel Partners !
Tsunami for Hosting Providers !
Tsunami for Customers
Tsunami in CRM & Marketing practices !
6 Tsunami-Proof Surfing Aids ! <ul><li>[1] Get Wet ! </li></ul><ul><li>[2] Think Solution [as a Service] </li></ul><ul><li...
[1] Get Wet, NOW ! Start Pilot Try Learn Refine !
[2] Think Solution-as-a-Service
[3] Focus on Business Benefits Industry Sector Industrial Banking Health Wholesale Sales/Mkg CFO … LOB HR Retail … CIO R&D
[4] Get Help !
Look for True Partners to..  <ul><li>Think & Build </li></ul><ul><ul><li>Architecture & Business Model Consulting </li></u...
[5] Join and/or Build Ecosystems
Example in France : Club Alliances for SaaS Business Solutions
ISVs, Integrators and Consultants come to Club Alliances to develop their « as a service » Business by : <ul><li>Forming r...
Club Alliances is leveraging…
…  With Innovative BizDev Models <ul><li>Prospects are  pushed & pulled  to a specific Industry or LOB “Club” where they f...
[6] Keep your Feet on the Ground ! « with a little Help from my Friend ! »
Keep your Feet on the Ground ! <ul><li>3 Benefits of SaaS Model  </li></ul><ul><li>Keys for Technical Success </li></ul><u...
<ul><li>Market evolution </li></ul><ul><ul><li>Example : ISV in Newspaper Market </li></ul></ul><ul><li>New middle and/or ...
<ul><li>Fewer people needed for implementation </li></ul><ul><ul><li>ISV with WMS solution </li></ul></ul><ul><li>Time sav...
<ul><li>Improved installed base management and customer direct feed back </li></ul><ul><ul><li>Direct support to end-users...
Feet on the Ground <ul><li>3 Benefits of SaaS model  </li></ul><ul><li>Keys for Technical Success </li></ul><ul><li>Keys f...
<ul><li>Certify SaaS application (Resources, Connectivity, security, printers, etc..) </li></ul><ul><ul><li>Get SaaS certi...
<ul><li>Provide added value services along with the offer </li></ul><ul><ul><li>Supervision, monitoring, management, etc… ...
Feet on the Ground <ul><li>3 Benefits of SaaS Model  </li></ul><ul><li>Keys for Technical Success </li></ul><ul><li>Keys f...
Key for Sales Success <ul><li>Start NOW !  </li></ul><ul><ul><li>Even if not with web technology, browser based solution, ...
<ul><li>Find the right SaaS, ASP and/or BAU approach </li></ul><ul><ul><li>SaaS disrupting Strategy  </li></ul></ul><ul><u...
Keys for Sales Success <ul><li>Formalize Sales Model for « SaaS »… </li></ul><ul><ul><li>All in one (Servers, memory, inte...
<ul><li>Provide dedicated hosting environment in « ASP », when : </li></ul><ul><ul><ul><li>Client knows the model and has ...
Keys for Sales Success <ul><li>Bypass “hosting offer questions”  </li></ul><ul><ul><li>Eg using “powered by IBM” and stand...
Contacts  ! The best way to predict the future is to invent it - Alan Kay Loic Simon [email_address]  +33 6 76 75 40 71 li...
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2010.06.23 - How to succeed in surfing the Saas and Cloud Tsunami

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Presentation delivered during the IBM "Cloud Computing for Smarter Planet Solutions" Event in La Gaude.

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2010.06.23 - How to succeed in surfing the Saas and Cloud Tsunami

  1. 1. How to Succeed in Surfing the SaaS & Cloud Tsunami ! Feet on the Ground & Head above the Cloud !
  2. 2. How to Succeed in Surfing the SaaS & Cloud Tsunami ! Sigfried Sans – [email_address] - +33 (0) 1 46 67 88 88 ISV Business Development Aspaway – www.aspaway.fr Loic Simon - l [email_address] - +33 (0)6 76 75 40 7 Business Development - Club Alliances - www.cluballiances.com Global Business Partners - IBM France “ Feet on the Ground - Head above the Cloud”
  3. 3. 45 Minutes for… <ul><li>SaaS/Cloud Tsunami ! </li></ul><ul><li>Head above the Cloud </li></ul><ul><li>Feet on the Ground </li></ul><ul><li>Q/A </li></ul>
  4. 4. Tsunami accross Cloud Services !
  5. 5. « Everything as a Service » Tsunami !
  6. 6. Tsunami for ISVs
  7. 7. <ul><li>What is the business case justifying the venture? </li></ul><ul><li>How will Software as a Service impact my company’s finances? </li></ul><ul><li>Do I need to change my software architecture ? </li></ul><ul><li>Will my development processes still fit? </li></ul><ul><li>What service delivery capabilities do I need? </li></ul><ul><li>Should I manage my application in-house ? </li></ul><ul><li>How do I address integration , data migration & related services ? </li></ul><ul><li>What are the operational requirements ? </li></ul><ul><li>Can I automate key supporting functions? </li></ul><ul><li>What business processes must change? </li></ul><ul><li>Do I need to change how I go to market ? </li></ul><ul><li>What’s the right target audience for my service? </li></ul><ul><li>How should I incent my sales force ? </li></ul><ul><li>What partner network should I leverage to help me succeed? </li></ul>… accross the Board !
  8. 8. Tsunami for Vendors & Channels ! <ul><li>Global Industry Analysts noted that the cloud computing services charge will be lead by marquee cloud vendors including Amazon Web Services (AWS), Google , IBM , Microsoft , Rackspace, Salesforce.com and many others. » </li></ul><ul><li>« Solution providers stand to gain from the predicted cloud computing services market explosion , as a large chunk of the $222.5 billion [by 2015] will move through the channel . </li></ul>
  9. 9. Yes, for Channel Partners !
  10. 10. Tsunami for Hosting Providers !
  11. 11. Tsunami for Customers
  12. 12. Tsunami in CRM & Marketing practices !
  13. 13. 6 Tsunami-Proof Surfing Aids ! <ul><li>[1] Get Wet ! </li></ul><ul><li>[2] Think Solution [as a Service] </li></ul><ul><li>[3] Focus on Business Benefits </li></ul><ul><li>[4] Get Help ! </li></ul><ul><li>[5] Join [or Build] Ecosystem(s) </li></ul><ul><li>[6] Keep your Feet on the Ground ! </li></ul><ul><li>NOW ! </li></ul>
  14. 14. [1] Get Wet, NOW ! Start Pilot Try Learn Refine !
  15. 15. [2] Think Solution-as-a-Service
  16. 16. [3] Focus on Business Benefits Industry Sector Industrial Banking Health Wholesale Sales/Mkg CFO … LOB HR Retail … CIO R&D
  17. 17. [4] Get Help !
  18. 18. Look for True Partners to.. <ul><li>Think & Build </li></ul><ul><ul><li>Architecture & Business Model Consulting </li></ul></ul><ul><ul><li>SaaS multi-tenant Applications Development Platforms </li></ul></ul><ul><ul><li>Complementary Solution Bricks </li></ul></ul><ul><li>Market & Sell </li></ul><ul><ul><li>Business Development </li></ul></ul><ul><ul><li>Visibility & Credibility in Ecosystem </li></ul></ul><ul><li>Deliver & Run </li></ul><ul><ul><li>SaaS Delivery Platform </li></ul></ul><ul><li>Finance & Grow </li></ul>
  19. 19. [5] Join and/or Build Ecosystems
  20. 20. Example in France : Club Alliances for SaaS Business Solutions
  21. 21. ISVs, Integrators and Consultants come to Club Alliances to develop their « as a service » Business by : <ul><li>Forming relevant partnerships and alliances </li></ul><ul><li>Co-building, co-marketing, co-selling, co-delivering Business Solutions, « as a service ». </li></ul><ul><li>Sharing best practices , mutualizing resources, getting access to Experts </li></ul><ul><li>Getting « powered by IBM » </li></ul>
  22. 22. Club Alliances is leveraging…
  23. 23. … With Innovative BizDev Models <ul><li>Prospects are pushed & pulled to a specific Industry or LOB “Club” where they find : </li></ul><ul><ul><li>A fair choice of Coopetitive Solutions, covering key challenges/needs </li></ul></ul><ul><ul><li>Best of Breed or Whole Solutions to cover most of their Industry or LOB needs </li></ul></ul><ul><ul><li>An [“ as as Service ”] Business Value Proposition, including “powered by IBM”… </li></ul></ul>
  24. 24. [6] Keep your Feet on the Ground ! « with a little Help from my Friend ! »
  25. 25. Keep your Feet on the Ground ! <ul><li>3 Benefits of SaaS Model </li></ul><ul><li>Keys for Technical Success </li></ul><ul><li>Keys for Commercial Success </li></ul>
  26. 26. <ul><li>Market evolution </li></ul><ul><ul><li>Example : ISV in Newspaper Market </li></ul></ul><ul><li>New middle and/or small size customers with specific offer </li></ul><ul><ul><li>ISV in Financial Market </li></ul></ul><ul><li>New offers in order to migrate existing installed base </li></ul><ul><ul><li>ISV in CRM market </li></ul></ul><ul><li>SaaS Modules Selling Strategy – allows up-selling </li></ul><ul><ul><li>ISV with Sales Force Automation Solution </li></ul></ul>Benefits of SaaS Model : New Market Opportunities
  27. 27. <ul><li>Fewer people needed for implementation </li></ul><ul><ul><li>ISV with WMS solution </li></ul></ul><ul><li>Time saved to focus on the company’s main activity </li></ul><ul><ul><li>Large ISV with CRM solution </li></ul></ul><ul><ul><ul><li>Less issues related to deployment </li></ul></ul></ul><ul><ul><ul><li>Teams are free from production issues </li></ul></ul></ul>Benefits of SaaS Model : Focus !
  28. 28. <ul><li>Improved installed base management and customer direct feed back </li></ul><ul><ul><li>Direct support to end-users without the « End user IT filter » </li></ul></ul><ul><ul><li>Application usage monitoring used to track users problems, demands and feed back </li></ul></ul><ul><ul><ul><li>ISV with Time Management Solution </li></ul></ul></ul><ul><li>Work with same “Sales Model” </li></ul><ul><ul><li>Find the right Model : </li></ul></ul><ul><ul><ul><li>Named or concurrent users, scanned sheets forms, smart phones, employees… </li></ul></ul></ul><ul><ul><li>Share Risk with Partner </li></ul></ul>Benefits of SaaS model : Customer alignement
  29. 29. Feet on the Ground <ul><li>3 Benefits of SaaS model </li></ul><ul><li>Keys for Technical Success </li></ul><ul><li>Keys for Sales Success </li></ul>
  30. 30. <ul><li>Certify SaaS application (Resources, Connectivity, security, printers, etc..) </li></ul><ul><ul><li>Get SaaS certification for early application components </li></ul></ul><ul><ul><ul><li>Startup in semi-conductor market </li></ul></ul></ul><ul><ul><li>Get pre-sales Technical Support [for free !] </li></ul></ul><ul><ul><ul><li> Some Hosting provider are trying to sell consulting study prior to the project itself </li></ul></ul></ul><ul><ul><li>Make things easier </li></ul></ul><ul><ul><ul><li>Global offering including all components to provide application through Wan </li></ul></ul></ul>Keys for technical success
  31. 31. <ul><li>Provide added value services along with the offer </li></ul><ul><ul><li>Supervision, monitoring, management, etc… </li></ul></ul><ul><li>Provide 24/7 hotline support </li></ul><ul><ul><li>Eg ISVs in WMS TMS and HR markets </li></ul></ul><ul><li>Access project management services (billable) </li></ul><ul><ul><li>to drive ISV in first SaaS/ASP deployment without failure </li></ul></ul><ul><ul><li>Eg ISV in CMMS </li></ul></ul><ul><li>Get available Sand box for demos and tests </li></ul><ul><ul><li>Eg ISVs’ end users prospects in Real Estate Market </li></ul></ul><ul><li>Get sizing analysis </li></ul><ul><ul><li>Most small ISV are not able to perform Wan Benchmarks </li></ul></ul>Keys for technical success
  32. 32. Feet on the Ground <ul><li>3 Benefits of SaaS Model </li></ul><ul><li>Keys for Technical Success </li></ul><ul><li>Keys for Sales success </li></ul>
  33. 33. Key for Sales Success <ul><li>Start NOW ! </li></ul><ul><ul><li>Even if not with web technology, browser based solution, multitenancy… </li></ul></ul><ul><ul><li>Full C/S application through Citrix </li></ul></ul><ul><ul><li>Development or upgrade of specific SaaS modules </li></ul></ul><ul><ul><ul><li>ISV with agro solution </li></ul></ul></ul><ul><ul><li>Mixed WEB-C/S Solution </li></ul></ul><ul><ul><ul><li>ISV with Building management solution </li></ul></ul></ul><ul><li>Create Partnership instead of Customer/Provider Relationship </li></ul><ul><ul><li>Share experience, ecosystem knowledge, leads, co-marketing … </li></ul></ul>
  34. 34. <ul><li>Find the right SaaS, ASP and/or BAU approach </li></ul><ul><ul><li>SaaS disrupting Strategy </li></ul></ul><ul><ul><ul><li>ISV with Cash Management solution and invoice recovery solution </li></ul></ul></ul><ul><ul><li>SaaS Marketing Strategy </li></ul></ul><ul><ul><ul><li>Promote SaaS, but use ASP for some customers </li></ul></ul></ul><ul><ul><li>Dual Strategy : On Premise and SaaS </li></ul></ul><ul><ul><ul><li>ISV always proposes two offers </li></ul></ul></ul><ul><ul><li>Ad hoc Answers </li></ul></ul><ul><ul><ul><li>Increased # of RFP with « ASP, SaaS » prerequisites </li></ul></ul></ul>Keys for Sales Success
  35. 35. Keys for Sales Success <ul><li>Formalize Sales Model for « SaaS »… </li></ul><ul><ul><li>All in one (Servers, memory, internet access, services, support…) </li></ul></ul><ul><ul><li>Everybody speaks same language, easily understandable internally and externally </li></ul></ul><ul><ul><li>ISV controls own sales strategy </li></ul></ul><ul><ul><ul><li>knows profitability per Selling Unit </li></ul></ul></ul><ul><ul><ul><li>provides the market with the right pricing. </li></ul></ul></ul><ul><ul><li>Streamlines cost level of infrastructure </li></ul></ul>
  36. 36. <ul><li>Provide dedicated hosting environment in « ASP », when : </li></ul><ul><ul><ul><li>Client knows the model and has references such as : server, architecture, bandwidth, etc… </li></ul></ul></ul><ul><ul><ul><li>Need for complex offering with many options </li></ul></ul></ul><ul><ul><ul><ul><li>DRP, Dual Building, Dual Site, back-up externalization, database management… </li></ul></ul></ul></ul>Keys for Sales Success
  37. 37. Keys for Sales Success <ul><li>Bypass “hosting offer questions” </li></ul><ul><ul><li>Eg using “powered by IBM” and standards compliance </li></ul></ul><ul><li>Provide true auditable security policy </li></ul><ul><li>Provide Datacenter inside Schengen Space or « on-site », eg in France </li></ul><ul><li>Make it easier for the end user with “one face only” ! </li></ul>
  38. 38. Contacts ! The best way to predict the future is to invent it - Alan Kay Loic Simon [email_address] +33 6 76 75 40 71 linkedin.com /in/ loicsimonibm twitter.com / cluballiances cluballiances.com leblogducluballiances.blogspot.com Business Development Executive - Club Alliances Business Partner Organization - IBM France Sigfried SANS [email_address] + 33 1 46 67 88 88 aspaway.fr ISV Business Development - Aspaway

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