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Scaling your Software Business with SaaS

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Scaling your Software Business with SaaS

  1. 1. Scaling your Software Business with SaaS Agoria 02 -10 - 2012 nick.boucart@sirris.be the collective centre of the Belgian technological industry
  2. 2. Sirris in a NutshellMission statementMaking the right technological choicesfor sustainable economical growth value innovationTranslating new technologies in throughconcrete products for a company technologyTaking into account the business& technology strategy of the company © sirris | www.sirris.be | info@sirris.be | 8/10/2012 2
  3. 3. Software Landscape in BelgiumTypical softwareSME’s Mostly B2B Mix of product and service • Product • Configuration/customization © Sirris | www.sirris.be | info@sirris.be | 08/10/2012 3
  4. 4. Meet Bart! Business Applications CRM A typical Belgian B2B software company
  5. 5. Bart’s Current businessA limited number ofcustomers Every customer is differentLongsalescycles Custom work
  6. 6. Bart’s dream: Silicon Valleyhockey stick growth through SaaS cbsnews.com forbes.com
  7. 7. Bart’s main concernsBart’s initial questions • Will my database scale? • Which servers to use? • Will my current technology be up for 100K Scaling users? Technologies But, we know that… Scaling technology will not be Bart’s first scalability problem © Sirris | www.sirris.be | info@sirris.be | 08/10/2012 7
  8. 8. Digging deeperTechnicalscaling issuesBusinessscaling issues 08/10/2012 8
  9. 9. Scaling customers and offeringCan you scale with your current target audience?  Do your current target represent a homogeneous niche?  Is that niche big enough?  Can you reach your target niche?Do you have a compelling offer?  Can you turn your offering into a well-defined point solution for their problem?  Do you need 5 meetings to explain your offering? © Sirris | www.sirris.be | info@sirris.be | 08/10/2012 9
  10. 10. Consider usingEntrepreneurshipas a science Emerging Methods Frameworks Application More info? In Belgium http://www.slideshare.net/NickBoucart/lean-startupsminixpdays © Sirris | www.sirris.be | info@sirris.be | 08/10/2012 10
  11. 11. Scaling customer relationshipsAre you ready for self-service?  Can potential customers signup themselves?  Can your product be automatically configured?  Do you invoice automatically?  How will you support your customers?  Have you heard about community driven help desk, online FAQ’s, training video’s? © Sirris | www.sirris.be | info@sirris.be | 08/10/2012 11
  12. 12. Consider using Analytics to steer product managementCustomersupport and feedback Subscription and billing automation © Sirris | www.sirris.be | info@sirris.be | 08/10/2012 12
  13. 13. Scaling partnersYou won’t be doing everything yourself, will you?  Which Cloud/SaaS based solutions will you use to automate parts of your business?  What about a presence in existing market places?  How will you integrate your point solution into a larger value chain? © Sirris | www.sirris.be | info@sirris.be | 08/10/2012 13
  14. 14. Consider usingPoint solution Existing SaaSintegration Market places Cloud/SaaS based solutions © Sirris | www.sirris.be | info@sirris.be | 08/10/2012 14
  15. 15. OpenSaaS: a Collaborative Transition Project to SaaS• Research on ICT technologies to scale up business models (OpenSaaS Belgian project)• The SaaS bottleneck assessment service • Identification of the bottlenecks that withhold you from scaling • Considers all elements of the business (product, technology, market, sales, etc …) • Based on: Osterwalder’s business model © Sirris | www.sirris.be | info@sirris.be | 08/10/2012 15
  16. 16. Concluding remarksTransitioning to SaaS is not only a technical challenge It is also a business transition leading to a complete redesign of business model © Sirris | www.sirris.be | info@sirris.be | 08/10/2012 16
  17. 17. Contact nick.boucart@sirris.be @nickboucart http://blog.sirris.be/software-ict/ 17

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