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Saleswax - -public

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Saleswax - -public

  1. 1. Can the Cloud makes Business love IT again?
  2. 2. Business and IT <ul><li>Business & IT Alignment </li></ul><ul><ul><li>Has been a big issue for many years </li></ul></ul><ul><ul><li>… still a pain in most organizations </li></ul></ul><ul><li>Why IT projects fail… ( from the Top 10 – the Standish Group) </li></ul><ul><ul><li>Lack of user input </li></ul></ul><ul><ul><li>Incomplete requirements & specifications </li></ul></ul><ul><ul><li>Changing requirements & specifications </li></ul></ul><ul><ul><li>Technology incompetence </li></ul></ul><ul><ul><li>Lack of resources </li></ul></ul><ul><ul><li>Unrealistic time frames </li></ul></ul>
  3. 3. Shadow IT initiatives <ul><li>What happens in large organizations when an IT department is non-responsive to their customers’ (the Business Units) needs </li></ul><ul><li>Shadow IT is a term often used to describe IT systems and IT solutions built and used inside organizations without organizational approval </li></ul><ul><li>Shadow IT solutions are not often in line with the organization's requirements for control, documentation, security, reliability, etc </li></ul><ul><li>In the 90’s </li></ul>
  4. 4. Shadow IT initiatives (2) <ul><li>Later on: </li></ul><ul><ul><li>Web/Internet technologies </li></ul></ul><ul><ul><li>Open Source software </li></ul></ul><ul><li>Server under Desk phenomenon </li></ul>
  5. 5. Shadow IT initiatives (3) <ul><li>Today: Shadow IT goes Cloud </li></ul><ul><ul><li>Lots of FREE business apps </li></ul></ul><ul><ul><li>Cheap and often purchased with Credit Card (Under the Radar – “maverick” purchase) </li></ul></ul>
  6. 6. And things might get worse… <ul><li>Arrival of App Marketplaces </li></ul>
  7. 7. Arrival of App Marketplaces <ul><li>Meanwhile, in the (mobile) consumer market: </li></ul><ul><li>“ There’s an app for that ” </li></ul><ul><li>The arrival of managed marketplaces </li></ul><ul><ul><li>Apple App Store </li></ul></ul><ul><ul><li>Google Android Market </li></ul></ul><ul><ul><li>Microsoft Windows Phone 7 Marketplace </li></ul></ul><ul><ul><li>Etc. </li></ul></ul><ul><li>BTW: Individual developers all seem to be working on the next “killer app” </li></ul>
  8. 8. Also flourishing… <ul><li>Business App Marketplaces </li></ul>
  9. 9. AppExchange from Salesforce.com
  10. 10. AppExchange from Salesforce.com (2)
  11. 11. AppExchange from Salesforce.com (3) The Crowd in The Cloud is mostly right
  12. 12. Google Apps Marketplace
  13. 13. Windows Azure Marketplace Beta
  14. 14. GetApp.com
  15. 15. As an IT department,… <ul><li>How to cope with these…? </li></ul>
  16. 16. Internal Company Solution Catalog <ul><li>Establish an internal catalog of approved solutions </li></ul><ul><li>Do this pro-actively but be open for suggestions </li></ul><ul><li>No one-size fits all </li></ul><ul><ul><li>Not in one company </li></ul></ul><ul><ul><li>Not even in one department </li></ul></ul><ul><ul><li>Cloud solutions can offer individual choice </li></ul></ul><ul><ul><li>Example: Outlook integration with CRM </li></ul></ul><ul><ul><ul><li>How to record e-mail into your CRM (accounts, contacts,…)? </li></ul></ul></ul><ul><ul><ul><li>Heavily depends on person: </li></ul></ul></ul><ul><ul><ul><ul><li>“ Folder person” => will do this manually </li></ul></ul></ul></ul><ul><ul><ul><ul><li>“ Chaos person” => won’t bother </li></ul></ul></ul></ul><ul><ul><ul><li>2 Options => 1 Trial running both options </li></ul></ul></ul><ul><ul><ul><ul><li>Every CRM user could choose the option he/she prefers </li></ul></ul></ul></ul>
  17. 17. Option 1 – Manual Recording
  18. 18. Option 2 – Fully Automated Recording
  19. 19. Selection criteria for Cloud/SaaS Apps <ul><li>Points of attention…? </li></ul>
  20. 20. Selection criteria for your SaaS <ul><li>Vendor viability </li></ul><ul><ul><li>Established player vs start-up? </li></ul></ul><ul><ul><li>“ Business Critical Application” vs “Nice to have” </li></ul></ul><ul><ul><li>Can your company survive if the solution falls away? </li></ul></ul><ul><li>Customer support </li></ul><ul><ul><li>Self-service facilities? (Delegated) user administration? </li></ul></ul><ul><ul><li>Check them out! Customer reviews, marketplaces, Twitter,… </li></ul></ul><ul><ul><li>Try them! Support available in trial period? </li></ul></ul><ul><ul><li>Live support available? Hours of support? (US only based businesses) </li></ul></ul><ul><li>Training </li></ul><ul><ul><li>On-line training catalog (Quality? Targeted at different users?) </li></ul></ul><ul><ul><li>Extra cost or included in your subscription? </li></ul></ul><ul><li>Configuration/Customization options </li></ul><ul><ul><li>Successful adoption by the end-users vs another piece of shelfware in the cloud </li></ul></ul>
  21. 21. Selection criteria for your SaaS (ctd) <ul><li>Contract </li></ul><ul><ul><li>Service guarantees </li></ul></ul><ul><ul><ul><li>Audits </li></ul></ul></ul><ul><ul><ul><li>SLA’s </li></ul></ul></ul><ul><ul><li>Subscription model & management </li></ul></ul><ul><ul><ul><li>Per user? Per Package of users? </li></ul></ul></ul><ul><ul><ul><li>Per Month ? Per Year? </li></ul></ul></ul><ul><ul><ul><li>Contract duration? Pricing guarantees? Quid pricing for additional features? </li></ul></ul></ul><ul><ul><ul><li>Increase number of seats? Decrease them ?? Self-service? </li></ul></ul></ul><ul><ul><ul><li>Billing/Invoicing </li></ul></ul></ul><ul><li>Monitoring </li></ul><ul><ul><li>Uptime/Downtime Monitoring tools </li></ul></ul><ul><ul><li>Transparency </li></ul></ul><ul><ul><li>Usage statistics? </li></ul></ul>
  22. 22. Selection criteria for your SaaS (ctd 2) <ul><li>Infrastructure </li></ul><ul><ul><li>Data center </li></ul></ul><ul><ul><li>Cloud platform </li></ul></ul><ul><li>Integration & Cross-Platform Compatibility </li></ul><ul><ul><li>E.g. Desktop tools (Outlook), Browsers, Mobile,.. </li></ul></ul><ul><ul><li>Integration with other enterprise systems (behind the firewall or in the cloud) </li></ul></ul><ul><ul><li>Reporting tools </li></ul></ul><ul><li>Data import/export </li></ul><ul><ul><li>Ability to get data into AND out of the system </li></ul></ul><ul><ul><li>Vendor lock-in </li></ul></ul><ul><li>Security </li></ul><ul><ul><li>Encryption </li></ul></ul><ul><ul><li>Physical security measures </li></ul></ul><ul><ul><li>Ability to implement your security model (vs a fixed set of roles & permissions) </li></ul></ul><ul><ul><li>Permission & Password Protection </li></ul></ul>
  23. 23. Now that we have all these cloud apps…
  24. 24. We have all of these URL’s to remember… <ul><li>https://login.salesforce.com/ </li></ul><ul><li>https://www2.gotomeeting.com/island/login.tmpl?Portal=www.gotomeeting.com </li></ul><ul><li>https://my.atlassian.com/login </li></ul><ul><li>https://www.drupalgardens.com/user/login </li></ul><ul><li>https://www.xactlycorp.com/login.php </li></ul><ul><li>https://login.microsoftonline.com/login.srf?wa=wsignin1.0&rpsnv=2&ct=1298453309&rver=6.1.6206.0&wp=MCMBI&wreply=https:%2F%2Fportal.microsoftonline.com%2FDefault.aspx&lc=1033&id=271346 </li></ul>
  25. 25. … and all these logins… <ul><li>[email_address] </li></ul><ul><li>[email_address] </li></ul><ul><li>jan.claes </li></ul><ul><li>[email_address] </li></ul><ul><li>Mycompany </li></ul><ul><li>[email_address] </li></ul>
  26. 26. … and all these passwords too!!! <ul><li>MyDaughtersName14 </li></ul><ul><li>MyStreetname </li></ul><ul><li>12345678 </li></ul><ul><li>MyDogsName </li></ul><ul><li>MyStreetNameAgain </li></ul><ul><li>MyColleaguesName </li></ul>
  27. 27. Frustration, risks and costs! <ul><li>Login related support </li></ul><ul><ul><li>Costly – Loss of productivity (“Forgotten Password?”) </li></ul></ul><ul><ul><li>Bad user experience => poor user adoption </li></ul></ul><ul><li>Security risk </li></ul><ul><ul><li>End user behavior </li></ul></ul><ul><li>Integration with existing directories (Active Directory, LDAP) </li></ul>
  28. 28. New solutions come to the rescue
  29. 29. Example: OneLogin
  30. 30. Example: OneLogin – Some features (ctd) <ul><li>Optional: browser extension </li></ul><ul><ul><li>Enhances user experience </li></ul></ul><ul><li>Shared logins </li></ul><ul><li>Directory integration </li></ul><ul><li>Delegated user administration </li></ul><ul><li>Audit Trails </li></ul><ul><li>Custom connectors (e.g. homegrown web applications) </li></ul><ul><li>Strong password generation </li></ul><ul><li>Two-factor authentication: </li></ul>
  31. 31. Other functionalities and future evolutions <ul><li>User provisioning and deprovisioning: </li></ul><ul><ul><li>centralized point of provisioning and deprovisioning of users accounts within cloud applications </li></ul></ul><ul><ul><li>ongoing management of user permissions and authorizations. </li></ul></ul><ul><li>Compliance reporting </li></ul><ul><ul><li>Audit preparation </li></ul></ul><ul><ul><li>Archiving, management and recovery of application configurations and role models </li></ul></ul><ul><li>Usage analytics </li></ul><ul><ul><li>Visibility, analytics and reporting on SaaS application and license utilization </li></ul></ul><ul><li>Role as intelligent marketplace for these new players? </li></ul><ul><ul><li>They control the catalog </li></ul></ul><ul><ul><li>Pattern-matching across companies? </li></ul></ul><ul><ul><li>Direct-line sales and marketing channel for SaaS players </li></ul></ul><ul><ul><li>From managing SSO to Enterprise SaaS app stores? </li></ul></ul>
  32. 32. Intelligent marketplaces - OneLogin <ul><li>OneLogin.com </li></ul><ul><li>Currently 1.200 apps </li></ul>
  33. 33. Wrap-up <ul><li>Cloud applications look very appealing to the business </li></ul><ul><ul><li>Consumer - like: discovery through marketplaces, ratings,… </li></ul></ul><ul><ul><li>Fast deployment </li></ul></ul><ul><ul><li>Closer involvement by the business in the project implementation </li></ul></ul><ul><li>Business should be educated regarding: </li></ul><ul><ul><li>Manageability </li></ul></ul><ul><ul><li>Compliance </li></ul></ul><ul><ul><li>Integration </li></ul></ul><ul><ul><li>Security </li></ul></ul><ul><li>Pro-active attitude required by IT </li></ul><ul><ul><li>Overview SaaS subscriptions centrally </li></ul></ul><ul><ul><ul><li>Build up expertise regarding SaaS contracts </li></ul></ul></ul><ul><ul><ul><li>Develop an internal application catalog </li></ul></ul></ul><ul><ul><li>Provide management and monitoring tools </li></ul></ul>
  34. 34. Contact us Geert Mortier Managing Director [email_address] SalesWax Hof Ter Eikenlaan 1 B-3020 Herent - Belgium [email_address] http://twitter.com/saleswax www.saleswax.com

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