Joint Oracle-cVidya Cloud webinar - SaaS Market Growth & Opportunities


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Oracle and cVidya Cloud webinar with the first part by Oracle covering SaaS market and opportunities in the cloud and Oracle's SaaS partnering strategy and second part by cVidya's covering cVidya's Journey into the Cloud with cVidyaCloud.

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Joint Oracle-cVidya Cloud webinar - SaaS Market Growth & Opportunities

  1. 1. Part 1: Building a Scalable, Profitable SaaS Business Matt Chivers1 Copyright © 2011, Oracle and/or its affiliates. All rights Oracle Worldwide Alliances & Channels reserved.
  2. 2. Agenda • SaaS Market Opportunity • Enterprise Grade Cloud Platforms • ISV Best Practices • Resources2 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  3. 3. SaaS Market Opportunity $14.0 *Worldwide SaaS Forecast 2011 - 2015 $21.2B $12.0 $18.4B $16.0B • 2015 SaaS market projection $10.0 $13.8B = $21.2B* $12.0B$US Billions $8.0 • SaaS growing 5x Faster than $6.0 on prem software!** $4.0 • 85% of all new applications $2.0 architected for SaaS** $0.0 2011 2012 2013 2014 2015 • SaaS ISVs typically Latin America $0.3 $0.4 $0.5 $0.6 $0.7 standardize on a single Asia $1.1 $1.3 $1.6 $1.9 $2.2 platform Europe $2.8 $3.3 $3.9 $4.6 $5.4 North America $7.7 $8.8 $10.0 $11.3 $12.9 *Source: Gartner - Software as a Service, Worldwide, 2010-2015 **Source: IDC - Worldwide Software as a Service 2010-2014 Forecast 3 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  4. 4. Enterprise Grade Cloud Platforms What do ISVs need to deliver?- Business Objectives - - Operational Requirements -  Enterprise Data Security Data Security  Operational Security Business Continuity  High Availability at All Tiers  High Performance for global customer base Scalability  Monitoring & Availability  Rapid Deployment Deployment Flexibility  Open Standards Cost Management  Portability  Technology Costs & Licensing Flexibility4 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  5. 5. Best Practices How should ISVs deliver? 1. Architect for rapid growth and wild success • Invest in technologies that scale with your business • Avoid re-platforming your application as demand grows 2. Leverage your platform as a strategic asset • Focus R&D investment on unique customer requirements, leverage platform for the rest • Proactively address potential customer concerns and objections 3. Take advantage of hybrid deployment models • Enable the same applications to run on-prem or in the cloud • Allow customers to adopt cloud as / when appropriate for their business5 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  6. 6. 1. Architect for Rapid Growth How much cloud infrastructure do you need? Amazon Physical Book Sales v. Kindle Book Sales Physical Books Kindle Books Source: Business Insider (2011/09/28)6 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  7. 7. 1. Architect for Rapid Growth How much cloud infrastructure do you need? Amazon Physical Book Sales v. Kindle Book Sales Source: Business Insider (2011/09/28)7 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  8. 8. 2. Your Platform as a Strategic Asset How does your platform help you sell? Barriers to Cloud Adoption* Of companies not using cloud, what is the major reason why?  Most customer concerns and potential Security Concerns 32% sales objections are not related to application functionality. New Technology 13%  ISVs are also selling Cloud as a deployment model, not just selling their own applications.Integration Complexity 12%  By building on an enterprise grade Resistance to Change 11% platform, ISVs can proactively address these potential sales objections. Cost 8% 0% 5% 10% 15% 20% 25% 30% 35% 8 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. *Source: Tier 1 Research
  9. 9. 3. Hybrid Deployment Models How do you deliver across both on-prem and cloud? • Hybrid Cloud isn’t just a strategic option, it’s an imperative for ISVs with established on-prem license businesses. • Successful ISVs therefore need to consider:  Leveraging existing application IP and platform investments.  Using common architecture for both on-prem- and cloud- based deployments.  Allowing customers to move deployments across cloud environments.9 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  10. 10. Oracle Cloud Offerings – Complete Choice Cloud Products Private & Public Cloud Services Applications Oracle On Demand Oracle Public Cloud Oracle Applications Oracle Fusion Oracle Fusion Oracle Applications ISV Applications On Demand CRM Cloud HCM Cloud Service Service Oracle Enterprise Manager Platform as a Service Integration: Process Mgmt: Security: User Interaction: Oracle Social NetworkCloud Management SOA Suite BPM Suite Identity Mgmt WebCenter Middleware On Demand Cloud Application Foundation: WebLogic Server, Exalogic On Demand Oracle Java Coherence, JRockit, Exalogic Elastic Cloud Cloud Service Oracle Database, Database Options Database On Demand Oracle Database Exadata Database Machine Exadata On Demand Cloud Service Infrastructure as a Service Manager Ops Center Oracle Enterprise Oracle Solaris Oracle Linux Oracle VM for SPARC (LDom) Solaris Containers Oracle VM for x86 Servers Storage Network Fabric 10 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  11. 11. Oracle Exastack • Oracle Exadata Database Machine ISV Application Exadata + Exalogic Elastic Cloud • Common architecture for on-prem, cloud and hybrid deployments • Allows ISVs to leverage same core products (OS, Database, WebLogic) for even greater scale and efficiency Complete Optimized Platform for ISVs11 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  12. 12. Oracle Powers SaaS Leaders12 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  13. 13. Aria Systems – Oracle Enables Zero Maintenance DowntimeCompany Overview Aria Systems PerspectiveAria Systems is the subscription billing and “We believe technology innovation andmanagement market leader serving mid-market customization is key to providing cloud billingand Global 2000 companies. The Aria Subscription services that give our customers a competitiveBilling Platform is the industrys only enterprise edge. Aria now has the flexibility and agility toclass solution that automates the entire subscriber deploy innovations and customers designlife cycle for all recurring revenue models. requests without having to wait for a maintenance window.”Location Derek Choy, Aria Systems VP of EngineeringSan Francisco, CAOracle PortfolioOracle Database 11g 13 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  14. 14. NetSuite – Exadata for Extreme PerformanceCompany Overview Netsuite Perspective• NetSuite enables companies to manage core key business operations in a single system, which "NetSuites strategy has been to bring the includes Enterprise Resource Planning (ERP), power of enterprise-grade technologies to all Accounting, Customer Relationship Management companies. With the power of Oracle (CRM), and Ecommerce. NetSuites "real-time Exadata, NetSuite will be able to enable dashboard" technology provides an easy-to-use companies to enjoy Exadatas extreme view into up-to-date, role-specific business performance without taking on additional IT information. burdens, and at a price point that they can afford.“Location• San Mateo, CA Zach Nelson, CEOOracle Products• Oracle Exadata Database Machine 14 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  15. 15. cVidya– Fast TTM and No Lock-in with Oracle Middleware over State-of-the-Art Cloud InfrastructureCompany Overview cVidya Perspective• cVidya Networks is a global leader in analytics and “Our goal was to offer best-of-breed On Demand BI solutions for Revenue Intelligence for telecom, revenue intelligence applications to service media and entertainment service providers. providers of all sizes. The availability of Oracle Innovative cVidya solutions achieve rapid ROI and lower TCO serving to maximize margins, improve Database and Oracle WebLogic on state-of–the- customer experience and optimize ecosystem art cloud infrastructure allowed us to quickly relationships. cVidyaCloud is its umbrella of On- migrate our applications to the cloud, leveraging Demand Revenue Intelligence solutions for service carrier grade middleware while focusing on our providers of all sizes. core competencies and without lock-in to the cloud infrastructure provider”.Location Nava Levy, VP SaaS/Cloud Services• Herzliya, IsraelOracle Products• Oracle Database 11g, Oracle WebLogic (optional) 15 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  16. 16. Resources for ISVs Design Develop Go to Market • Access to Oracle • Dev and test • Flexible technical licenses commercial resources • Online and models onsite training • Oracle branding options & promotion More Information: Cloud Computing & SaaS Knowledge Zone | Oracle Cloud Computing | saasforisvs_ww@oracle.com16 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  17. 17. 17 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  18. 18. 18 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  19. 19. Part 2: Case Study: cVidya’s Journey into the Cloud Leveraging carrier grade middleware over Nava Levy, VP SaaS/Cloud Services state-of the-art cloud infrastructure May 29, 2012© 2012 – PROPRIETARY AND CONFIDENTIAL INFORMATION OF CVIDYA
  20. 20. cVidya’s Journey into the Cloud - Agenda  cVidya overview  Why: the business imperative  How: does one cloud fit all?  Key considerations  Case study20
  21. 21. cVidya OverviewA global leader and innovative provider of Revenue Intelligence solutionsfor Telecom, Media and Entertainment service providers  Over 150 customers  Partnership with the world leading vendors – 7 out of the 10 largest operators  #1 Revenue Management Global Market Provider by (April 2011)  Analyzing over 1.5 Billion subscribers and  TM Forum Leadership billions of events daily  cVidyaCloud : Revenue Intelligence On  300 employees Demand for Service Providers of all sizes  Global presence in 20 locations21
  22. 22. Why: The Business Imperative22
  23. 23. The Business Imperative (2010) Demand - Smaller service Supply - Cloud Computing providers needing was maturing robust BI & analytics penetrating also the Our goal was to Revenue Intelligence communications leverage the cloud applications vertical model to offer also smaller service - But, that do not - Availability of providers best-in- have the resources enterprise grade class revenue to buy and deploy middleware and on premise infrastructure intelligence solutions solutions solutions23
  24. 24. How: Does One Cloud Fit All?24
  25. 25. Does One Cloud Fit All? Not really. There are different go-to-market approaches, technology stacks and infra providers. Each have their pros and cons. Your optimal “cloud” would vary by the type of application, the target market, where you are in the journey to the cloud and your specific use case.25
  26. 26. The Use Case Migrate existing Develop new cloud apps to the cloud applications26
  27. 27. Key Considerations27
  28. 28. Key Considerations • Same as cVidya’s on premise applications or different? Brand Selling only to smaller providers or also to large ones? • What should be the cloud based pricing vs. licensed Pricing & based on premise applications? Based on what Packaging parameters build a pay-per-use pricing? • Which to choose: “build your own” vs. “rent”? PaaS vs. Middleware & IaaS? Open source? IaaS provider or managed hosting Infrastracture provider?28
  29. 29. Brand: Separate Brand and Website29
  30. 30. Pricing & Packaging  Affordable & convenient: – Monthly subscription fee, with minimal setup fee – Pay-as-you-grow pricing tied to value to customers, not just cost for cVidya  Flexible: 3 tiered packages of Silver, Gold and Platinum FraudView® Cloud Get a powerful yet affordable fraud management solution Monitor your network & services, conduct effective investigations, reduce fraud loss and improve your margins Silver Gold Platinum30
  31. 31. Middleware & Infrastructure- Key Requirements 1 Fast time to market Leverage on premise code with minimal code change; available on-demand 2 Focus on core competencies Building applications rather than middleware and infrastructure 3 Robust yet cost effective Powerful, reliable and secure infrastructure yet with affordable pay per use pricing model 4 Convenient Available and certified on cloud infra provider 5 Avoid lock-in Ability to move applications to different cloud infra providers31
  32. 32. Middleware & Infrastructure (cont.) SaaS Software/ Application PaaS Carrier grade middleware Platform/ Middleware deployed over State-of-the-Art Cloud IaaS Infrastructure Infrastructure32
  33. 33. Middleware & Infrastructure (cont.)  Fast time to market  Focus on core competencies Carrier Grade Middleware  Robust yet cost effective State-of-the-Art  Convenient Cloud Infrastructure  Avoid lock-in33
  34. 34. Case Study34
  35. 35. When Revenue Intelligence Meets the Cloud… Ari Banerjee, “SaaS/Cloud Computing is one of the most important and Senior Analyst, exciting technology and business model shifts in recent years. Heavy Reading By combining the benefits of this model with cVidya’s market leading revenue intelligence products, cVidyaCloud allows smaller service providers to have convenient access to best-in- class financial insight and analytics with predictable total cost of ownership”. 35
  36. 36. Why cVidyaCloudCHALLENGES  Combat fraud to improve margins and customer experience  Solve our needs without CAPEX , resources or Fraud domain expertise “We love the value of a hostedSOLUTION  FraudView Cloud: Cloud-based fraud management system which SaaS fraud management system. required minimum resources from our organization, lower setup cost, and did not require in-house fraud expertise For a fixed monthly fee, we have someone else taking care of theRESULTS  Quick deployment with minimum impact on the organization and fraud management system.” with lower cost than would have been achieved through traditional models.  With FraudView Cloud we can monitor our networks 24X7 and systematically detect and combat the most common fraud types  We can now conduct effective investigations and have enjoyed a Larry Snipes quick return on our investment (ROI). Senior Manager, Revenue  In addition to the direct financial benefits, there is also the Assurance & Fraud positive effect on customer experience which is, of course, priceless!
  37. 37. THANK YOU!