Main takeaways: - A SaaS delivery model has compelling benefits for not only the customers but also for the vendors - Transition from a Software to a SaaS business model requires product rearchitecture, agile/devops delivery pipepile, changes to sales/support model, and hard exec/board level decisions - Hybrid: it is not going to be all SaaS, Hybrid is here to stay. And Hydrid is not just about the product experience, but also the buying experience

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How to Embrace a SaaS Business
Model by Informatica PM Director

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5. Roshan Agrawal
T O N I G H T ’ S S P E A K E R

7. X-as a service: physical world

8. X-as a service: digital world

9. Customer Benefits

10. Vendor Benefits

11. Innovo Inc.
⮚ Has been very successful selling on-prem ERP
⮚ Facing increasing competition from new born in cloud SaaS vendors
⮚ Embracing SaaS is the only way to stay relevant

12. But…how??

13. Product architecture

14. Hosting & Operations
⮚ Data center
⮚ 24X7 Uptime
⮚ Zero downtime
upgrades
⮚ Enhanced logging
⮚ Realtime monitoring
⮚ Scalability

15. But we are far from done !
Sales selling
legacy software
High customer
churn
Sales incentives CSM

16. I think NOW we are kind of done ?
⮚ Product re-architecture
⮚ Hosting & DevOps
⮚ Sales Incentive alignment
⮚ CSM’s

17. But wait…the revenue DIPPED!!

18. Old vs New: the Classic Predicament

19. The way out: Hybrid

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