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From ISV to SaaS<br />&lt;&lt;<br />&lt;&lt;datum&gt;&gt;<br />Ruud Ramakers<br />r.ramakers@mitopics.nl<br />Change the v...
Key questions<br />Why is migration toward SaaS important?<br />What makes SaaS different?<br />What are the key issues to...
Content<br />What is SaaS?<br />What is different in the delivery model?<br />Why should a ISV migrate?<br />How to make m...
Definition<br />Software as a Service (SaaS, typically pronounced &apos;sass&apos;) is a model of software deployment wher...
SaaS Market Drivers, Size & Growth<br />
SaaS evolution / Disruptive innovation<br />
SaaS Maturity<br />
SaaS part of the Cloud<br />
Differences in software delivery model<br />
Comparison of Software Delivery Models<br />
Comparison of Software Delivery Models (cont.)<br />
Reasons for migration<br />
SaaS Market Drivers, Size & Growth<br />
Advantages SaaS for vendor<br />
Advantages SaaS for Customer<br /><ul><li>Back to Core Business (knowledge, focus, responsibility, investments)
Time-to-Market (Easy test drive, quick to implement)
Lower up-front costs & Total Cost of Ownership (pay as you go)
Vendor accountability (managing upgrades, bug releases and initial deployment setup, licensees)
Low switching cost (although subtle data lock-in effects are real)
Flexibility
High availability
Integration with other online services</li></li></ul><li>How to make migration a succes?<br />
Economics / leadership / strategy (1)<br />Executive support<br />Funding / aproval<br />Change business model /Profitable...
Economics / leadership / strategy (2)<br />Think big, size matters<br />Every business aspect is involved<br />Don’t forge...
Organisation (1)<br />Manage and plan the transition<br />Organise new partners<br />Market driven Sales (focus on costs)<...
Organisation (2)<br />Implemantation<br />Gap Analyses<br />Best pratices templates<br />Crowd source<br />Fased implement...
Technology<br />Strategy<br />Managing R&D transition<br />Multi-tenancy<br />Integration Customerization<br />Automated t...
Operations<br />Security Service<br />SLA’s<br />Own Infrastructure?<br />Back up and recovery<br />Defining Metrics (like...
Sales / Marketing (1)<br />Sales Marketing most expensive<br />Focus on costs<br />Request optimal distribution strategy<b...
Sales / Marketing (2)<br />Bonus<br />Renewals <br />No Island<br />Customer success<br />Ease of use<br />Service<br />Sh...
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Migration from ISV toward SaaS

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Issues to focus on how to migrate from ISV towards SaaS

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Migration from ISV toward SaaS

  1. 1. From ISV to SaaS<br />&lt;&lt;<br />&lt;&lt;datum&gt;&gt;<br />Ruud Ramakers<br />r.ramakers@mitopics.nl<br />Change the value proposition<br />Surviving the Cloud<br />
  2. 2. Key questions<br />Why is migration toward SaaS important?<br />What makes SaaS different?<br />What are the key issues to focus on?<br />
  3. 3. Content<br />What is SaaS?<br />What is different in the delivery model?<br />Why should a ISV migrate?<br />How to make migration a succes?<br />Economics / leadership<br />Organisation<br />Technology<br />Operations<br />Sales / marketing<br />Culture<br />Key take aways<br />Conclusions<br />
  4. 4. Definition<br />Software as a Service (SaaS, typically pronounced &apos;sass&apos;) is a model of software deployment whereby a provider licenses an application to customers for use as a serviceon demand. SaaS software vendors may host the application on their own web servers or download the application to the consumer device, disabling it after use or after the on-demand contract expires. The on-demand function may be handled internally to share licenses within a firm or by a third-party application service provider (ASP) sharing licenses between firms<br />SourceWikipedia<br />Software delivery via the network / Internet<br />Service on demand<br />Webbased<br />Pay per use<br />Hosted / part of the cloud<br />
  5. 5. SaaS Market Drivers, Size & Growth<br />
  6. 6. SaaS evolution / Disruptive innovation<br />
  7. 7. SaaS Maturity<br />
  8. 8. SaaS part of the Cloud<br />
  9. 9. Differences in software delivery model<br />
  10. 10. Comparison of Software Delivery Models<br />
  11. 11. Comparison of Software Delivery Models (cont.)<br />
  12. 12. Reasons for migration<br />
  13. 13. SaaS Market Drivers, Size & Growth<br />
  14. 14. Advantages SaaS for vendor<br />
  15. 15. Advantages SaaS for Customer<br /><ul><li>Back to Core Business (knowledge, focus, responsibility, investments)
  16. 16. Time-to-Market (Easy test drive, quick to implement)
  17. 17. Lower up-front costs & Total Cost of Ownership (pay as you go)
  18. 18. Vendor accountability (managing upgrades, bug releases and initial deployment setup, licensees)
  19. 19. Low switching cost (although subtle data lock-in effects are real)
  20. 20. Flexibility
  21. 21. High availability
  22. 22. Integration with other online services</li></li></ul><li>How to make migration a succes?<br />
  23. 23. Economics / leadership / strategy (1)<br />Executive support<br />Funding / aproval<br />Change business model /Profitable strategy<br />Search for market niches / Identify new business opportunities beside current business<br />Be flexible /Continuously measure your success<br />
  24. 24. Economics / leadership / strategy (2)<br />Think big, size matters<br />Every business aspect is involved<br />Don’t forget the infrastructure<br />Fight your battles<br />Watch out for <br />quick fixes<br />dual models<br />Start now, be a player<br />
  25. 25. Organisation (1)<br />Manage and plan the transition<br />Organise new partners<br />Market driven Sales (focus on costs)<br />Focus on cursomer service<br />Responsible for churn<br />Must have a dedicated customer success team<br />The power shift has moved to the advantage of the buyer<br />SaaS vendors must focus on renewals separate from sales<br />
  26. 26. Organisation (2)<br />Implemantation<br />Gap Analyses<br />Best pratices templates<br />Crowd source<br />Fased implementation<br />Smell the roses<br />Cultural change<br />Learning organisation, plan for learning<br />Make organisation flexibilble<br />Flexible product launch<br />Focus on marketing not on technology<br />What is your sweet spot?<br />
  27. 27. Technology<br />Strategy<br />Managing R&D transition<br />Multi-tenancy<br />Integration Customerization<br />Automated testing<br />Architect /Database design<br />Continuously innovation / releasing<br />Measuring features / billing / BI<br />Single Sign on / automatic provisioning<br />Focus on infrastructure <br />
  28. 28. Operations<br />Security Service<br />SLA’s<br />Own Infrastructure?<br />Back up and recovery<br />Defining Metrics (like e.g. ARPU, Churn etc)<br />Continuously innovation<br />Business processes / service processes.<br />
  29. 29. Sales / Marketing (1)<br />Sales Marketing most expensive<br />Focus on costs<br />Request optimal distribution strategy<br />New partners<br />Web / telesales<br />Communications<br />
  30. 30. Sales / Marketing (2)<br />Bonus<br />Renewals <br />No Island<br />Customer success<br />Ease of use<br />Service<br />Sharp prising<br />Demo online<br />Online provisioning<br />Free trial<br />
  31. 31. Cultural Challenges<br />New Identity<br />Community Collaboration<br />Cultural evolving<br />Product Mentality towards Service Mentality<br />Compensation / motivation<br />
  32. 32. Key questions<br />Why is migration toward SaaS important?<br />What makes SaaS different?<br />What are the key issues to focus on?<br />
  33. 33. Take Aways (1)<br />More than putting application on Web<br />Think Web, focus on strategy for product development<br />Identify gaps<br />True Multi-tenant<br />Get your Architecture right upfront. <br />
  34. 34. Take Aways (2)<br />Creating all SaaS envirnment requires significant effort, plan for it, learn from it<br />Focus on your strength, source out.<br />It’s a cultural change<br />Economic leadership<br />Hosting alternatives abound. <br />Focus on Ad-ons (monitoring, billing, etc.)<br />
  35. 35. Conclusions<br />Economic Leader / sponsorship<br />SaaS is here to stay<br />Think Web<br />Partner in customer success<br />SaaS is a different ball game<br />There is no magic, just a learning curve<br />Build vs Buy <br />
  36. 36. Questions?<br /><ul><li>Per e-mail: r.ramakers@mitopics.nl</li></ul>Other Information<br /><ul><li>Nieuwsbrief: nieuwsbrief@mitopics.nl
  37. 37. Internet: www.mitopics.nl</li>

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