What you can take away from this presentation: - Switch to micro service architecture - Be ready for the multicloud world - Focus on unique value proposal - Be part of software ecosystems... or be the ecosystem - Develop API to accelerate new sales channel - Give them first, then make them addict to your soft

1. The Cloud Experience
www.scaleway.com
6 winning strategies for
agile SaaS editors

2. 2
Pioneer ofBareMetal Cloud
TOP10largest IaaS/ PaaSproviders
A cloudecosystemdesigned forsoftwaredevelopers
withmorethan34 essential blocks
(instances,storage,kubernetes,GPU…)
Europeanleaderof
Public cloudecosystems&hyperscaling datacenters
W h o w e a r e

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6 w i n n i n g s t r a t e g i e s f o r S a a S e d i t o r s
1 . Switch to microservice arch itectu re
2 . Be ready for a mu lticlou d world
3 . Focu s on u n iqu e valu e proposal
4 . Be part of software ecosy stems … or be th e ecosy stem
5 . Develop A PI to accelerate n ew sales ch an n el
6 . Give u pfron t , th en make th em addict t o y ou r soft

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6 w i n n i n g s t r a t e g i e s f o r S a a S e d i t o r s
1 . Switch to microservice arch itectu re
2 . Be ready for a mu lticlou d world
3 . Focu s on u n iqu e valu e proposal
4 . Be part of software ecosy stems … or be th e ecosy stem
5 . Develop A PI to accelerate n ew sales ch an n el
6 . Give u pfron n t , th en make th em addict t o y ou r soft

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B e i n g a b l e t o s e l l a p a r t o f y o u r s o l u t i o n

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R e d e s i g n i n g y o u r s o f t w a r e a r c h i t e c t u r e i n t o m i c r o s e r v i c e s
l e t s y o u i d e n t i f y w h e r e y o u r c o r e v a l u e i s

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A c c e l e r a t e d e l i v e r y , r e i n v e n t v e r s i o n i n g , s i m p l i f y s p e c i f i c d e v e l o p m e n t
3 Month
15 Days
1 Month
8 Days
15 Days
users

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R e c o n f i g u r e y o u r s o f t w a r e v a l u e t o s e r v e a n o t h e r b u s i n e s s

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6 w i n n i n g s t r a t e g i e s f o r S a a S e d i t o r s
1 . Switch to microservice arch itectu re
2 . Be ready for a mu lticlou d world
3 . Focu s on u n iqu e valu e pru posal
4 . Be part of software ecosy stems … or be th e ecosy stem
5 . Develop A PI to accelerate n ew sales ch an n el
6 . Give u pfron t , th en make th em addict t o y ou r soft

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M u l t i - c l o u d s t r a t e g y
Why you should be able to deploy your software
on one cloud provider or more

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K e y q u e s t i o n s t o a n s w e r
« I like your software but want it to run on my X &
Y cloud architecture »
« I will buy your software but only if it runs in my own
country » (data sovereignty)
« I want your software to run on a public cloud but
have part of it running on-prem »

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M u l t i c l o u d i s m u c h m o r e t h a n a t r e n d

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I s y o u r s o f t w a r e r e a d y f o r s u c h a s p l i t ? I t s h o u l d
C u s t o m e r ’ s o n p r e m i s e D a t a c e n t e r

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H o w S a a S e d i t o r s c a n b e c o m e m u l t i c l o u d
Develop on standard Databases /Runtimes
Develop on standard APIs - codelaunchers
Develop on standard microservice platforms
Develop on standard Hypervisors
L o w e r t i m e t o m a r k e t
F l e x i b i l i t y
A g i l i t y
P o r t a b i l i t y
E
V
O
L
U
T
I
O
N

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6 w i n n i n g s t r a t e g i e s f o r S a a S e d i t o r s
1 . Switch to microservice arch itectu re
2 . Be ready for a mu lticlou d world
3 . Focu s on u n iqu e valu e proposal
4 . Be part of software ecosy stems … or be th e ecosy stem
5 . Develop A PI to accelerate n ew sales ch an n el
6 . Give u pfron t , th en make th em addict t o y ou r soft

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Re-inventing the wheel :
Identification, file management,
communication tools, AIM, display,
portal, dashboards
DuplicatedBusiness Value / Data:
Read/Writebasicinfo
Customercommunityfeatures
Business/ERP basics
(listofcustomers,products,orders…)
Workflowengine
Unique Software Value :
Expert calculations, 3D, AI, Edge, Automation, DATA

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6 w i n n i n g s t r a t e g i e s f o r S a a S e d i t o r s
1 . Switch to microservice arch itectu re
2 . Be ready for a mu lticlou d world
3 . Focu s on u n iqu e valu e proposal
4 . Be part of software ecosy stems … or be th e ecosy stem
5 . Develop A PI to accelerate n ew sales ch an n el
6 . Give u pfron t , th en make th em addict t o y ou r soft

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Targeting direct customers
Build your market
Access to ecosytem customers
AND/OR ?
Your Software
Major Editor Ecosystem

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B e c o n n e c t e d o r b u i l d c o n n e c t i o n s

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VS
H a r d t o c o m p e t e a l o n e
Your HR
Software

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I n a p o s t - C o v i d 1 9 S a a S c o s t r e d u c t i o n ,
S e l l i n g t h r o u g h e x i s t i n g p l a y e r s c a n b e a b e t t e r a p p r o a c h
t h a n b e c o m e t h e N + 1 s o f t w a r e o f a c u s t o m e r .

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• HubSpot
• Google
• Adobe
• Slack
• MailChimp
• Shopify
• Microsoft
• SurveyMonkey
• MathWorks
• PieSync
• KnowBe4
• LastPass
• Proofpoint
• Jamf
• Zoom
• Atlassian
• Freshservice
• Ring Central
• Teem
• Sophos
• Salesforce
• ServiceNow
• Workday
• Square
• Veeva
• Splunk
• Twilio
• Okta
• Paycom
• Dropbox
• Elastic NV
• athenahealth
• Wix
• CarGurus
• Pluralsight
S o i f y o u ’ r e n o t o n e o f t h e s e
c o m p a n i e s …
W h i c h o f t h e s e c o u l d s u g g e s t
y o u r u n i q u e s o f t w a r e v a l u e t o t h e i r
m a s s i v e c u s t o m e r b a s e ?

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6 w i n n i n g s t r a t e g i e s f o r S a a S e d i t o r s
1 . Switch to microservice arch itectu re
2 . Be ready for a mu lticlou d world
3 . Focu s on u n iqu e valu e pru posal
4 . Be part of software ecosy stems … or be th e ecosy stem
5 . Develop A PI to accelerate n ew sales ch an n el
6 . Give u pfron t , th en make th em addict t o y ou r soft

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Microservices API
Billing API
Setup &
Delivery API
SaaS Reseller
Bigger SaaS

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6 w i n n i n g s t r a t e g i e s f o r S a a S e d i t o r s
1 . Switch to microservice arch itectu re
2 . Be ready for a mu lticlou d world
3 . Focu s on u n iqu e valu e proposal
4 . Be part of software ecosy stems … or be th e ecosy stem
5 . Wh en A PI becomes y ou r sales ch an n el
6 . Give u pfron t , th en make th em addict t o y ou r soft

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80%
10% 6%
4%
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
Subscription Licence Usage Others
Editors Main Business Model
A m a s s i v e a d o p t i o n o f t h e S u b s c r i p t i o n M o d e l

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0%
5%
10%
15%
20%
25%
30%
35%
40%
More than 3
Years
3 Years 2 years 1 year Less than 1
year
B u t t o o f e w e d i t o r s a l l o w s h o r t p e r i o d & f r e e m i u m / f r e e t i e r
Subscription timespans available

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D e v e l o p t h e c a p a b i l i t y t o p r o p o s e 2 l e v e l s o f u n i q u e v a l u e

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S o m e c u s t o m e r s b r i n g y o u m o n e y , w h i l e o t h e r s b u i l d y o u r b r a n d

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6 w i n n i n g s t r a t e g i e s f o r S a a S e d i t o r s
1 . Switch to microservice arch itectu re
2 . Be ready for a mu lticlou d world
3 . Focu s on u n iqu e valu e proposal
4 . Be part of software ecosy stems … or be th e ecosy stem
5 . Develop A PI to accelerate n ew sales ch an n el
6 . Give u pfron t , th en make th em addict t o y ou r soft

33. Thank you
@PaRijSeL
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