Cloud case study on SaaS by Srikant rao, affordable business solutions, as part of cloud computing symposium, at compute 2009, acm bangalore

1. Effectively Delivering on the
SaaS Model
Srikant Rao
Co-Founder and CEO
Affordable Business Solutions
srikant.rao@abs.in
+91-98450 29010
www.abs.in

2. Effectively Delivering on the SaaS Model

5. RAVINDRAKINI B
• Associate Member of Institute of Cost &
Works Accountants of India
• Centre for Development of Telematics :
• Finance Executive
• ANZ Information Technologies
• Head of Finance
• AT&T/ NCR Corporation :
• Financial Controller, India Operations
• Ampersand Software Applications
• Chief Financial Officer
• EAI Technologies:
• Director
• Affordable Business Solutions :
• Co-Founder and COO
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11. Build Partner Ecosystem :
 Do not try to be “everything to everybody”
Focus on your key strengths / core
competencies
 Think “Service” not “Software”
 Move beyond solutions/ frameworks
 Relentlessly focus on :
 reducing time to market
 reducing time to deliver
 reducing costs, and
 improving service levels
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12.  Targeting New Prospects
 Introductions by existing customers at the CXO – level is critical
 Cold-calling/ Tele-sales not effective
 Address SME Clusters for scalability and reach
 Customer Acquisition
 Sell Top-down
 Lead with Business Consulting
 Demonstrate only pre-packaged solutions
 by industry vertical
 Demonstrate Domain Expertise
 Accelerate Deployment :
Avoid customization – highlight rapid replication advantages
 People :
 Hire based on functional experience and attitude
 Inculcate “service-oriented” mindset
 Offer growth path to associates on entrepreneurial model
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Partnerships : Build and leverage partner eco-system

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