Belgian technological industry software landscape transformation
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The document discusses the transition of a typical Belgian business application company, Bart's company, from an on-premise to a Software as a Service (SaaS) model. It outlines 4 steps to achieve this: 1) hosting applications for some customers, 2) adding native mobile/web modules, 3) adopting a product mindset, and 4) developing a full multi-tenant SaaS. The goal is to scale from a limited number of customized customers to thousands of customers by developing a well-defined point solution and self-service business model. The rest of the document provides guidance and examples for Bart to consider at each step of the transition.
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Belgian technological industry software landscape transformation
- 1. the collective centre of the Belgian technological industry From on-premise to SaaS: transforming the product nick.boucart@sirris.be
- 2. Software Landscape in Belgium 31/05/2013© Sirris | www.sirris.be | info@sirris.be | 2 Typical software SME’s Mostly B2B Mix of product and service Product Configuration/customization
- 3. Business Applications A typical Belgian B2B software company Meet Bart!
- 4. Bart’s Business Long sales cycles Every customer is different A limited number of customers Custom work
- 5. Bart’s main concerns 31/05/2013© Sirris | www.sirris.be | info@sirris.be | 5 Can you “host” our application? Can we have a mobile app? Can we have it for less? Customers ask Bart
- 6. Bart’s dream: Silicon Valley hockey stick growth through SaaS forbes.comcbsnews.com
- 7. 31/05/2013© Sirris | www.sirris.be | info@sirris.be | 7 http://www.flickr.com/photos/jenny-pics/3258777653 Where to start?
- 8. 31/05/2013© Sirris | www.sirris.be | info@sirris.be | 8 Option 1 http://www.flickr.com/photos/edmands/3684542549/
- 9. Option 2 31/05/2013© Sirris | www.sirris.be | info@sirris.be | 9 http://www.flickr.com/photos/dampoint/8645035568
- 10. Step 0: Bart’s current situation 31/05/2013© Sirris | www.sirris.be | info@sirris.be | 10 Customer 1 Customer 3Customer 2 Dev and maintenance
- 11. Step 1: Application Hosting for (some) Customers 31/05/2013© Sirris | www.sirris.be | info@sirris.be | 11 Customer 1 Customer 3Customer 2 Virtualization Remote Desktop Operations
- 12. App server Step 2: Native Mobile/Web Module 31/05/2013© Sirris | www.sirris.be | info@sirris.be | 12 Customer 1 Customer 3Customer 2 Web Services HTML5 Point Solution Thinking
- 13. Step 3: Product Thinking 31/05/2013© Sirris | www.sirris.be | info@sirris.be | 13 http://www.flickr.com/photos/icesabre/7292371716
- 14. Scaling customers and offering 31/05/2013© Sirris | www.sirris.be | info@sirris.be | 14 Can you scale with your current target audience? Do your current target represent a homogeneous niche? Is that niche big enough? Can you reach your target niche? Can you turn your offering into a well-defined point solution for their problem? Do you need 5 meetings to explain your offering? Do you have a compelling offer?
- 15. Consider using 31/05/2013© Sirris | www.sirris.be | info@sirris.be | 15 http://www.slideshare.net/NickBoucart/lean-startupsminixpdays Emerging Methods Frameworks Entrepreneurship as a science More info? Application In Belgium
- 16. App server Step 4: Full Multi-tennant SaaS 31/05/2013© Sirris | www.sirris.be | info@sirris.be | 16 Customer 1 Towards a self service business model Scaling What to do ourselves, what to outsource to 3rd party? Customer 2 Customer 10.000
- 17. Scaling up 31/05/2013© Sirris | www.sirris.be | info@sirris.be | 17 Customer support and feedback Subscription and billing automation Analytics and monitoring Cloud platforms Existing SaaS Market places Point solution integration
- 18. Closing Remarks 31/05/2013© Sirris | www.sirris.be | info@sirris.be | 18 Your mileage may vary Every Bart has his own story and trajectory. Transitions are often mix of product, technology, business and process
- 19. 31.05.13 19 • Nebucom: software in the Cloud • Follow-up 4-year project • Supporting software companies in their different transitions to SaaS • Collective project for Flemish software companies, supported by IWT • Starting in October 2013 © sirris | www.sirris.be | info@sirris.be |
Editor's Notes
- Start with Reality check: software landscape in Belgium
- Setting the scene. Hierverhaaltjevertellen van BartBart bouwt business applications (wat CRM, wat ERP, automatisatie van bedrijfsprocessen, …)Heeftdaar in de loop der jareneensoort van basisplatformvoorontwikkeld
- Bart staathier met handen in zijnhaar, hoe gaikditallemaalklaarspelen, hoe geraakik van waarik nu ben, tot eenvolwaardige SaaS business die schaalt? Uiteraard is ditproces v langeadem, waarbijWhere to start?
- Ja, datkomen we ooktegen, maar persoonlijkgeloofikdaarniet in: je gaataanteveeldingentegelijksleutelen: je interne processen, je gaat je huidige business ondermijnen, in velegevallen is datgeenoptie
- Optie 2 is er 1 van evolutie van kleinestapjes en transities, van lerenstappenalvorenstelopen en tevliegen. Hoe zoudaterconcreetkunnenuitzienvooreen “Bart”
- Technologiezoals 2X e.d. hiervermelden.Aangevendatditvoor Bart inpaktheeft op zijninkomsten: zit nu stukje recurring revenue in voorsommigeklantenHijstaat nu ook in voor runtime gedeelte van applicatie. Wordt nu geconfronteerd met dingenzoals backups, restores, af en toe klachtdatietstetraaggaat, …Bart vraagtzichookaf: investeren in eigen servers, huren, …Bart zethierookeerstestappennaarautomatisatie van opzettennieuwe klanten
- Nusommige van Bart’s klanten smartphone/tablet gebruikenvoorconsumptie v applicatie, vragenzezichaf of zegeenintegratie met google maps kunnenhebben in hun CRM etc.Bart overweegtrichting “native mobile/web” module tegaanBart begint met het introduceren van web/app server, technologiezoals html5, json, REST, en interfaced met legacy applicatie via
- This is where Bart start to wonder, I now did this mobile app/module for a few customers now, maybe there is a product in there!!Grootsteuitdagingvoor Bart: moving from Project thinking to product thinking
- Nusommige van Bart’s klanten smartphone/tablet gebruikenvoorconsumptie v applicatie, vragenzezichaf of zegeenintegratie met google maps kunnenhebben in hun CRM etc.Bart overweegtrichting “native mobile/web” module tegaanBart begint met het introduceren van web/app server, technologiezoals html5, json, REST, en interfaced met legacy applicatie via
- Hierookietsvertellenrond standards, hoe gemakkelijkkan je migreren van 1 service naareenandere, hoe de eigen point oplossingintegreren met andere (SaaS) oplossingen?
- Dus, als je jezelfherkent in Bart’s scenario, of als je ervaringhebt, expert bent die Bart kanhelpenbij het maken van transities, als je zelfeentechnolgie in huishebtombarttehelpen, aarzelnietomonstecontacteren,