With cloud services replacing channel partner infrastructure services, partners need new revenue sources. Knowing this you need to get into survival mode and start building a strategy to have your own unique resellable services, your own intellectual property (IP) to offer to customers.

1. CONFIDENTIAL | © 2015 Scribe Software Corporation. All rights reserved.
The IP Imperative
It’s like making money in your sleep!

2. CONFIDENTIAL | © 2015 Scribe Software Corporation. All rights reserved.
Presenters
Howard M Cohen
Senior Resultant
HMC Write Now
Daniel Lynton
Founder/CEO
LyntonWebBetsy Bilhorn
VP, Product
Management
Scribe Software

3. CONFIDENTIAL | © 2015 Scribe Software Corporation. All rights reserved.
Agenda
• Why you need to start creating your own intellectual property
• Building the right strategy
• How to increase revenue without incurring additional costs
• Developing channels with other partners to sell your IP
• Upfront investment and time to break-even

4. CONFIDENTIAL | © 2015 Scribe Software Corporation. All rights reserved.
The Partner Squeeze
How do I replace
installation & licensing
revenue?
How to reduce the cost
of sales?
How to maximize
resource utilization?
How to stay relevant in fast
changing markets?
How do I even out revenue
streams?
How do I GROW my business?
How to expand
capacity?

5. CONFIDENTIAL | © 2015 Scribe Software Corporation. All rights reserved.
The Shift to Cloud is as Big as PCs in the 80’s
Long Term $$$ is in the Software & Services on the Platform, not the Hardware

6. CONFIDENTIAL | © 2015 Scribe Software Corporation. All rights reserved.
ServicesPackaged IP
Attract
New Prospects/Markets
Upsell, Cross Sell
Capabilities
Add-Ons
Managed Services
“Pre Configured”
Offerings
Repeatable
Automated
Subscription
Based
“Good Enough”
Increase capacity of high $$$
resources (experts on expert
projects)
Deliver value with lower $$$
resources
Increase stickiness with client
Increase stickiness with
Vendor

7. CONFIDENTIAL | © 2015 Scribe Software Corporation. All rights reserved.
Satya Nadella
CEO - Microsoft

8. CONFIDENTIAL | © 2015 Scribe Software Corporation. All rights reserved.

9. CONFIDENTIAL | © 2015 Scribe Software Corporation. All rights reserved.
"We're very deliberate
that we deliver a
platform that partners
can be successful on in
delivering their
solutions"
Phil Sorgen
CVP WW-MPN - Microsoft

10. CONFIDENTIAL | © 2015 Scribe Software Corporation. All rights reserved.
An
Evolution
of Solution
Infrastructure
Provider
Solution
Provider
Bill Patterson
Senior Director,
CustomerSelf Service
Solutions- Microsoft

11. Business
Relevant
Solutions

12. IntellectualProperty
YOUR

13. Infrastructure
Maintenance
“Break/Fix”
Desktop Deployment
Product Attached
Services

14. Application Development
Application Management
Process Improvement
Network & Systems Management
Data Integration

15. Big Data

16. CONFIDENTIAL | © 2015 Scribe Software Corporation. All rights reserved. 16
*Source: IDC Digital Universe Study 2011
Big Data Getting Bigger
50x Growth in Next Decade*

17. CONFIDENTIAL | © 2015 Scribe Software Corporation. All rights reserved.
Former Google CEO Eric Schmidt
has argued that we now create an
entire human history's worth of
data every two days.
"There was 5 exabytes of
information created between the
dawn of civilization through 2003,
but that much information is now
created every two days, and the
pace is increasing.“
*Source: Datamation June 2013

18. CONFIDENTIAL | © 2015 Scribe Software Corporation. All rights reserved.
Everything Collects Data

19. The Internet of Things

20. CONFIDENTIAL | © 2015 Scribe Software Corporation. All rights reserved.
Big Data Challenges
 Data Capture
 Data Curation
 Data Storage
 Search
 Sharing
 Analytics
 Visualization
 Decision-Support
 Data Integration between Applications

21. Your Insight Into
Customer Information Architecture
Becomes Your Intellectual Property
…Not only about that customer,
but about their
entire industry as well!

22. The Age of the
Infrastructure Integrator
is Ending

23. The ISV & the
Data Integrator
are the channel partners
of the future!

24. CONFIDENTIAL | © 2015 Scribe Software Corporation. All rights reserved.
Evolution from a digital marketing agency to
an integration-as-a-service provider
1999 2001 2003 2005 2007 2009 2011 2013 2015
LyntonWeb founded
web design Software development
HubSpot reseller
Marketing services
CRM integration
services
Self-service integration
website launched

25. CONFIDENTIAL | © 2015 Scribe Software Corporation. All rights reserved.
Connected Sales and Marketing Data =
Happy and Successful Customers
• Turn-key, self-service setup and
management
• Monthly and annual service
plans
• Low cost entry-level and
enterprise pricing
• HubSpot partner agencies make
money using the platform for
their clients
• Add-on products & services
available

26. CONFIDENTIAL | © 2015 Scribe Software Corporation. All rights reserved.
Ideal Customer Lifecycle
Sign up for
free trial
Convert to
paid plan
Buy add-on
services
Sustained
use drives
business
growth
Upgrade
service plan

27. CONFIDENTIAL | © 2015 Scribe Software Corporation. All rights reserved.
Invest in the Future
2011 2012 2013 2014
Revenue Profit Margin
• Continuous investment in labor
and technology
• Tapped into a niche we were
experts in
• Ate our own dog food
• Integration-as-a-service now
our most profitable revenue
stream
• Future growth from new
integrations and partner
services

28. CONFIDENTIAL | © 2015 Scribe Software Corporation. All rights reserved.
You have questions?
We have answers!

29. CONFIDENTIAL | © 2015 Scribe Software Corporation. All rights reserved.
About Scribe
• Customer data integration solutions since 1995
• Established global company
• Cloud, premise, hybrid
• Award-winning solutions
◦ Scribe Online
◦ Scribe Insight
• 12,000 customers and 1,200 partners

30. CONFIDENTIAL | © 2015 Scribe Software Corporation. All rights reserved.
CRM
Marketing
Automation
Data Services
Industry
Software
ERP
Marketing Communication

31. CONFIDENTIAL | © 2015 Scribe Software Corporation. All rights reserved.
About LyntonWeb
• Digital marketing and technology agency founded in 1999
• Hundreds of customers worldwide
• Partnered with HubSpot and Scribe Software
• Expertise in marketing automation, CRM, CMS, and eCommerce
• Integration products and web applications powered by Scribe Online
www.lyntonweb.com
www.integratehubspot.com

32. CONFIDENTIAL | © 2015 Scribe Software Corporation. All rights reserved.
Next Steps
Additional Resources
Scribe Online Trial
LyntonWeb Launches HubSpot–MS Dynamics
Integration Service for Scribe Online
Integration Lifecycle Management – A Critical Concern
in Both SaaS and Hybrid Application Environments
THANK YOU!