The video of the workshop can be found at http://goo.gl/c0EBd9 . Learn from the co-founders of Innov8tif on the differences between sales & development strategies for consumer and enterprise products, as well as the activities involved in the delivery cycles. Takeaway : - Understanding the process of building your product for enterprises - How to sell and market enterprise products The MSA Launch (http://bit.ly/1yhQPZV) is a 5-day event aiming to provide an introduction to MaGIC Academy. It is presented as a condensed version of how MaGIC Academy is going to contribute to you and the startup community. You will be able to experience a series of workshops, skill and sharing knowledge opportunity, and mentoring with our selected network of mentors. Website : www.mymagic.my Facebook : https://www.facebook.com/magic.cyberjaya Twitter : https://twitter.com/magiccyberjaya Youtube : http://goo.gl/HvrRLa SlideShare : http://slidesha.re/1BfSncP Email : enquiries@mymagic.my

1. Enterprise Product Development & Sales
Beyond Malaysia
Malaysia
C-3A-1, Sky Park OneCity
Jalan USJ 25/1, Subang Jaya
47650 Selangor, Malaysia
Indonesia
Jl. Kapten Tendean No.52
40141 Bandung
Jawa Barat, Indonesia

2. Presenters’ Background
George Lee
• Founded Innov8tif, Mobiz, as
Managing Director
• Co-founded JogetWorkflow
(VP, Business Development)
• 15 years experience in sales &
business development of
enterprise software solution.
• Ex-Sales Director of a public
listed software company.
Tiensoon Law
• Founded Innov8tif, Mobiz, as
Technology Director
• Co-founded JogetWorkflow
(VP, Consulting)
• 9 years experience in
enterprise software product
development.
• Ex-Product Mngr. of a public
listed software company.

3. Presenter’s Personal Bits
George Lee
@cupnoodles
Tiensoon Law
@tiensoon

4. Enterprise Software Development

5. Enterprise vs Consumer Software
Key Differences
1. Buyer
2. Requirements gathering
3. Who to please, satisfy or comply to?
4. System integrations
5. Engineering trends & needs
6. Security and auditing requirements

6. 1. Buyer

7. Consumer
• Individual user/customer
• Spending his/her own $
Enterprise
• Group(s) of people/users
• Spending company’s $

8. 2. Requirements Gathering

9. Consumer
• Founder’s life experience
Enterprise
• Someone from the
industry, or subject matter
expert

10. Ability to Build != Ability to Sell

12. Reselling a Customer’s Project to
Another Customer

13. 3. Who to Please/Satisfy or Comply
to?

14. Consumer
• Individual user/customer
Enterprise
• Multiple users, user
groups/departments,
stakeholders
In some cases, compliance to the industry-governing local
regulations and laws

15. Examples of Regulatory Frameworks
Related to Software for Financial &
Insurance Industries in Malaysia
• BNM Guidelines on:
– Management of IT Environment
– Internet Insurance
– Provision of Internet Banking Services
– Anti-Money Laundering and Counter Financing of Terrorism
– Know Your Customer (KYC)
– Stress Testing
• Personal Data Protection Act (PDPA)

16. To Take Care of Everyone’s Rice
Bowl

17. To Take Care of Everyone’s Rice Bowl
• Business Users (Project
Owner)
– I just need something like
Dropbox
– Plus the ability to manage
access rights
• Security Department
– Enterprise security
requirements
– File transfer and storage
security
– 2 factor authentication
• IT Department
– IT & admin controls
– Platform requirements
– Policy management
– Workflow management
– IT management
– Network monitoring
– Audi logging and reports
• C Level
– Executive dashboard

18. Identify Partners to Fulfill the
Missing Gaps

19. Proof of Concept (PoC)

20. Consumer
• Free-trial
• Standard product
Enterprise
• (Free) and
(Customized) PoC, or
even trial run
Low Touch
High Touch
Consumer Enterprise

21. 4. System Integrations

22. Consumer
• Mostly are only involving
the social media and
OAuth integration. APIs
are very well documented
and supported.
Enterprise
• Always involves some
forms of system
integrations
• May even include legacy
systems.

23. Challenges with Enterprise System
Integrations
Wide array of integration methods, from the sexy to
the ugly.
If You are Lucky
• SOAP Web Services
• XML API
• Message Queue
• LDAP
If Unlucky
• SQL query
• Platform-specific SDK
• CSV or Excel files
• Fixed-length messages
• Integration not supported!

24. 5. Engineering Trends & Needs

25. Consumer
• Any programming
language or platform you
like. Ruby, Scala, Python,
PHP, Dart etc.
Enterprise
• Industry-specific
preferences.
• Readiness of talents and
resources.
• Taking care of everyone’s
rice bowl.

26. Know Your Industry’s Preferences
• Malaysia’s government sector is pro-open source,
driven by Open Source Competency Center (OSCC)
master plans and guidelines.

27. Know Your Industry’s Preferences
• Banking and financial services sector is heavily
influenced by the big brands (e.g. Silverlake, IBM,
Oracle). And these architectures are Java-stack
driven.

28. Cobol is Still Used!

29. FREE Software Licenses & NO
Support Subscription?

30. Remember that You have to Take
Care of Everyone’s Rice Bowl?

31. Don’t Spell “Disaster” to Highly Paid CTO/CIO

32. SaaS is NOT for Everyone

33. SaaS is NOT for Everyone
• Banking & financial industry needs to
own the customer data.
– So SaaS never will work for this industry?
• Opex
• or Capex?

34. 6. Security & Auditing Requirements

35. Network Infrastructure
Application Server Cluster 1
Application Server Cluster 2
Internet
Apache HTTP, Nginx,
IIS or NLB

36. Network Infrastructure
Application Server
(Passenger, GlassFish, JBoss,
IIS)
Internet
Apache HTTP, Nginx,
or IIS
?

37. Network Infrastructure
Application Server
(Passenger, GlassFish,
JBoss, IIS)
DMZ
Apache HTTP, Nginx,
or IIS
(Reverse Proxy)
Private / Trusted Zone
Internet

38. Granular Authorization and Access
Control
• Control user group’s authorization by action:
– Create record
– Edit record
– View record
– Search records
– Delete record
– Export records
– Generate reports
• Concept of Super/Power User

39. Comprehensive Logging and Audit Trails
For each action:
• Who?
• When?
• From where?
• What was the previous
value?

40. 5. Selling to Enterprise
Now the tough part!

41. Securing the
Enterprise
Customer
Dinners? Karaoke? Golf?
What does it
take?
Use Cases:

42. Understand
Enterprise
to Sell to
Enterprise

43. Enterprise Barriers
• New Solution
– Is it Proven?
– Who is Using?
– Anyone from same
Industry?
• Company Small & New
– How big is your team?
– How do you support us?
– What happened if you
are longer around?

44. Buying from a Startup
• In line with their GROWTH
& TREND
• Solving their PAIN POINTS
• Make them a SUPER HERO
to their boss
• Make them want you to
FIGHT FOR YOU
• GET A FOOT in but
don’t over do it

45. Addressing Enterprise Concerns
• Trusted Partner
– Existing VENDOR
– BIG ENOUGH reputation
– RESOURCES to Support
– Existing NETWORK
– Align to BIG BOYS
• Product Strategy
– SHOWand PROOF
– READY for production
– CONTINUITY ability without you
– Show ability to SCALE
– Build your CLIENT BASE

46. Sustaining your Enterprise
• Build TRUST from Day 1
• Be RELIABLE & KEEP YOUR
PROMISE always
• GO FURTHER than what
you promise
• RELATIONSHIP SELLING
helps retain your customer
and brings more!

47. Selling Beyond Malaysia
• Are you ready? (Product, Language,
Time & Budget)
• Get some Help – Matrade & MDEC,
now MAGIC ;)
• Creative Strategy
• Self Secure first few local customers
• Figure out Local Partner & Support
• Get your Existing Client to Intro to
local counterpart

48. Question & Answers
Thank You