The transformation to a Digital Insurer is complex as it changes the foundation of the organization. Complicating factor is the fast speed of digital innovation in the market and the current digital structure of the organization not able to deal with these changes. The digital transformation is however inevitable and mistakes will create a bigger gap, resulting in business deterioration. In this presentation a vision on Digital Insurance transformation is explained and more information is available to support a digital transformation process in a specific organization.
The transformation to a Digital Insurer is complex as it changes the foundation of the organization. Complicating factor is the fast speed of digital innovation in the market and the current digital structure of the organization not able to deal with these changes. The digital transformation is however inevitable and mistakes will create a bigger gap, resulting in business deterioration. In this presentation a vision on Digital Insurance transformation is explained and more information is available to support a digital transformation process in a specific organization.
Digital Transformation Playbook: Guide to Unleashing Exponential GrowthBMC Software
BMC, the global leader in IT solutions for the digital enterprise, has teamed with PSFK, one of the world’s leading think tanks, to develop The Digital Transformation Playbook. This guide provides key insights and actionable steps for business executives and public sector organizations to follow as they seek to enhance customer experiences, processes, and business models through digital transformation. To download a complimentary copy of The Digital Transformation Playbook, visit http://www.bmc.com/playbook.
Checklist to become customer first neo bank- 2021 proven solutionIndusNetMarketing
Neobanks are the future, and the path to growth and profitability requires an enriched customer experience for tech-savvy customers. Here is the checklist.
Read our latest issue "Horizons 2013" featuring GBM's latest news, achievements, events and partnerships. Our special bonus "In the Media"sections allows you to view at a glance what our executives had to say on the hottest IT trends.
Executing Complex Strategies through a Field Sales Forceaktana
Aktana presents at the EyeForPharma Sales Force Effectiveness conference in June 2012, on how to ensure the successful execution of strategies through the field.
White paper achieving the most economically advantageous applications solutio...Newton Day Uploads
This is a White Paper that I produced in 2010 on the subject of how organizations have the potential to always achieve the most economically advantageous application solution for their business by insourcing IT thanks to the evolution of near-real-time applications authoring.
As banks adapt to market changes and new technology landscapes, cloud computing is playing a major role, providing alternative ways to access to core banking technology.
Challenges in Insurance: Customer Clarity in ClaimsPrecisely
In insurance, the claims process and risk of customer churn always go hand in hand. According to Forrester, more than 30% of customers who endured a bad claims experience switched insurers within one year of the incident. This churn due to declining loyalty and poor customer experiences can represent as much as $470 billion in Life, Property, and Casualty premiums globally. Not to mention the cost to your staff and time spent working through claims inquiries.
What if there was a way to reduce costs, to reduce second and subsequent calls to your claims center, and to drive digital adoption…all while increasing your claimant’s satisfaction throughout the experience?
Watch our on-demand webinar as we discuss some of today’s toughest challenges in the insurance industry.
AIA Present iPOS tablet toolkit at Transform 2015 ConferenceThe Digital Insurer
AIA are possibly the global leader in their use of tablet toolkits at the point of sale for life insurance. This short presentation gives a status update. Visit The Digital Insurer for more informaiton on the use of tablet toolkits in insurance and to join our community of professionals who are interested in the digital transformation of insurance
Although cloud is widely recognized as a technology
game changer, its potential for driving business innovation remains virtually untapped.
Indeed, cloud has the power to fundamentally shift competitive landscapes by providing a
new platform for creating and delivering business value. To take advantage of cloud’s
potential to transform internal operations, customer relationships and industry value
chains, organizations need to determine how best to employ cloud-enabled business
models that promote sustainable competitive advantage.
Digital Transformation Playbook: Guide to Unleashing Exponential GrowthBMC Software
BMC, the global leader in IT solutions for the digital enterprise, has teamed with PSFK, one of the world’s leading think tanks, to develop The Digital Transformation Playbook. This guide provides key insights and actionable steps for business executives and public sector organizations to follow as they seek to enhance customer experiences, processes, and business models through digital transformation. To download a complimentary copy of The Digital Transformation Playbook, visit http://www.bmc.com/playbook.
Checklist to become customer first neo bank- 2021 proven solutionIndusNetMarketing
Neobanks are the future, and the path to growth and profitability requires an enriched customer experience for tech-savvy customers. Here is the checklist.
Read our latest issue "Horizons 2013" featuring GBM's latest news, achievements, events and partnerships. Our special bonus "In the Media"sections allows you to view at a glance what our executives had to say on the hottest IT trends.
Executing Complex Strategies through a Field Sales Forceaktana
Aktana presents at the EyeForPharma Sales Force Effectiveness conference in June 2012, on how to ensure the successful execution of strategies through the field.
White paper achieving the most economically advantageous applications solutio...Newton Day Uploads
This is a White Paper that I produced in 2010 on the subject of how organizations have the potential to always achieve the most economically advantageous application solution for their business by insourcing IT thanks to the evolution of near-real-time applications authoring.
As banks adapt to market changes and new technology landscapes, cloud computing is playing a major role, providing alternative ways to access to core banking technology.
Challenges in Insurance: Customer Clarity in ClaimsPrecisely
In insurance, the claims process and risk of customer churn always go hand in hand. According to Forrester, more than 30% of customers who endured a bad claims experience switched insurers within one year of the incident. This churn due to declining loyalty and poor customer experiences can represent as much as $470 billion in Life, Property, and Casualty premiums globally. Not to mention the cost to your staff and time spent working through claims inquiries.
What if there was a way to reduce costs, to reduce second and subsequent calls to your claims center, and to drive digital adoption…all while increasing your claimant’s satisfaction throughout the experience?
Watch our on-demand webinar as we discuss some of today’s toughest challenges in the insurance industry.
AIA Present iPOS tablet toolkit at Transform 2015 ConferenceThe Digital Insurer
AIA are possibly the global leader in their use of tablet toolkits at the point of sale for life insurance. This short presentation gives a status update. Visit The Digital Insurer for more informaiton on the use of tablet toolkits in insurance and to join our community of professionals who are interested in the digital transformation of insurance
Although cloud is widely recognized as a technology
game changer, its potential for driving business innovation remains virtually untapped.
Indeed, cloud has the power to fundamentally shift competitive landscapes by providing a
new platform for creating and delivering business value. To take advantage of cloud’s
potential to transform internal operations, customer relationships and industry value
chains, organizations need to determine how best to employ cloud-enabled business
models that promote sustainable competitive advantage.
CompTIA’s 6th Annual State of the Channel research provides an overview of the size, shape and growth factors influencing the channel today. It offers deep analysis of the topics driving debate across the channel and further delves into today’s leading opportunities and challenges, including some notable findings on the channel’s ongoing relationship with cloud computing. The study was conducted in quantitative and qualitative parts. The quantitative part saw 350 executives from IT industry companies complete a survey. The qualitative is drawn from a series of in-depth interviews with senior-level IT executives. Data collection occurred in July 2016.
CompTIA 4th Annual Trends in Managed Services CompTIA
Understanding the mindset of the customer is a crucial ingredient in any successful managed services practice. What do they consider “managed services” and what kinds of questions to they ask when vetting providers? What do they look for in a service level agreement? Trends in Managed Services captures critical end-user information about managed services usage patterns, preferences and general attitudes towards managed services to help guide you toward maximum growth and profitability.
The study, conducted in two parts, includes quantitative findings based on an online survey of 350 executives in the end-user community, plus an in-depth set of qualitative interviews with 18 current or former users of managed services.
As with most recent trends in technology, the Internet of Things is composed of many different pieces working in concert to create a new model. This presentation examines the hardware, software, rules, and services that make up the IoT ecosystem.
Customer success continues to be an emerging practice as both technology companies and nontraditional industries move to a new subscription revenue model. A maturity model framework helps companies establish their customer success organizations and initiatives, as well as allowing them to see where they stand and how they can improve as they move through the stages of maturity. www.tsia.com.
Measuring the Health of XaaS Subscription RenewalsTSIA
When it comes to getting customers to renew their subscription with your XaaS offer, does your current renewal engagement model consist of managed handoffs between your internal teams, or is it total chaos? In the recent TSIA SRG Cloud Benchmark Study, we aimed to find out how top companies in the technology services industry are structuring their subscription renewal process, as well as get a detailed look at which metrics they’re using to track their success.
Product manager Chris Kuijper presents our MSP development theme and corresponding roadmap. The goal for our MSP customers is that we help you and you help your customers.
Customer Success Summit Keynote
Presented by: Thomas Lah, Executive Director, TSIA
Customer success has become one of the hottest capabilities technology companies find themselves investing in today. For technology-as-a-service providers, customer success potentially holds the key to retaining customers and expanding customer relationships. However, TSIA has been inundated with inquiries from member companies that are struggling to deliver customer success at scale.
In this closing keynote, TSIA executive director Thomas Lah will leverage recent benchmark data and industry observations to outline a seven-step approach to establishing and scaling a customer success capability. From the charter to the financial model to enabling technology, Thomas will provide practical frameworks customer success organizations can leverage as they grow.
How to Scale Your Customer Success Management OrganizationGainsight
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
This presentation - How to Scale Your Customer Success Management Organization - is from Pulse 2014, the biggest Customer Success industry event ever and included panelists from Box, Marketo, Salesforce.com
The Global Landscape of Digital Finance InnovationsCGAP
More than half of the world’s adult population, nearly 2.5 billion people, remain unbanked. Technology – particularly the mobile phone – has been used in recent years to extend financial services past the limits of bank branches and reach new consumers in traditionally underserved segments. Initial efforts focused on payments but have now grown to include savings, insurance and credit products delivered by digital channels, known as “products beyond payments.” Despite a dramatic expansion in the number of digital financial service deployments, the offering of these financial services are not new services. Rather, they are existing services migrated to a lower-cost digital channel, therefore offering greater scale potential. And even then, use of these channels currently remain low.
This research seeks to accomplish four objectives:
Catalog the ways in which technology, especially mobile, can enhance access or use of financial services
Provide a comprehensive landscape of the latest innovations in digital finance
Consider the current and potential impact of these innovations on financial inclusion
Identify enabling conditions and investments needed to unlock the potential of the sector
Is it really "sharing"?
Presentation of the so-called "Sharing" Economy, for a lecture about service innovation at Linköping University (LiU), during a course in Service Management and Marketing.
I talk about Unicorns; collaborative... consumption-production-finance-learning-governance; “platform cooperativism” and my research focus on shared mobility.
- First upload: 11 March 2016 (v.2016)
- Update: 20 March 2017 (v.2017)
- Update: 14 March 2018 (v.2018 ~ http://bit.ly/2GtkxIk)
What's the ROI of a TSIA membership? These three member companies were experiencing service business challenges and TSIA was able to provide actionable recommendations through membership offerings to get them up and to the right in terms of performance. http://info.tsia.com/member-success-stories
Download the entire webinar for free: http://info.brightgauge.com/7-lessons-webinar
After growing our MSP business 10x in 5 years, we often get questions about how to set up a company for growth. Learn more from our co-Founder & CEO, Eric Dosal, as he shares his top advice from the process of scaling and selling his MSP.
Some of the topics Eric covers:
- How to standardize your sales process
- How investing in customer success impacted our growth
- A practical way to identify your ideal customer
- How to simplify your contracts
This lecture was given by Professor June Sung Park at Korea Advanced Institute of Science and Technology in the 2012 Cloud Conference held in August 2012 by Electronic Times in Korea.
This presentation will discuss concerns and opportunities, business drivers, cisco solutions for enterprise cloud, the compute platform, cisco automation solutions and cloud enablement workshop.
Making of a Successful Cloud Business:
Current Status & Future Requirements
Rajarshi Bhose and Sumit Kumar Bose
Infosys Technologies Limited
Delivered as part of Cloud symposium, at ACM Bangalore COmpute 2009.
Presented at MPLS 2010 Oct 24-27 Washington D.C.
Monique Morrow, Cisco Distinguished Consulting Engineer, discussed the role of the network in developing as a base for cloud computing in developing XaaS models across a private backbone vs offering Cloud-based services over the Internet.
The presenter further presented the potential evolution of Cloud Computing in the form of Private, Hybrid and Inter-Cloud.
Service Level Management and Security are also highlighted themes in this presentation.
An overview of the various standards organizations and forums that may be specific to cloud computing and emerging inter-cloud was also provided
Discussion and takeaway - the value of these models to your business.
Alexandre Vasseur, Staff Systems Engineer chez VMware, présente CloudFoundry et la vision du Cloud de VMware.
La vidéo de la présentation est disponible ici : http://vimeo.com/46604224
Le Xebia Cloud Day 2012 est une conférence gratuite dédiée au Cloud Computing focalisée sur l'écosystème Java.
http://blog.xebia.fr/22-mai-2012-cloud-day-chez-xebia/
2011.11.22 - Cloud Infrastructure Provider - 8ème Forum du Club Cloud des Par...Club Cloud des Partenaires
p8ème Forum du Club Cloud des Partenaires [dans le cadre de Partner VIP - 22 novembre 2011]. Deck de slides qui accompagnent l'atelier "Hébergeurs, infogéreurs, comment différencier votre offre Cloud" [animé par Florence Marcel]
12 2011 highlights 2011 smb collaboration studySMB Group
The 2011 SMB Collaboration and Communications Study surveyed more than 800 SMBs (small business is 1-99 employees; medium business is 100-999 employees) to find out how they collaborate, what tools they use and what their appetite is for integrated collaboration suites.
Radian6, SMB Group and CRM Essentials team up to share findings from the 2011 SMB Social Business Study, live from CRM Evolution.Link to the recorded webinar, oriignally presented 8-9-11:
http://radian6.adobeconnect.com/p3lrsiohdcy/
GridMate - End to end testing is a critical piece to ensure quality and avoid...ThomasParaiso2
End to end testing is a critical piece to ensure quality and avoid regressions. In this session, we share our journey building an E2E testing pipeline for GridMate components (LWC and Aura) using Cypress, JSForce, FakerJS…
Observability Concepts EVERY Developer Should Know -- DeveloperWeek Europe.pdfPaige Cruz
Monitoring and observability aren’t traditionally found in software curriculums and many of us cobble this knowledge together from whatever vendor or ecosystem we were first introduced to and whatever is a part of your current company’s observability stack.
While the dev and ops silo continues to crumble….many organizations still relegate monitoring & observability as the purview of ops, infra and SRE teams. This is a mistake - achieving a highly observable system requires collaboration up and down the stack.
I, a former op, would like to extend an invitation to all application developers to join the observability party will share these foundational concepts to build on:
In the rapidly evolving landscape of technologies, XML continues to play a vital role in structuring, storing, and transporting data across diverse systems. The recent advancements in artificial intelligence (AI) present new methodologies for enhancing XML development workflows, introducing efficiency, automation, and intelligent capabilities. This presentation will outline the scope and perspective of utilizing AI in XML development. The potential benefits and the possible pitfalls will be highlighted, providing a balanced view of the subject.
We will explore the capabilities of AI in understanding XML markup languages and autonomously creating structured XML content. Additionally, we will examine the capacity of AI to enrich plain text with appropriate XML markup. Practical examples and methodological guidelines will be provided to elucidate how AI can be effectively prompted to interpret and generate accurate XML markup.
Further emphasis will be placed on the role of AI in developing XSLT, or schemas such as XSD and Schematron. We will address the techniques and strategies adopted to create prompts for generating code, explaining code, or refactoring the code, and the results achieved.
The discussion will extend to how AI can be used to transform XML content. In particular, the focus will be on the use of AI XPath extension functions in XSLT, Schematron, Schematron Quick Fixes, or for XML content refactoring.
The presentation aims to deliver a comprehensive overview of AI usage in XML development, providing attendees with the necessary knowledge to make informed decisions. Whether you’re at the early stages of adopting AI or considering integrating it in advanced XML development, this presentation will cover all levels of expertise.
By highlighting the potential advantages and challenges of integrating AI with XML development tools and languages, the presentation seeks to inspire thoughtful conversation around the future of XML development. We’ll not only delve into the technical aspects of AI-powered XML development but also discuss practical implications and possible future directions.
Communications Mining Series - Zero to Hero - Session 1DianaGray10
This session provides introduction to UiPath Communication Mining, importance and platform overview. You will acquire a good understand of the phases in Communication Mining as we go over the platform with you. Topics covered:
• Communication Mining Overview
• Why is it important?
• How can it help today’s business and the benefits
• Phases in Communication Mining
• Demo on Platform overview
• Q/A
Encryption in Microsoft 365 - ExpertsLive Netherlands 2024Albert Hoitingh
In this session I delve into the encryption technology used in Microsoft 365 and Microsoft Purview. Including the concepts of Customer Key and Double Key Encryption.
Essentials of Automations: The Art of Triggers and Actions in FMESafe Software
In this second installment of our Essentials of Automations webinar series, we’ll explore the landscape of triggers and actions, guiding you through the nuances of authoring and adapting workspaces for seamless automations. Gain an understanding of the full spectrum of triggers and actions available in FME, empowering you to enhance your workspaces for efficient automation.
We’ll kick things off by showcasing the most commonly used event-based triggers, introducing you to various automation workflows like manual triggers, schedules, directory watchers, and more. Plus, see how these elements play out in real scenarios.
Whether you’re tweaking your current setup or building from the ground up, this session will arm you with the tools and insights needed to transform your FME usage into a powerhouse of productivity. Join us to discover effective strategies that simplify complex processes, enhancing your productivity and transforming your data management practices with FME. Let’s turn complexity into clarity and make your workspaces work wonders!
In his public lecture, Christian Timmerer provides insights into the fascinating history of video streaming, starting from its humble beginnings before YouTube to the groundbreaking technologies that now dominate platforms like Netflix and ORF ON. Timmerer also presents provocative contributions of his own that have significantly influenced the industry. He concludes by looking at future challenges and invites the audience to join in a discussion.
UiPath Test Automation using UiPath Test Suite series, part 5DianaGray10
Welcome to UiPath Test Automation using UiPath Test Suite series part 5. In this session, we will cover CI/CD with devops.
Topics covered:
CI/CD with in UiPath
End-to-end overview of CI/CD pipeline with Azure devops
Speaker:
Lyndsey Byblow, Test Suite Sales Engineer @ UiPath, Inc.
GraphRAG is All You need? LLM & Knowledge GraphGuy Korland
Guy Korland, CEO and Co-founder of FalkorDB, will review two articles on the integration of language models with knowledge graphs.
1. Unifying Large Language Models and Knowledge Graphs: A Roadmap.
https://arxiv.org/abs/2306.08302
2. Microsoft Research's GraphRAG paper and a review paper on various uses of knowledge graphs:
https://www.microsoft.com/en-us/research/blog/graphrag-unlocking-llm-discovery-on-narrative-private-data/
zkStudyClub - Reef: Fast Succinct Non-Interactive Zero-Knowledge Regex ProofsAlex Pruden
This paper presents Reef, a system for generating publicly verifiable succinct non-interactive zero-knowledge proofs that a committed document matches or does not match a regular expression. We describe applications such as proving the strength of passwords, the provenance of email despite redactions, the validity of oblivious DNS queries, and the existence of mutations in DNA. Reef supports the Perl Compatible Regular Expression syntax, including wildcards, alternation, ranges, capture groups, Kleene star, negations, and lookarounds. Reef introduces a new type of automata, Skipping Alternating Finite Automata (SAFA), that skips irrelevant parts of a document when producing proofs without undermining soundness, and instantiates SAFA with a lookup argument. Our experimental evaluation confirms that Reef can generate proofs for documents with 32M characters; the proofs are small and cheap to verify (under a second).
Paper: https://eprint.iacr.org/2023/1886
GDG Cloud Southlake #33: Boule & Rebala: Effective AppSec in SDLC using Deplo...James Anderson
Effective Application Security in Software Delivery lifecycle using Deployment Firewall and DBOM
The modern software delivery process (or the CI/CD process) includes many tools, distributed teams, open-source code, and cloud platforms. Constant focus on speed to release software to market, along with the traditional slow and manual security checks has caused gaps in continuous security as an important piece in the software supply chain. Today organizations feel more susceptible to external and internal cyber threats due to the vast attack surface in their applications supply chain and the lack of end-to-end governance and risk management.
The software team must secure its software delivery process to avoid vulnerability and security breaches. This needs to be achieved with existing tool chains and without extensive rework of the delivery processes. This talk will present strategies and techniques for providing visibility into the true risk of the existing vulnerabilities, preventing the introduction of security issues in the software, resolving vulnerabilities in production environments quickly, and capturing the deployment bill of materials (DBOM).
Speakers:
Bob Boule
Robert Boule is a technology enthusiast with PASSION for technology and making things work along with a knack for helping others understand how things work. He comes with around 20 years of solution engineering experience in application security, software continuous delivery, and SaaS platforms. He is known for his dynamic presentations in CI/CD and application security integrated in software delivery lifecycle.
Gopinath Rebala
Gopinath Rebala is the CTO of OpsMx, where he has overall responsibility for the machine learning and data processing architectures for Secure Software Delivery. Gopi also has a strong connection with our customers, leading design and architecture for strategic implementations. Gopi is a frequent speaker and well-known leader in continuous delivery and integrating security into software delivery.
DevOps and Testing slides at DASA ConnectKari Kakkonen
My and Rik Marselis slides at 30.5.2024 DASA Connect conference. We discuss about what is testing, then what is agile testing and finally what is Testing in DevOps. Finally we had lovely workshop with the participants trying to find out different ways to think about quality and testing in different parts of the DevOps infinity loop.
Sudheer Mechineni, Head of Application Frameworks, Standard Chartered Bank
Discover how Standard Chartered Bank harnessed the power of Neo4j to transform complex data access challenges into a dynamic, scalable graph database solution. This keynote will cover their journey from initial adoption to deploying a fully automated, enterprise-grade causal cluster, highlighting key strategies for modelling organisational changes and ensuring robust disaster recovery. Learn how these innovations have not only enhanced Standard Chartered Bank’s data infrastructure but also positioned them as pioneers in the banking sector’s adoption of graph technology.
1. Perspec'ves on the Business Model of
the Future:
What Does Cloud Compu'ng Mean for the
Channel?
2010 Sage Insights
Laurie McCabe
Partner, SMB Group
5/26/10 Copyright SMB Group 2010 1
4. Cloud Compu'ng—PuDng it Simply
• Cloud compu:ng is a compu:ng model that lets you access soJware,
server and storage resources over the Internet, in a self‐service manner
• Instead of having to buy, install, maintain and manage these resources on
your own on‐premise servers, you access and use them over the Internet
through a Web browser
• Some:mes you might need to download a small piece of client code, but
for the most part, the real horsepower is supplied from the cloud
Cloud Computing Data Customer Site
Center
5/26/10 Copyright SMB Group 2010 4
9. What’s Fueling Cloud Compu'ng Growth?
Customers
“Faster, Cheaper, Easier”
• Technology is ge5ng more complex
• Eliminates capital investments for infrastructure
• Eliminates ongoing technical managementand update costs
• Reduces financial risks—predictable subscrip:on v. large upfront costs
• requirements for internal IT exper:se
• Speeds :me to solu:on value
• Increases vendor accountability and service
• Evolves more flexibly
• Provides connec:vity and collabora:on advantages
Organiza:ons are focused on business results—not on
technology, applica:ons or infrastructure. IT is a means
to an end—the value of IT lies in how companies can
apply it to meet business objec:ves.
5/26/10 Copyright SMB Group 2010 9
10. What’s Fueling Cloud Compu'ng Growth?
Vendors
“New revenue streams and more efficiencies”
• Reach and penetrate new markets by lowering costs and reducing
technology barriers to solu:on adop:on
• Enables easier, faster prospect trials
• Provides a predictable and stable recurring revenue stream
• Provides a real‐:me pulse on customer behavior and requirements
• Enables cross‐selling opportuni:es
• Centralized controlled environment reduces support calls and costs
• More manageable upgrade cycle
SoJware vendors want to capitalize on the Internet,
digital technologies and “the economies of scale and skill”
that cloud and SaaS compu:ng provide.
5/26/10 Copyright SMB Group 2010 10
11. It’s Going to Be a Hybrid World
for a Long Time
• Most customers want a blend of
soJware and services
• Cloud compu:ng will complement
rather than replace tradi:onal on
premise compu:ng solu:ons
o Security
o Compliance
o Network performance
o Hybrid or soJware plus services
model offers choice and flexibility
o Beyond a certain number of users,
on‐premise solu:ons can be more
cost effec:ve
o Reliability (poten:al network/data
center outages)
• Combina:on of cloud compu:ng,
SaaS, on‐premise and virtualiza:on to
deliver solu:ons
5/26/10 Copyright SMB Group 2010 11
13. Channel Adop'on of Cloud Compu'ng
Drivers Inhibitors
Customer/account
control‐‐disinterm
edia:on
Customer demand
Compensa:on
Annuity revenues
Selling services inst
ead of
soJware
Business consul:ng
opportunity Limited customiza:
on
opportunity
5/26/10 Copyright SMB Group 2010 13
14. Tradi'onal SoWware Channel Model
• Indirect channel is an integral part of the sale, delivery and
support of on‐premise business soJware
• Complements soJware developer with sales, implementa:on,
support and service
• Tasks are divided and there is limle overlap between soJware
develop and channel roles
Indirect End‐user
SoJware
Channels Customer
Developer
VARs, SIs, Distributors, etc.
5/26/10 Copyright SMB Group 2010 14
15. Cloud and SaaS Channel Model
• Cloud compu:ng and SaaS doesn’t align with the tradi:onal IT
channel provider role
• SaaS or cloud provider delivers many of the things that IT channel
has tradi:onally provided‐‐soJware and hardware sourcing,
installa:on, management, etc.
• Line is oJen blurred between soJware developer and channel roles
Cloud
Traditional IT End‐user
SoJware
Channels Customer
Developer
Channel
5/26/10 Copyright SMB Group 2010 15
16. Changes in Partner Role and Opportunity
Task On premise Cloud/SaaS Change in revenue opportunity
License/ Partner as reseller Partner as catalyst Smaller ini'al deal sizes (.
subscrip'on Lengthy sales cycle Shorter sales cycle 5‐1.5x"
service sales High customer IT involvement Lower customer IT involvement Upfront revenue, but
10%‐30% margin paid upfront One 'me referral fee/up to 30% can be recouped via annuity
ongoing annuity stream
Implementa'on Lengthy dura'on (weeks to Shorter dura'on (days to weeks) ”Time to value” is generally
and training months) Partner doesn’t install anything shorter
Partner provides product sourcing, Partner can manage project and may
installa'on, configura'on, provide training
training Partner adds value “on top”
Partner adds value “underneath”
Integra'on, data Integra'ng local on premise Integra'ng on‐premise with SaaS/ Integra'on of SaaS to on‐
migra'on, etc. systems cloud solu'ons—hybrid model premise, SaaS to SaaS can be
more complex
Business process Modifying soWware to fit business Aligning business processes to “best Favors business, industry
consul'ng processes prac'ces” domain exper'se
Solu'on OWen extensive Usually limited to configura'on Code is usually “locked down”
customiza'on/
configura'on
Add‐ons, Good opportunity to resell, Growing opportunity to resell, Cloud plahorms, APIs, etc.
extensions, etc. develop and integrate develop, and integrate ease and speed development
OVERALL DEAL SIZE 3x – 5x license sale .5x – 1.5x license/subscrip'on sale Decreases
5/26/10 Copyright SMB Group 2010 16
17. Cloud Compu'ng Requires Changes—But
Doesn’t Eliminate the Need for the Channel
Myth! • Cloud/SaaS vendors have focused
more on direct sales to establish a
strong customer base and
demonstrate viability and scalability
SaaS and Cloud • But‐‐direct sales alone can’t fuel the
future growth curve
vendors can effec:vely • The cloud and SaaS eliminate/reduce
penetrate the market technical barriers to adop:on—but
through direct Web customers s:ll need help to:
o Evaluate and select the “right”
channels alone solu:on
o Tailor the solu:on
o Integrate legacy and third‐party
solu:ons
o Adapt business processes
o Train people
5/26/10 Copyright SMB Group 2010 17
18. Cloud and SaaS Vendors Need the Channel to
Bridge the Last Mile to Mainstream Customers
• Early cloud and SaaS growth
fueled by evangelism
• Direct model works with early
adopters but doesn’t scale for
the mainstream
• Lacks trusted advisor to help
customers evaluate alterna:ves
• Doesn’t do enough to address
concerns that many customers
have
• Overcomes technology barriers
but not lack of business process
exper:se required to extract
business value from the solu:on
5/26/10 Copyright SMB Group 2010 18
19. Require Channels to Fuel Growth
• Direct sales costs unsustainable
to influence, sell and serve the
broader market
• Cloud and SaaS vendors need
to leverage channel/trusted
advisor rela:onships to scale to
a broader market
• Vendors need indirect channels
to:
o Catalyze sales to a broader
market that channels have
served for years
o Minimize customer churn
o Op:mize renewal rates
5/26/10 Copyright SMB Group 2010 19
20. Vendor Channel Programs are S'll Evolving
• Direct/indirect sales • Service and support
• Compensa:on models o Joint customer
o Referral commission only services tools
o Referral + annuity • It’s s:ll early
• Rules of engagement o Most are struggling to
formulate a win‐win
• Billing models channel formula
• Channel programs o Fight for channel
o Joint marke:ng and sales partners will intensify
programs o Programs will change
through
o Educa:on and training experimenta:on
o Partner program fees
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22. #1: Think Solu'ons, Not Products
• Focus on understanding
ShiJ from
customer needs
• Adjust for the shiW from IT to
business decision makers
solu:ons • ShiW mix towards services and
away from license/subscrip:on
reseller to sales
• Enhance consulta've sales
solu:ons skills
• Deepen business process and
catalyst industry exper'se
• Concentrate on customer
results, not technology
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23. #2: Capitalize on Economies of Scale
• Ramp up lead genera'on
and sales volumes to reach
Prepare for new customers/markets
• Add/improve online
smaller deal marke:ng, telesales, etc.
• Reformulate skill sets‐‐
sizes and mul:‐tasking sales and
project managers
faster • Reformulate
methodologies and
deployments approaches for service
delivery
• Revise compensa'on plans
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24. #3: Think “And” not “Or”
• Non‐biased advisor to help
educate, assess evaluate
Posi:on for and select
• Provide customers with a
a hybrid “one‐stop shop” for both
on‐premise and cloud
“soJware + solu:ons
• Strengthen/develop new
services” integra'on exper'se
(legacy to SaaS, SaaS to
model SaaS, etc.) and security
capabili:es
• Develop virtualiza'on
exper'se
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25. #4: Strengthen Your Role as Trusted Advisor
• Tailor the solu:on to specific
customer requirements
Customers • Hone ver:cal, domain and geo
and local business knowledge
s:ll need • Provide flexibility and services
that cloud/SaaS vendor doesn’t
your domain • Choice (aggregate apps from
different vendors)
exper:se • Data migra:on
• Integra:on
• Change management
• Etc.
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26. #5: Extend the Solu'on
Capitalize on
the growth customer needs
• Tailor the solu:on to specific
opportunity help customers evaluate/select
• Become an expert source to
capabili:es for a more
to resell, • Provide extensive integra'on
comprehensive solu:on
develop and services (on premise to SaaS/
SaaS to SaaS)
integrate • Develop ver'cal or niche
horizontal func'onality
addi:onal
func:onality
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27. #6: Look for a Channel Friendly Vendor
• Evaluate strategies, offerings,
pricing, etc.
Cloud and • Vet vendors’ partnership DNA
SaaS vendor
• Reputa:on and trust
• Direct/indirect channel focus
• Clear rules of engagement
channel • Educa:on to help shiJ business
model and build new skill sets
programs • Rewards for high levels of
customer engagement and value
vary add
• Par:cipa:on fees
significantly
• Joint marke:ng and sales
programs
• Customer‐facing tools and
dashboard
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28. #7: Adjust Your Business Model
• Need to align business model with
with vendor(s):
• Referral fees
Align skills, • Annuity fees
• Renewal fees for contract renewal
metrics, etc. • Coop marke:ng funds
• Plan for different cash flows
to op:mize
• Smaller, more frequent
compensa:on
• Less money upfront, but
your “smoother” annuity revenue curve
over :me
opportunity
• Consider crea'ng a separate
organiza'on for cloud/SaaS
business—since it tough to align
skills, compensa:on, metrics, etc.
across these different models
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30. Cloud Compu'ng is an Opportunity
for the Channel
• Cloud compu:ng and SaaS are not a fad
o Cloud and SaaS compu:ng vendors are growing more rapidly than
conven:onal soJware businesses
o Will be the only way some businesses will be able to consume
increasingly complex technology they need to run their businesses
profitably and compe::vely
• Customers need help in choosing, implemen:ng, tailoring and
managing cloud and SaaS solu:ons
o Many customers are s:ll confused
o Cloud compu:ng models are con:nuing to evolve
o Hybrid model will be the norm for the foreseeable future
• Indirect channels are cri:cal to fueling future growth
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32. Look for the Opportuni'es
1. Think solu:ons, not products: shiJ from solu:ons reseller to
solu:ons catalyst
2. Capitalize on economies of scale: prepare for smaller deal
sizes and faster deployments with higher volume strategy
3. Think “and” not or: Posi:on for a hybrid “soJware +
services” model
4. Strengthen your role as trusted advisor: customers s:ll need
your domain exper:se
5. Extend the solu:on: Capitalize on the growth opportunity to
resell, develop and integrate addi:onal func:onality
6. Look for a channel friendly vendor to partner with: Cloud
and SaaS vendor programs vary significantly
7. Adjust your business model: Align skills, metrics, etc. to
op:mize your opportunity
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33. Thank You!
SMB Group, Inc.
508‐410‐3562
informa:on@smb‐gr.com
Website: www.smb-gr.com
Blogs: http://sanjeevaggarwal.wordpress.com
http://lauriemccabe.wordpress.com
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