NaviSite SaaS ISV Enablement Webinar

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Enabling ISVs to move to a SaaS model in the Cloud.

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  • We are targeting our resources and programs to be appropriate for ISVs in the three major stages of S+S adoption. Those investigating and learning but not yet acting will primarily be interested in the first two resources. Those who are actively planning or building should consider the resources in the second box, which we will discuss in this session. ISVs who have a S+S solution ready for market or already in market will want to consider the third group of resources to help them grow their business.
  • For most ISVs, it’s important to recognize that you don’t want to be in the hosting or datacenter management business. Rather you want to partner with a qualified hoster to get these Service Delivery Platform capabilities So for all our S+S ISV partners who reach the point where they are approaching the launch of their product, Microsoft has the Software plus Services Incubation Center program. S+S Incubation Center partners are hosters who specialize in hosting S+S ISVs. They provide some or all of the Service Delivery Platform capabilities we discussed, in addition to their traditional Managed Hosting services such as system provisioning and administration, security, data management, and customer support. The Incubation Center program equips these hosters with training and content to provide you with workshops on how to take your product to market and be successful in market using a SaaS delivery model. As you plan your product launch, we recommend you check the web site and talk to our Incubation Center partners in your geography well in advance of launch. They can help you build support for their Service Delivery Platform into your application making it easier to deploy and less costly to manage. © 2008 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
  • NaviSite SaaS ISV Enablement Webinar

    1. 1. March 2010 Presented by: NaviSite: Sumeet Sabharwal Microsoft: Trina Horner SaaS-it Consult: Anders Trolle-Schultz SaaS as a Business & IT delivery model
    2. 2. <ul><li>Definitions </li></ul><ul><ul><li>SaaS </li></ul></ul><ul><ul><li>Cloud Computing </li></ul></ul><ul><li>SaaS – the present market </li></ul><ul><ul><li>Market drivers </li></ul></ul><ul><ul><li>Customer expectations are changing </li></ul></ul><ul><ul><li>Vanilla is not the flavour of the year </li></ul></ul><ul><ul><li>Microsoft Vision </li></ul></ul><ul><li>Distribution model – the supply chain </li></ul><ul><ul><li>Other businesses do it </li></ul></ul><ul><ul><li>SaaS distribution – the supply chain </li></ul></ul><ul><li>The opportunity - where are we heading </li></ul><ul><ul><li>“ Legacy” ISVs have the opportunity now! </li></ul></ul><ul><ul><li>The SaaS Evolution model </li></ul></ul><ul><ul><li>Where are we heading </li></ul></ul><ul><li>Topics for the future of an ISV in the SaaS Ecosystem </li></ul><ul><ul><li>What an ISV needs to do </li></ul></ul><ul><ul><li>Suggested Process </li></ul></ul><ul><ul><li>Call to action together with NaviSite </li></ul></ul><ul><ul><li>Don’t miss the opportunity </li></ul></ul><ul><ul><ul><li>NaviSite SaaS Enablement Services for ISVs - How can NaviSite help? </li></ul></ul></ul><ul><ul><ul><li>NaviSite ISV Customer Examples </li></ul></ul></ul><ul><ul><li>Closing/Next Steps </li></ul></ul>Agenda
    3. 3. Definition of SaaS Software as a Service: IT-services delivered on-premises/off-premises independent of the traditional perpetual licensing models with focus on the services delivered as a subscription based expense and not the licenses or technology required to deliver the services
    4. 4. Definition of Cloud Cloud Computing: NaviCloud is production level enterprise class Infrastructure-as-a-Service Cloud combining the best features of cloud with enterprise class management. Services are presented on-demand and are scalable and usage billed ”
    5. 5. SaaS – the present market
    6. 6. <ul><li>Economic climate </li></ul><ul><li>Ecological concerns </li></ul><ul><li>Competitive needs </li></ul><ul><li>We work/will be working differently </li></ul><ul><li>Non-IT decision makers move into the choice of IT-services </li></ul><ul><li>Rapid changing technologies </li></ul><ul><li>New Players in the game </li></ul><ul><li>Funding of long-term projects not available </li></ul>Market drivers in SaaS/Cloud computing
    7. 7. <ul><li>Capital Investment moves to Operation Expense </li></ul><ul><li>Complexity & Customization moves to Simplicity & Utilization </li></ul><ul><li>Reactive Maintenance moves to Proactive Management </li></ul><ul><li>Slow Response Times moves to Ongoing Monitering </li></ul>Customer expectations are changing The Customer wants the benefits from IT-tools here and now
    8. 8. <ul><li>Commodity services under pressure </li></ul><ul><li>The big players are ramping up </li></ul><ul><li>Profitability is under pressure due to lack of understanding the game of selling services </li></ul><ul><li>The business model of reselling Hosted Services is still only adopted by a few </li></ul>Vanilla is not the flavour of the year
    9. 9. The Microsoft Vision
    10. 10. Microsoft’s Software plus Services Portfolio On-Premises Partner Hosted Microsoft Hosted
    11. 11. Microsoft Resources For Every Stage of SaaS/Cloud Development Advisory Services: From Business Case to Design to Solution Launch and Sales www.microsoft.com/hosting/isv <ul><ul><li>Readiness </li></ul></ul><ul><ul><li>Investigate </li></ul></ul><ul><ul><li>Software plus Services ISV Roadmap Portal </li></ul></ul><ul><ul><li>Online Readiness Self-Assessment </li></ul></ul><ul><ul><li>Best Practices Training </li></ul></ul><ul><ul><li>Ramp </li></ul></ul><ul><ul><li>Build Out </li></ul></ul><ul><ul><li>S+S Incubation Hosters for ISVs </li></ul></ul><ul><ul><li>BizSpark for Startups </li></ul></ul><ul><ul><li>Website Spark for Developers </li></ul></ul><ul><ul><li>NXT program – to select/connect with S+S developers </li></ul></ul><ul><ul><li>Microsoft Technology Centers </li></ul></ul><ul><ul><li>Release </li></ul></ul><ul><ul><li>Market & Sell </li></ul></ul><ul><ul><li>Business Growth Webinars/Events </li></ul></ul><ul><ul><li>Microsoft Partner Network </li></ul></ul><ul><ul><li>Hosting Licensing </li></ul></ul><ul><ul><li>Microsoft Sales/ Marketing Support: </li></ul></ul><ul><ul><ul><li>Direct and Channel </li></ul></ul></ul><ul><ul><ul><li>Lead Generation </li></ul></ul></ul><ul><ul><ul><li>Sales Campaigns </li></ul></ul></ul>
    12. 12. NaviSite is a select Microsoft incubation center partner! Microsoft Software + Services Incubation Center Program Catalogue Proof of Concept/Launch Architecture Design Sessions Business Design Sessions
    13. 13. Distribution Model The supply chain
    14. 14. <ul><li>Telco </li></ul><ul><ul><li>Subscription </li></ul></ul><ul><ul><li>Mobile broadband + device </li></ul></ul><ul><li>Car industry </li></ul><ul><ul><li>Leasing </li></ul></ul><ul><ul><li>Renting </li></ul></ul><ul><li>Accommodations </li></ul><ul><ul><li>Renting vs. Buying </li></ul></ul><ul><ul><li>Tax reasons for buying? </li></ul></ul><ul><ul><li>Buying because of investment? </li></ul></ul><ul><li>Utility </li></ul><ul><ul><li>Power plants quickly went that way </li></ul></ul>Other Businesses do it........... The World is turning away from CapEx and moving to OpEx
    15. 15. IT Delivery System as of today Partner Perpeputal licensing is the dominating license model in the present IT deliveries Vendor ISV End Customer Dealer Distributor Facility Management Outsourcing Managed Hosting Hosted Services System Integration
    16. 16. We need to learn from......
    17. 17. <ul><li>Factory </li></ul><ul><li>Uses Wholesalers </li></ul><ul><li>Different outlets </li></ul><ul><li>Sales & Marketing Support </li></ul><ul><li>Outsources production </li></ul><ul><li>Nobody really knows how it is made </li></ul>Coca-Cola does this........
    18. 18. <ul><li>Factory </li></ul><ul><li>Use Wholesaler </li></ul><ul><li>Different outlets </li></ul><ul><li>Sales & Marketing </li></ul><ul><li>Outsources production </li></ul><ul><li>Nobody really knows how it is made </li></ul>SaaS will be doing it......
    19. 19. Distribution of SaaS Hosted Service S+S+HW Hosted Service Hosted Service Technology + Licenses Technology + Licenses Microsoft Supplier of Hosted Services End Customers Reseller Reseller Reseller Reseller Reseller Supplier of Hosted Services ISV Vendor X Reseller
    20. 20. SaaS distribution – the supply chain Hardware Vendor Software Vendor Hardware Vendor Software Vendor Hosted Services Production Customer Off-line channel Reseller On-line Channel Portal This is the future marketplace
    21. 21. The opportunity - where are we heading
    22. 22. SaaS-it Evolution Model™ On-premise On-premise Off-premise Off-premise Perpetual Local infrastructure Perpetual Dedicated Hosting Subscription Dedicated Hosting Local Infrastructure Subscription Subscription Multi-tenant Hosting ASP Traditional IT delivery SaaS Local Infrastructure Application Streaming Subscription
    23. 23. “ Legacy” ISVs have the opportunity now GROWTH TIME 2010 2011 2012 Force.com Netsuite ver 2 Azure Uptake Cloud computing today Bridge the Gap Complete the ”SaaS-it evolution model” Software as a Service Platform as a Service Infrastructure as a Service Traditional Datacenter
    24. 24. <ul><li>Hardware part of the service offerings </li></ul><ul><li>The big hardware vendors moving into the Service and System Integration game </li></ul><ul><li>Managed Services securing on-premises IT </li></ul><ul><li>Subscription services as on-premises delivery </li></ul><ul><li>Non-IT players move into the channel </li></ul><ul><li>Cloud standards and regulations </li></ul>Where are we heading?
    25. 25. Topics for the future of an ISV in the SaaS Ecosystem
    26. 26. Suggested Process What is SaaS ISV insight Present position Future path Call to action Subscription on-premise Subscription off-premise Dedicated Hosting Not SaaS Subscription off-premise Shared Hosting
    27. 27. Call to action together with NaviSite Facility Management Partner Hosting Partner SaaS Incubation Center Business Consulting NaviSite NaviSite NaviSite Call to action Subscription on-premise Subscription off-premise Dedicated Hosting Not SaaS Subscription off-premise Shared Hosting Sales Partners Marketing Partners Training Partners Business Process partners
    28. 28. Don’t miss the opportunity! You as an ISV can benefit from the SaaS/Cloud computing market uptake now! Work with NaviSite to explore your opportunity
    29. 29. Services Portfolio Complete portfolio of Complex Infrastructure Hosting Solutions Email, Collaboration, Business Applications Solutions Hosted and Fully Managed Enterprise Class Custom Hosting Managed Messaging & Applications The leading provider of cloud enabled hosting services offering a comprehensive suite of IT-as-a-Service solutions. <ul><li>10+ Years Experience </li></ul><ul><li>15 Data Centers </li></ul><ul><li>9,000+ Managed Servers </li></ul>SaaS Enablement, ISV Sandbox Services, SaaS Hosting ISV SaaS Services Complete portfolio of Pre-packaged Infrastructure Solutions Enterprise Class Packaged Hosting
    30. 30. NaviSite ISV Partner Program
    31. 31. NaviCloud – Optimized for ISVs NaviCloud is production level Infrastructure-as-a-Service combining the best features of cloud with enterprise class management . These services are presented on-demand and are scalable and usage billed” The Next Generation Cloud Computing Platform setting the standard for Enterprise Class performance based on VMware vSphere, Cisco Unified Compute, and IBM XiV. Storage Unified Compute Virtualization Storage
    32. 32. <ul><ul><li>Security verification and hardening of hosts </li></ul></ul><ul><ul><li>Secure dedicated back-end network per customer requirements </li></ul></ul><ul><ul><li>Enterprise-class firewalls, IDS, application firewalls, two factor authentication and other common security products </li></ul></ul><ul><ul><li>SAS 70 Type II, PCI, HIPAA compliant datacenters </li></ul></ul>ISV Requirements in the Cloud Security Performance Availability <ul><ul><li>Enterprise vendors: Microsoft Windows Server, Microsoft SQL Server, CISCO, IBM and VMware to provide Enterprise Class Performance </li></ul></ul><ul><ul><li>High-Speed Server Quality CPUs and RAM </li></ul></ul><ul><ul><li>40 GB Ethernet and Fiber channel infrastructure </li></ul></ul><ul><ul><li>99.999% resource availability as per SLAs </li></ul></ul><ul><ul><li>Built in local HA and available disaster recovery services </li></ul></ul><ul><ul><li>Multiple backup options </li></ul></ul>
    33. 33. <ul><li>Leading Indicator Systems </li></ul><ul><ul><li>NaviSite ISV Services </li></ul></ul><ul><ul><li>Managed Hosting & Security </li></ul></ul><ul><li>Visibility Corporation </li></ul><ul><ul><li>NaviSite ISV Services </li></ul></ul><ul><ul><li>Managed Hosting & Security </li></ul></ul><ul><ul><li>On-Premise Security Management </li></ul></ul>Sample NaviSite ISV Customers <ul><li>WorkPlace Systems </li></ul><ul><ul><li>NaviSite ISV Services </li></ul></ul><ul><ul><li>Managed Hosting & Load Balancing, and Security Services </li></ul></ul><ul><li>InMobi </li></ul><ul><ul><li>NaviSite ISV Services - Mobile </li></ul></ul><ul><ul><li>Managed Hosting & Security </li></ul></ul><ul><ul><li>Managed Colocation </li></ul></ul>
    34. 34. SaaS-it Evolution Model™ - Recap On-premise On-premise Off-premise Off-premise Perpetual Local infrastructure Perpetual Dedicated Hosting Subscription Dedicated Hosting Local Infrastructure Subscription Subscription Multi-tenant Hosting ASP Traditional IT delivery SaaS Local Infrastructure Application Streaming Subscription
    35. 35. <ul><li>Position your business in the SaaS evolution model </li></ul><ul><ul><li>Expand your addressable market with a SaaS offering </li></ul></ul><ul><ul><li>Upgrade your existing customers to the SaaS model </li></ul></ul><ul><li>Engage with NaviSite to explore your SaaS Infrastructure Needs </li></ul><ul><ul><li>NaviSite ISV Enablement Services </li></ul></ul><ul><ul><li>NaviSite Managed Virtual, Dedicated and Cloud Hosting Platforms </li></ul></ul><ul><ul><li>NaviSite custom solutions for ISVs – Hybrid – On-Prem and Hosted Infrastructure and Application Monitoring and Management </li></ul></ul><ul><li>Partner with NaviSite’s ISV Partner Program </li></ul><ul><ul><li>Access to SaaS Experts </li></ul></ul><ul><ul><li>Discounted Hosting Services </li></ul></ul><ul><ul><li>Marketing & Case Study Support </li></ul></ul>Next Steps
    36. 36. Contact NaviSite
    37. 37. Contact SaaS-it Consult
    38. 38. <ul><li>Questions? </li></ul>

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