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Turning a Software Product Company Into a Cloud Company

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View webinar recording: http://wso2.com/library/webinars/2017/05/turning-a-software-product-company-into-a-cloud-company/

Are you a product company wondering what it would take to move to the new cloud and as-a-service model? Over the last few years WSO2 has been going through that transition and in this webinar we will share our experience and answer the following questions:

Why bother? What makes as-a-service model attractive?
What makes the model different for engineering, sales, pre-sales, support, finance, and business reporting teams?
What is some practical advice on starting the cloud business within a software company and what lessons have we learned?

Published in: Technology
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Turning a Software Product Company Into a Cloud Company

  1. 1. Turning a Software Product Company Into a Cloud Company Dmitry Sotnikov VP, Cloud May 23, 2017
  2. 2. 5x in 4 years: SaaS in enterprise grew from 13% adoption in 2011 to 74% in 2015 2 Source: North Bridge Venture Partners &Gigaom Research
  3. 3. 18% CAGR: The worldwide public cloud services market is projected to grow 18 percent in 2017 to total $246.8 billion 3 Source: Gartner
  4. 4. Customer Benefits •  Low cost of entry •  Fast time to benefit •  Pay as you go •  Outsourced operations: uptime, upgrades, security •  Integration and Scalability •  Work anywhere •  Social benefits 4
  5. 5. Vendor Benefits •  New market segments •  Faster feedback •  Less shelfware •  Recurring revenue 5
  6. 6. R&D •  Waterfall vs cloud •  No “works on my computer” •  Testing impact •  Upgrade impact •  Troubleshooting, access, logs 6
  7. 7. Operations •  Whole new team •  Related to internal IS & PS •  Ops vs Dev •  Role of processes & automation •  24x7 •  Post-mortems, shifts, 7
  8. 8. Transparency •  SLA •  Credits •  Uptime dashboard •  Communications 8
  9. 9. Security 9 •  Compliance •  Audits •  Documented processes •  Encryption
  10. 10. Sales •  Impact on current sales •  Cannibalization •  Customer confusion •  Self-service 10
  11. 11. Pricing •  Freemium, trial, commercial •  Customer terms •  Predictability •  Tiers vs counters 11
  12. 12. Pre-Sales / Services •  Self-service or not •  Nurturing •  Geography •  Tickets vs project 12
  13. 13. Support •  24x7 •  Engineers or external •  Integrated into product 13
  14. 14. Finance •  Bookings vs •  Revenue •  MRR •  ARPU •  Churn rate •  LTV •  CAC 14
  15. 15. Culture & Impact •  Incremental vs big bang 15
  16. 16. Q&A
  17. 17. THANK YOU wso2.com

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