The document discusses strategies for software companies to grow revenues in the cloud computing market. It outlines various cloud market segments and revenue growth strategies for pure-play SaaS providers, packaged software companies, and device manufacturers. Specific challenges are identified for each group, such as one-size-fits-all pricing leading to missed revenues or credential sharing abuse. Corresponding strategies are proposed, such as tiered pricing, entitlement management systems, and virtual appliances. Flexera Software is positioned as providing solutions for application usage management and monetization in the cloud.
18. SaaS providers will need to evolve pricing / packaging approachesSource: SoftletterSaaS Report 2010, http://www.softletter.com/Research/SoftletterSaaSReport.aspx
40. Oracle has delivered a set of Amazon Machine Images (AMIs), that can be downloaded from the Oracle site
41. Developers can take advantage of the provisioning and automated software deployment in these AMIs to rapidly build applications using development tools such as Oracle Application Express, Oracle JDeveloper, Oracle Enterprise Pack for Eclipse and Oracle Workshop for WebLogic. 9000 virtual appliances on the Amazon Web Services (AWS) marketplace 1400 virtual appliances on the VMware marketplace Sources: Oracle/Amazon web sites
57. Marriott San Jose ● October 24-26, 2011 SoftSummit offers a comprehensive look at the entire software and device product lifecycle—providing you with strategies and the know-how to adapt your business to thrive in today’s fast-changing market.
Notas del editor
SaaS providers are leaving money on the table because of a “one sizes fit all” approach to packaging offeringsTransitioning to tiered packages requires tracking and enforcing customer entitlements. Leaving entitlements in spreadsheets is unlikely to grow revenues.Packaging approaches require on-going tweaks. Homegrown backoffice tools, being inflexible, get in the way of revenues.User-based license models are vulnerable to credential sharing abuse
articulate why a CRM system can't handle complex entitlements – CRM focuses on account management, not the complexities associated with rights management, transfers, updates, upgrades, suite changes, etc.
Difficult to management entitlements in a spreadsheet/manually as entitlements are complex, they change frequently and it is hard to control, track and understand usage and entitlement which results in companies overusing what they had purchased.