THINKstrategies Software Business 2008 Presentation

Overcoming the Organizational Barriers to Transforming Your Software Business into an On-Demand Company Presented by, Jeff Kaplan Managing Director THINKstrategies [email_address] 781-431-2690

Agenda ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Primary Drivers of SaaS ,[object Object],[object Object],[object Object],[object Object],[object Object]

An Equation for Greater Market Opportunities Economy Uncertainty Tighter Budgets Greater SaaS Opportunities + =

SaaS Evolution SaaS 1.0 SaaS 2.0 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Shifting Adoption Patterns Unilateral End-User, SBU Adoption of SaaS Solutions Enterprise-Wide Acceptance and Adoption of SaaS

SaaS Expands from Front- to Back- to Inter-Office Apps BUSINESS APPLICATIONS CRM SFA … Collaboration SCM … ERP Finance … Front Office Inter Office Back Office SaaS Market ‘Gold Rush’

Top Ten Showplace Application Categories Source: SaaS Showplace 44 Messaging 46 eCommerce 47 Human Resource Management (HRM) 49 Marketing 55 Enterprise Resource Planning (ERP) 62 Project Management 67 Document Management 78 Accounting/Financial 80 Collaboration 103 Customer Relationship Management

Top Ten Showplace Industry Categories Source: SaaS Showplace 42 Software 43 Telecommunications/xSPs 55 Professional Services 63 Government 69 Retail 72 Healthcare 80 Technology 91 Manufacturing 102 Banking/Financial Services 110 SMBs

SaaS Expands from Business Apps to IT Management BUSINESS APPLICATIONS CRM SFA … Collaboration SCM … ERP Finance … Front Office Inter Office Back Office Security Systems Mgmt … Network Mgmt Remote Access … Data Protection Storage … IT Management

Changing Competitive Landscape & & & AimNet Solutions ever dream

Cloud Computing: Today’s New Enablers

New Challenge: Cloud Computing Outages “ Amazon S3 Outage Rains On Cloud-computing Parade” “ Outages Force Cloud Computing Users To Rethink Tactics”

Open Source: The Good, Bad and Ugly ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Ad-Supported SaaS ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

The Meaning of Community in the SaaS Market ,[object Object],[object Object],[object Object],[object Object],[object Object]

Key Customer Concerns & SaaS Industry Responses ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Enterprise Expectations & Challenges for SaaS ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

On-Demand Services & The IT Industry Inversion Services Technologies Past Future The IT Industry Inversion

Key Challenges Facing Established ISVs ,[object Object],[object Object],[object Object],[object Object],[object Object]

SaaS Lifecycle Requirements User Centricity Agile Development Transaction Mgmt System Security Certifications Service Orientation Professional Services Online Procurement Try & Buy Trials Tele-Sales Web/Search Marketing Service Delivery Infrastructure Ecosystem of Partners Web Support SLAs

SaaS vs. Legacy SW Economics Cost of Goods Sold (COGS) R&D SG&A EBITDA Source: McKinsey, May 2007

No One Likes to Sell Services ,[object Object],[object Object],[object Object],[object Object],[object Object]

Living in a Hybrid World ,[object Object],[object Object],[object Object],[object Object]

Hybrid Model Pitfalls ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Channel/Supply Chain Opportunities Legacy ISVs New SaaS Providers Enabling Technology Vendors ,[object Object],[object Object],[object Object],xSPs ,[object Object],[object Object],Channel Partners ,[object Object],[object Object],[object Object],Corporate Customers Consumers

SaaS Ecosystems – The New Channel Jamcracker

New Channels to Market? ,[object Object],[object Object],[object Object],[object Object],[object Object]

Corporate Positioning Roadmap Technical Features/ Solution Differentiators Strategic Vision/ Business Benefits Competitive Advantages ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

THINKstrategies’ SaaS Balanced Scorecard ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Key Characteristics of a Winning SaaS Team ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Can You Take Your Team Into The Future? Software Services Business Services Information Services Market Evolution

For More Information… ,[object Object],[object Object],[object Object]

THINKstrategies Software Business 2008 Presentation

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THINKstrategies Software Business 2008 Presentation