A pivotal principle that sets Software-as-a-Service (SaaS) apart from the on-premises, legacy applications of the past is the shift of the vendors’ priorities so they better align with their customers. Rather than placing the burden of deploying and managing the software on the customer, SaaS vendors have to ensure customer satisfaction, minimize churn and maximize the lifetime value of their customers.
Achieving this objective requires the right combination of staff skills, business processes and support systems. Although every successful SaaS company has been committed to the idea of customer success, capturing the right data to gain a holistic view of the customer to better serve their needs has been a significant challenge.
Click here to read why, how the Pulse2013 conference hosted by Gainsight brought attention to this issue, and how THINKstrategies sees a new generation of Cloud-based ‘Customer Success Management’ solutions is addressing … Read More »
In one of my recent commentaries in Sandhill.com, I discussed the growing opportunities incumbent software vendors (ISVs), especially publicly traded ISVs, have to move their applications to the cloud and offer a new generation of Software-as-a-Service (SaaS) solutions to their customers. Click here to read about one path I think provides particular promise to those ISVs that are concerned about cannibalizing their installed base of perpetual license customers and disrupting their existing business models in Sandhill.com.
Even as enterprise adoption of cloud-based alternatives accelerates, IT and business executives are learning that fully capitalizing on these new ‘on-demand’ resources entails extensive systems integration, staff training and process reengineering. Despite these obstacles, my travels have confirmed that enterprises of all sizes across nearly every industry are moving quickly to take advantage of cloud services to achieve their corporate objectives. Read my views in Datamation about how these enterprises are expecting their Software-as-a-Service (SaaS) deployments to entail a long, multi-stage process that will produce significant business benefits beyond simply reducing operating costs.
As a result of the rapid adoption of Cloud-based applications, many IT and corporate decision-makers are becoming increasingly concerned about the security implications of these ‘on-demand’ alternatives. At the same time, end-users are becoming increasingly frustrated by the various passwords they need to manage in order to access multiple Software-as-a-Service (SaaS) solutions. Single Sign-On (SSO) solutions have been designed to address these issues. Click here to read THINKstrategies’ views on the InsightCloud blog about the business benefits of implementing the right SSO solution to manage your SaaS apps.
One of the most frightening issues facing incumbent software vendors (ISVs) is how to convert their operations from a perpetual license to a subscription service business model. This challenge is especially daunting for publicly traded ISVs that face the scrutiny of investors hypersensitive to any downturn in revenues or profitability. One company that has made the treacherous journey across this chasm and is beginning to see the rewards of its efforts is Callidus Software, which has rebranded itself CallidusCloud.
Click here to read THINKstrategies’ perspectives in Sandhill.com regarding how ISVs can ‘cross the chasm’ to deliver profitable Cloud-based Software-as-a-Service (SaaS) solutions.
I’ve just returned from my third visit to Dublin where once again I participated in another terrific event hosted by Enterprise Ireland aimed at helping local software companies, both incumbent software vendors (ISVs) and Software-as-a-Service (SaaS) companies, capitalize on the rapidly evolving Cloud Computing market.
My prior visits to Dublin were to help Enterprise Ireland organize and host full-day symposiums regarding SaaS opportunities in 2006-2007. The specific focus of this week’s half-day workshop was Cloud Key Performance Indicators (KPIs). The event attracted 105 CXOs from a wide array of Irish ISVs and SaaS companies.
I was joined at the workshop by Evanegelos Simoudis, Senior Managing Director, Trident Capital, LinkedIN Profile, who provided metrics of breakout Cloud/SaaS companies; Brian Caulfield, Partner, DFJ Esprit, LinkedIN Profile, who discussed the investors’ perspective re: key considerations and criteria for investing in Cloud companies; and Fergus Gloster, Managing Director EMEA, Marketo, LinkedIn Profile, … Read More »
THINKstrategies and MuleSoft have published the results from our 2nd annual SaaS Integration Survey which validate the growing interest among Software-as-a-Service (SaaS) providers to build and offer integration as a part of their solutions.
According to our survey results, SaaS integration has hit the radar of SaaS executives as customer concerns about integration represent both a threat and an opportunity to their businesses.
Our SaaS Integration Survey highlights also include:
Connectivity is extremely important to winning new customers.
Integration is the most time consuming part of implementation.
Ecosystem strategies are still in their infancy.
Growing dissatisfaction with existing integration tools.
Click here to find an infographic showing the key survey findings and click here to download the report today!
I hope you find our survey results and analysis valuable. Contact me if you’d like to discuss the implications of our survey findings on your business.
One of the biggest dilemmas facing cloud vendors is how to penetrate mainstream small and midsize businesses (SMBs). Selling to SMBs has never been easy and historically it’s been a task delegated to tech channel partners. However, the cloud business model has created a new set of challenges regarding this age-old dilemma that have raised questions about whether traditional channel companies can meet today’s demands.
So, why are mainstream SMBs slow to move to the cloud? Click here to read THINKstrategies’ views in Sandhill.com.
One of the age-old challenges that has plagued the software industry, like many others, is how vendors can reach small- and mid-sized businesses with their software products. A new trend is emerging that promises to help SMBs take full advantage of cloud computing — the proliferation of easy-to-use marketplaces focusing on business-oriented SaaS apps. App store hosting companies are working with major retailers like Staples, which offers its own App Center, as well as with nonprofits that support small businesses, such as state and local chambers of commerce.
Click here to read THINKstrategies’ perspective in E-Commerce Times on this trend and its potential to unlock the key to selling SaaS to SMBs.
Now that Software-as-a-Service (SaaS) and the broader cloud computing concept have gained widespread recognition and acceptance, it will be interesting to see whether online marketplaces will become a preferred method for acquiring these on-demand resources.
Given the proliferation of SaaS/cloud providers and solutions, it makes sense that many IT and business decision makers would like to take advantage of a “one-stop shop” where they can procure multiple SaaS apps and cloud services.
Online marketplaces also appeal to a growing number of service providers that want to expand their service portfolios to offer their customers more solutions designed to deepen their account penetration, create new revenue streams, and increase their stickiness in an increasingly competitive market.
Click here to read my views on the future direction of SaaS marketplaces in E-Commerce Times.