twenty_questions

SaaS-it Consult

Helping the IT-industry improve their business capabilities

tipiro

dolescum

neilalderney123

matthewbradley

minifig

mescon

Ronan_C

szeke

Setting the Scene

Software as a Service

IT-services delivered on-premise/off-premise

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

Cloud Computing – one definition

Cloud Computing is a production method where

the Services are presented on-demand, self-

provisioned, scalable, and are billed per logical

unit used

twenty_questions

bigdigo

gamp

Kevan

The IT market is changing

Push to Pull

New Roles and New Players

Market is maturing because of Customer demand

• Economic climate

• We work/will be working differently

• Competitive needs

• Non-IT decision makers move into the choice of IT-

services

• Rapid changing technologies

• New Players in the game

“A "SaaS first"

policy is being

enacted in the

majority of small

and midsize

businesses” Feb 2010

jo'nas

Willemvdk

terren in Virginia

Ian Muttoo

ihtatho

Daveblog

Lars Plougmann

Fellowship of the Rich

pixelpyro

DavidDMuir

jypsygen

416style

Ambernectar 13

chrisinplymouth

SaaS-it Evolution model™

Perpetual

Local

infrastructure

Perpetual

Dedicated

Hosting

Subscription

Dedicated

Hosting

Local

Infrastructure

Subscription

Subscription

Multi-tenant

Hosting

ASP

Traditional

IT delivery

SaaS

On

-pre

mis

e

On

-pre

mis

e

Off-p

rem

ise

Off-p

rem

ise

Local

Infrastructure

Application

Streaming

Subscription

Andrew Coulter Enright

bandini's.on.fire

Robert Crum

juhansonin

peterjroberts

leftcase

Yukon White Light

massdistraction

UK Parliament

jurvetson

Hammer51012

Craft Australia

miletbaker

phil_g

busy.pochi

color line

markwainwright

surlygirl

trustypics

Noah Sussman

vancouverfilmschool

asparagus_hunter

Slack pics

cliff1066™

Ben McLeod

.reid.

ElenahNeshcuet

thorinside

katrinalopez.

_moonpie

bucklava

Noah Sussman

playerx

Meanest Indian

Where are we heading?

Hardware and Managed Services will

be included in the customer offerings

Where are we heading?

• Hardware part of the service offerings

• The big hardware vendors moving into the Service

and System Integration game

• Managed Services securing on-premises IT

• Subscription services as on-premises delivery

• Non-IT players move into the channel

• Cloud standards and regulations will come into play

Innovating the Service Delivery

Model is the key to market

growth

Traditional distribution models

(Groceries) will set the standards in

SaaS

The perpetual licensing model is still the dominating license model used

IT Delivery System as of today

ISV

Distrib

uto

r

End

Cu

stom

er

Dealer

Partn

er

Facility Management

Outsourcing

Managed Hosting

Hosted Services

System Integration

Vendor

We need to learn from......

Coca-Cola does it

• Factory

• Uses Wholesalers

• Different outlets

• Sales & Marketing Support

• Outsources production

• Nobody really knows how it is made

In Cloud Services we will see

• Factories

• Use of Wholesaler (Aggregators)

• Different outlets

• Sales & Marketing

• Outsources production

• Nobody really knows how it is made

Customer

Cloud Services distribution – the supply chain

Hardware Vendor Software Vendor Hardware Vendor Software Vendor

Hosted Services Production

Off-line channel

Reseller On-line Channel

Portal

SaaS distribution – The future landscape

Customer

Distributor

Off-line channel

ISV

VAR On-line Channel

PORTAL

Online Partner

SI

Hardware Vendor

Software Vendor

Partner Hosted Production

Hardware Vendor

Software Vender

Online Services of the ”Big

Ones”

An European perspective

Opportunities and Challenges

Where is Europe heading?

• Uncertainty as to when EU starts regulating in terms of • Location and ownership of Data

• Privacy

• Security

• Etc.

• EU has Cloud Services/Cloud Computing on the Digital Agenda

as one of the tools to make SMB/SMEs more efficient and

competitive

• Open Source vs. established vendors (established mainly

American vendors) • More than 50% of the Open Source community is based in Europe

• Google and other American Cloud Providers are facing

resistance from local European governments

Where is Europe heading?

• UK, Holland and Nordic countries at the forefront of SaaS/Cloud

enablement

• Central and Eastern Europe infrastructure challenges • Internal penetration

• Cost of using services outside of country

• ISVs not moving to develop and deliver through Cloud Platforms • Marketplace (aggregators) “non-existing” (SaaS Plaza, Cloudmore)

• Which platform to choose from

• Enterprises work directly with Vendors

• Local/Regional “Clouds” will dominate the coming years

Roles to play

- Be humble and nurture YOUR role

Nobody can play all roles

Multi Tenant Hosted

Services

Dedicated Hosted

Services

Facility Management

Helpdesk & Support

Billin

g &

Pro

vis

ion

ing

Sale

s &

Mark

etin

g

Co

nn

ectiv

ity S

erv

ice

s

Te

ch

no

log

y e

na

ble

me

nt

Vendor

ISV

Vendor

ISV

Vendor

ISV

Service deliveries and customer offerings

In the

Cloud

Services

On

Premise

Services

Existing

traditional

Systems

End

Customer

System

Integration

System

Integration

Consulting

Migration

System Integration with

on-premise IT

Opportunities- Roles to be filled

• Remain the Trusted Advisor (business processes)

• Technology enabler- ISV’s and Customers

• Strategic advisor on technology and Cloud Service

choice

• Syndication / Aggregation of Cloud Services

• Deliver in • SaaS

• PaaS

• IaaS

• HaaS

• New partner models

• ISV enabler

twenty_questions