Principal Architect, InterKnowlogy, Inc. ...Source: David Skok, Matrix Partners Assumptions •...
Transcript of Principal Architect, InterKnowlogy, Inc. ...Source: David Skok, Matrix Partners Assumptions •...
•Principal Architect, InterKnowlogy, Inc.
•http://www.interknowlogy.com
•Microsoft MVP, ASPInsider, MCSD, MCDBA, CSM, CSP
•Founder, Agile Conferences, Inc.
•President, Cincinnati .NET User’s Group
•Co-host, Hallway Conversations
•www.hallwayconversations.com
Phil.About()
•Training – XAML (WPF, Windows 8.1, Windows Phone 8.1), Agile
•Natural User Interfaces (NUI) - Incorporating Voice, Touch, and Gesture
•Interaction Design (IxD) - Designing software to actual users
•Enterprise Mobile Apps (EMA)
•Expanding your brand, Increasing Productivity
•App Renovation (AR) - Add NUI and IxD to existing software
•Contact me at [email protected]
INTERKNOWLOGY
Source: National Institute of Standards and Technology
A nice incremental cost
improvement for most scenarios…
A peerless solution for a few
Private(On-Premise)
Storage
Servers
Networking
O/S
Databases
Virtualization
Data
Applications
Integration
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Dedicated(Managed Hosting)
Storage
Servers
Networking
O/S
Databases
Virtualization
Data
Applications
Integration
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Infrastructure(as a Service)
Man
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Storage
Servers
Networking
O/S
Databases
Virtualization
Applications
Integration
Data
Platform (as a service)
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orStorage
Servers
Networking
O/S
Databases
Virtualization
Applications
Integration
DataISV
’s
Un
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Valu
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Remaining competitive
Staying focused
Reducing costs
Managing datacenters
Security, privacy & continuity
Embracing globalization
Improving free cash flow
Boosting capital value
Top of Mind Issues for ISVs
Bessemer Venture Partners: 10 Rules Of Cloud Computing And SaaS
Source: David Skok, Matrix Partners
Assumptions• 5-year model
• $10k bookings in month 1
• $2k monthly growth
5-year impact• At 2.5% churn, $(64,000)
• At 5% churn, $(90,000)
Source: David Skok, Matrix Partners
Assumptions• 5-year model
• $10k bookings in month 1
• $2k monthly growth
• Expansion revenue of 2.5% to current customer base
Increase stickiness
Track and react to customer engagement
Contact your customers
Put top sales talent on cancellations
Consider longer-term contracts
Track and react to churn
Traditional Sales Process: Sales Led, Sales Driven
Steps in Sales Process How is this Done? Steps in Sales Process How is this Done?
Cloud Sales Process: Customer Led, Support Driven
Business Value For ISVs
Pay as You Go
Enterprise Agreement
Open LicensingResell Azure and maintain direct
customer relationships
Using Azure IaaS to support easy trial of existing ‘click-wrap’ software
Dynamics CRM as a unified customer and app instrumentation platform
Azure as a low cost data distribution & storage platform
Augmenting existing apps with cloud based instrumentation and analytics
iQmetrix uses a software-as-a-service model to deliver innovative
marketing solutions to the retail industry.
By using Microsoft Azure to host its newest product, iQmetrix was able to
use the MongoDB to achieve faster time-to-market, instant global
scalability, and IT infrastructure cost reductions of 30 percent.
iQmetrix can now focus on what it does best—develop great retail
solutions—and give customers better solutions at a lower cost than the
competition.
Partner Success Story: iQmetrixISV Speeds to Market, Trims Costs 30 Percent by Using Open Source Tools,
Cloud Delivery
“By using Microsoft Azure, our developers could use the software they already knew and felt was best for the job—open source MongoDB—to get our enterprise product to market in just six months.”
Anne WeilerVice President, Marketing, iQmetrix
ACCEO wanted to offer its accounting software as a service, and Oriso
wanted to help independent software vendors (ISVs) deliver solutions as
online services.
The companies partnered to deliver ACCEO solutions using an Oriso
hosted service called iGOcloud, based on Microsoft Cloud OS.
As a result, ACCEO can enhance its offerings, lower costs, and compete
more effectively, while Oriso broadened its market and revenue
opportunities.
ACCEO with OrisoHosting Specialist Helps ISV Bring Existing Applications to the Cloud
“With Microsoft Cloud OS and iGOcloud, we can offer our customers SaaS solutions with the same interface and business logic as our locally installed software. That saves us money and differentiates us from our competitors..”
Etienne Soucy, Product Owner, ACCEO Solutions
SaaS provider to large retailers
wanted to increase inventory
availability refresh speed to improve
customer satisfaction
• Increased sales with greater
throughput and improved
customer satisfaction with SQL
Server 2014 In-Memory
• 7x faster performance enables
near real time inventory updates
7x Faster Performance Enables Real Time Updates