© 2009 Montclair Advisors, LLC Confidential Information
Learning More AboutThe SaaS Strategy Tune-up
Presented by
Montclair Advisors
October 2009
© 2009 Montclair Advisors, LLC Confidential Information
Where the Strategy Tune-up Can Be Beneficial
• For existing SaaS companies: Delivers a complete view of SaaS market and key industry segments
Unique tool for use in competitive and M&A analysis
Compare business plans against SaaS and non-SaaS players
SWOT diagnostic tool to aid in business planning and budgeting
Useful in communicating to boards and investors about business direction
• For traditional SaaS companies: Delivers view into SaaS market, key players and competitors
Compare planned performance against industry and SaaS players
Useful when building out SaaS migration or new business plan
Can help companies avoid making costly SaaS business mistakes
© 2009 Montclair Advisors, LLC Confidential Information
Address Common SaaS Strategy Challenges
Pricing
M&A Buy Side
Win/LossAnalysis
KeyExecutives
MarketingStrategies
Churn
Profitability
Global
Partnerships
Enter NewMarkets
The SaaS Strategy Tune-up provides actionable advice on a wide varietyof areas that will help your business to be more productive, gain marketshare, better competitive positioning, generate more revenue and avoidcostly mistakes.
M&ASell Side
CAC
© 2009 Montclair Advisors, LLC Confidential Information
SaaS Strategy Tune-up Process
• Kickoff meeting
• Interview key executives and stakeholders
• Review of target industry players
• Evaluate corporate presentation
• Review financial, industry and background materials
• Build out SaaS Market Scorecard
• Deliver findings
Typical evaluation takes less than 2 days, so results are deliveredquickly and cost effectively.
© 2009 Montclair Advisors, LLC Confidential Information
SaaS Strategy Tune-up Business Dimensions
Complete market landscape, with useful drill downs
© 2009 Montclair Advisors, LLC Confidential Information
Targeted Company Profiles
Phase 2 projects often involve specific company profiles
Strategy Market Scan
Partner of Interest: Saturn Software
Background Information
Saturn Corporate Information Management Team999 German Lane, Suite 122 Randy McLeonard Founder, Chairman and CEOPhoenix, AZ 85001 Deepak Rah Chief Technology OfficerMain: 1-602-652-7000 John Lord VP Business OperationsToll Free: 1-877-786-0001 Janet Sherman VP of SalesFax: 1-602-652-0342 Arthur Cross VP of MarketingEmail: [email protected] Roger Mason GM of EMEA
Saturn Facebook ProfileSaturn LinkedIn Group Board of DirectorsSaturn on Twitter Wendy Warner DirectorSaturn Website William Glass DirectorSaturn Blog Bennett Shipley Independent Director
Leo Schambeck DirectorFounded: 2004Market: Small and Medium Business (SMB) FundingPartners: Salesforce.com - AppExchange Series A $5M in September 2008
Product Information Customer InformationEst. Customers 110
Functional Comparison Some of these customers include:
User Interface Customer Name IndustryModeling Pep Boys AutomotiveReporting DSG Canada AutomotiveData Management Oracle TechnologyIntegration Accenture Business ServicesPartner Portal KB Homes Construction
CBRE ConstructionAPI/Connector(s) Timmons Company ConstructionTechnology: Wind Turbine, Inc. Manufacturing
Callidus Technology
Pricing Information Other Company InformationSaturn Express $19/company/month No set up fee (self service) Est. Revenues >$5MSaturn Enteprise $30/user/month $349 set up fee Est. Employees 40
60 day money back guarantee
QuickStart Services $495 2 hours of comp consulting and best practices adviceStrategic Alignment Services $1,295 Build out a complete systemAutomation Set Up Services $1,200 Data cleaning and loadingA La Carte Consulting Services $275/hour
Competitor #1X
Saturn Express Saturn Enterprise
XX
XXXX
XX
X
X
XXXX
AppExchange and custom through professional servicesJava J2EE and Spring, Hibernate, Flex and Groove
X
© 2009 Montclair Advisors, LLC Confidential Information
Case Study
Xactly
Challenges:Successful SaaS business looking at broader market and key players for strategicbusiness planning purposes.
Solutions: Detailed market scan by industry segment Drill down into specific company profiles Partnership recommendations
Results:Information used for executive staff and board of directors strategic planning session
© 2009 Montclair Advisors, LLC Confidential Information
SaaS Strategy Tune-up Benefits
Powerful planning tool for business strategy
More detailed view into competitive landscape
Useful communications tool for use with boards and investors
Develop understanding of key industry players
Solid tool for comparing company against industry peers and groups
Findings deliver actionable advice
Modest investment of time and resources
Uncover potential strategic business opportunities
© 2009 Montclair Advisors, LLC Confidential Information
Companies Covered in 2009P
ublic
Priv
ate
Very Small BusinessSMBEnterprise
Valuable SaaS Marketplace Relationships
© 2009 Montclair Advisors, LLC Confidential Information
Montclair Advisors provides personalized Software-as-a-Service advisoryservices designed to help SaaS-based and non-SaaS-based software companiesto optimize their business models, improve revenues, control costs and deliverworld-class software.
Visit us at www.montclairadvisors.com, check out our Smart SaaS blog atwww.montclairadvisors.com/blog and follow us on Twitter @Montclairadvrs.
Kevin Dobbs, Owner - Managing PartnerOffice: 510-336-0019Email: [email protected]
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