Oracle Channel 1 Februari 2011
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This document discusses cloud computing and software as a service (SaaS). It outlines the evolution of cloud computing from mainframes to ubiquitous cloud models. SaaS has disrupted the software industry through cost-effective delivery models. The document argues that now is the time for channels to get involved in the SaaS and cloud markets due to high growth projections and opportunities. It suggests channels can specialize in cloud implementation consulting and services to help customers transition to the cloud.
Oracle Channel 1 Februari 2011
- 1. Cloud ComputingRuud Ramakers1 februari 2011GB Applications Partner Sales Update FY11 www.12Innovate.nl
- 2. Innitiator SaaS4ChannelBestuurSaaS~Cloud netwerkICT Officewww.12Innovate.nlDirecteur Centre4CloudAdviseur / coach migratieICT bedrijf naar CloudAdviseur / coachCIO Migratie naar Cloud
- 3. AgendaEvolution of cloudWhy SaaS & CloudSaaS / Cloud & channelWhy Now?Channel / implementation consultancy in SaaS&Cloud marketWhat’s in it for me?Take a wayswww.12Innovate.nl
- 4. Evolution of cloudcomputingMainframeMini computerWorkstationPCNetbooksSmart phonesGame consolesCloud
- 6. 20062007200820092010201120122013200420052014201520162003Beyond Software-as-a-Service: Cloud Computing ASPSaaS 1.0Cloud ComputingSaaS 2.0Wave IV: 2011-2016Measured, Monitored, Managed Business ProcessesWave III: 2008-2013Workflow-EnabledBusiness TransformationWave I: 1999-2006 Cost-Effective Software DeliveryWave II: 2005-2010IntegratedBusiness SolutionsPost-SaaS Adoption End-to-End Business Processes
- 7. Integrated Services Anywhere
- 8. Intelligent Hubs Linking Platforms
- 9. Mobile Device- and Sensor-Controllable
- 10. SLAs for Composite Service Offerings
- 11. Dynamically Scalable Infrastructure
- 12. Focus on Optimal Business ProcessUbiquitous SaaS Adoption Optimized Business Ecosystems
- 14. SaaS Development Platforms
- 16. IT Utility / SaaS Infrastructure
- 17. Customized, Personalized Workflow
- 18. Focus on Business TransformationAdoptionMainstream SaaS Adoption Integrated Business
- 19. SaaS Integration Platforms
- 20. Business Marketplaces and SaaS Ecosystems
- 22. Focus on IntegrationEarly SaaS Adoption Stand-alone Apps
- 23. Multi-tenancy
- 25. Focus on TCO / rapid deploymentSource: Saugatuck TechnologyDevelopmentswww.12Innovate.nl
- 26. Variants of the Clouds
- 29. ASP - SaaSSoftware deliverdthroug the Internet
- 30. Service ondemand
- 31. Webbased
- 32. Pay as youuse
- 33. Hosted / part of the CloudDistribution models (cont)
- 34. WHySaaS & Cloud?
- 35. How did it hapenMoore’s LawEvery 18 months processing power doublesKryders LawComputer memory doubles every 12 months as function of the priceRight time for cloud computingGrove’s LawWorlds global communication networks double every 100 years
- 36. (Dis)advantages VendorDisadvantages:Disruptive change of business model
- 37. Culture change
- 39. No license revenue
- 40. Responsibility of customers environment
- 41. Rewriting software(Dis)advantages of Cloud for CustomerAdvantagesDisadvantagesBack to Core Business
- 42. Time-to-Market
- 43. Low up-front costs & Total Cost of Ownership
- 46. Flexibility
- 47. ROI
- 48. RTS
- 50. Integration
- 51. …..
- 52. Control
- 53. Privacy
- 54. Security
- 55. Continuity
- 56. Total Cost of Ownership
- 58. SLA’s
- 61. Fases of the market201017
- 63. Whynow?201019July 26 - 2010SaaS Revenue to Grow Five Times Faster Than Traditional Packaged Software Through 2014, IDC FindsJune 4th 2010IBM says The Cloud cuts IT labor costs by up to 50%, improves capital utilization by 75%39% of respondents to Aberdeen’s 2010 ERP survey are willing to consider SaaS ERP implementations. This is a 61% increase in the willingness to consider SaaS from 2009 to 2010
- 64. Not just that, there is a decreased willingness to consider the traditional licensed on-premise option, which dropped by almost 18%By 2013, at least 20 percent of enterprise IT workloads –that historically would have operated on-premise –will be run in the cloud, providing significantly enhanced functionality, lower costs, fewer staff, and reduced carbon footprint. (Saugatuck (2010)
- 65. SaaS & Cloud markt201020Merrill Lynch:The cloud computing the cloud computing market to reach $160 billion by 2011The estimate includes $95 billion in business and productivity applicationsIDC, By 2012, nearly 85% of net-new software firms coming to market will be built around SaaS service composition and delivery; by 2014, about 65% of new products from established ISVs will be delivered as SaaS services.July 26 - 2010SaaS Revenue to Grow Five Times Faster Than Traditional Packaged Software Through 2014, IDC FindsVolgens Gartner 50 % van huidige (2009) ISV’s bestaannietmeer in 2012
- 66. Server market201021The number of physical servers in the World today: 50 million.At 10 VM's per physical host that means about 80-100 million virtual machines are being created per year or 273,972 per day or 11,375 per hour50 + percent of the 8 million servers sold every year end up in data centers
- 68. SaaS distrubtive InnovationDisruption:Current channels are not suitable?Low marginsNew business models.Change of current model.
- 69. Whychannels?Sales marketing costs are high.Analist stating:* Customer Acquisition and Admin costs are the profit killers: The SaaS firms spent about 55% of revenue on Sales & Marketing and G&A. The software vendors spent about 33%. The SaaS vendors also spend over 6% of revenue on capital expenditures or more than 2X the software vendorsAnalist stating:the biggest problem sales and marketing or customer acquisition costs. Without question, the #1 cause I see is that many companies (not just SaaS vendors) make the twofold mistake of ramping up the sales force too fast and essentially eliminating Marketing, thinking it will save money.
- 70. Implementation Consultancy in SaaS&Cloudmarketwww.12Innovate.nl
- 71. Two Factors reduce implementation Consultancywww.12Innovate.nlCustomersSuppliers
- 72. 1. SaaS – Supliers and implementationwww.12Innovate.nlReduce in order to scale
- 73. 2. CustomersEducationExpectationCustomizationStandardization / flexibilityScientificResearchERP implementation on premisses, 5 till 10 times licencens costsSaaS Implementation10 till 20% van consultancy compared to on premissesIntegrationOn PremissesOne software versionQuickROIRTSInfrastructureOne central datasourcePilotsIntegration/webservices
- 74. Whystays SaaS-ERP behind other SaaS implementations? Gartner:SaaS ERP in 2011 in US 16,7 % of New ERP sales2009SAP ERP revenu, decline 27 %SAP business by Design, growth 16 %Oracle ERP Revenu, decline ± 10 %Netsuite Revenu, growth 9 %
- 75. Cloud Computingwww.12Innovate.nlForrester : Cloud Computing : 12 – 15 % of the channel companies will wash out completelyHow can you avoid that fate? Easy: get into cloud services now, and build a solid offering.
- 76. www.12Innovate.nlIT Budget + a few percentageWin situationChancesProductivity increaseSales budgetCost reductionMarketing budgetHR-budgetRevenu increase
- 78. www.12Innovate.nlPaaS: get rid of middlewareBusiness ServicesvCloudIaaS: get rid of serversInformation ServicesApplication ServicesMgmt. and SecurityApp. Infrastructure ServicesCloudenablersSystem Infrastructure Services
- 80. Verticalisation
- 81. Chainautomation
- 82. Information servicesSaaS partners are not “resellers” delivering software, but rather catalysts for this new industry, making it work long term
- 84. Business process relevant implementation
- 85. Deployment
- 87. Trusted AdvisorCloudResellershelp customers become quickly productive and ensure the service is fully embedded intoorganizationalprocesses.
- 89. Single logon
- 90. Metering
- 91. Private Cloud?
- 92. Be the bridgeIndustry consultant Reed sums it up this way: "'Empower me. Give me the tools to create differentiating processes that allow me to define myself from my competitors. And make sure that it's easier for me to do, so I don't have to hire 100 programmers. Give me the building blocks to put that together quickly, so that it's just humming in the background, and leave me free to focus on what makes us better than other companies.' That's what customers are expecting now and really want."
- 93. Rondetafel SpecialisatieConclusies:Gestandaardiseerde processen lenen zich het besteSpecialisatie is raadzaamVerticalisatie is niet noodzakelijkSaaS is een enabler van (strategische) partnerschappenSaaS wordt vooral aangeschaft op een sluitende businesscaseHet aanspreekpunt binnen klantorganisaties verandertDe impact op de reseller-organisatie is grootLees het volledige verslag op www.saas4channel.nl201037
- 94. 201038Missie SaaS4ChannelSaaS4Channel is het business platform in Nederland voor ICT bedrijven die betrokken zijn bij het in de markt zetten van SaaS gebaseerde oplossingen via een verkoopkanaal. Het faciliteert het onderling uitwisselen van kennis en business opportunities.
- 95. Take Aways ASP, SaaS and Cloud aren’t the sameSaaS is important part from CloudStill market for traditional modelCloud disrupts the ICT-marketCloud train continues, if you don’t get in you want see the destination.Implementation will be different There are a huge number of opportunities
- 97. Bedankt voor uw aandachtRuud Ramakers06-45454986rramakers@12innovate.nlTwitter : Ruud_Ramakershttp://nl.linkedin.com/in/ruudramakersSaaS4Channel.nlwww.12Innovate.nl
Editor's Notes
- #9: Cloud is not an island, but a global connector to the worlds finformation and usersCloud computing is here to stay. Speed is questionmark