CTRM in the Cloud – Research and Report

Sponsored by
Commodity Technology Advisory LLC
Sugar Land TX and Prague CZ
ComTechAdvisory.com
CTRM in the Cloud
January 2014
RESEARCH AND REPORT

CTRM in the Cloud
© Commodity Technology Advisory LLC, 2014, All Rights Reserved. 2
Contents
Executive Summary.........................................................................................................................................3
Introduction....................................................................................................................................................5
Background.....................................................................................................................................................6
Models and Confusion?..............................................................................................................................7
Software as a Service (SaaS)...................................................................................................................7
The Cloud................................................................................................................................................7
Public Cloud.......................................................................................................................................8
Private Cloud.....................................................................................................................................8
Hosted ....................................................................................................................................................8
Application Service Provider (ASP).........................................................................................................8
Leased.....................................................................................................................................................8
Classifying the Models............................................................................................................................8
The Survey Results........................................................................................................................................10
Demographics...........................................................................................................................................10
Results.......................................................................................................................................................11
Procurement Plans ...............................................................................................................................15
Who Supplies SaaS E/CTRM?................................................................................................................16
Discussion of Results.....................................................................................................................................17
Growing Acceptance.................................................................................................................................17
Need for Education...................................................................................................................................17
Business Pressures Promoting the Model? ..............................................................................................18
Security and other concerns.....................................................................................................................18
When SaaS Is Not SaaS .............................................................................................................................20
About ComTech Advisory..............................................................................................................................22
About the Sponsors ......................................................................................................................................23
Aspect Enterprise......................................................................................................................................24
Brady PLC..................................................................................................................................................26
Generation 10...........................................................................................................................................28

CTRM in the Cloud
Executive Summary
The data generated by our survey of the industry suggests that, in general, Energy and/or Commodity Trading
and Risk Management (E/CTRM) buyers are increasingly open to considering alternatives to traditional “on-
premises” implementation models including both SaaS and hosted in the cloud delivery. While a small, but
committed, minority continue to resist anything but the traditional on-premises implementation approach, the
overwhelming majority of respondents will consider SaaS/hosted in the cloud for a variety of vertical application
areas in and around commodity trading.
Despite that finding, only 16% of those who responded to the survey actually utilize a SaaS or hosted in the cloud
E/CTRM solution, and while the data strongly suggests a great deal of interest in the cloud for E/CTRM, it does
indicate that the final procurement decision isn’t necessarily a slam-dunk in favor of the cloud. Though 54% of
our respondents would consider a SaaS/hosted in the cloud alternative, there are indications that the final
decision is still more likely to lean toward a traditional installation on-premises – at least for now. ComTech’s
forecast growth rates of 15% per year for SaaS/hosted in the cloud solutions do seem to be reasonable but may
accelerate in the future if a sufficient numbers of trading firms adopt the model, are successful with it and are
willing to advocate the approach to their peers in the industry. Overall, this finding is in agreement with broader
studies such as those conducted by Gartner that found that interest in cloud-based solutions is primarily in
horizontal applications such as accounting, HR or billing; and that as a result of buyer concerns around
integration and ability to customize, the uptake of cloud-based vertical applications like CTRM lags somewhat.
Beyond a general softening of objections, the sluggish global economy appears to also be driving increased
interest in cloud-based CTRM, as the potential for substantial cost savings for acquisition and implementation
of cloud solutions (versus that for traditional software) is attractive in these times of substantial budget
uncertainties. It should be noted, however, that E/CTRM vendors have shown an increasing willingness to
compete on price andmost, if not all, are willing to consider other price points and/or pricing models irrespective
of the preferred delivery model; meaning that the delta in costs between Cloud CTRM and traditional CTRM is
shrinking, at least for the time being.
Additionally, many vendors are seeking alternatives to the “lumpy” revenue stream associated with traditional
license fees as investors are pressuring those companies’ executives to produce more reliable and predictable
earnings, such as the recurring annual revenues associated with the move to SaaS/hosted in the cloud solutions
or other pricing mechanisms such as software leases. As such, these vendors will continue to push (via increased
development and availability of cloud capabilities) for further adoption of non-traditional software delivery that
will certainly have an impact on the growth of the space.
General perceptions of software delivery in the cloud have improved over the last few years. A majority of our
respondents hold favorable or improved views of the model; almost certainly in part due to increasing exposure
to Cloud-based products generally in both the consumer and commercial markets (including on-line exchange
trading, on-line banking, CRM solutions and even iTunes).
However, most of the respondents agree as to what they view as the most pressing issues associated with cloud
delivery. In particular, most do believe there are potential security issues, they worry about loss of control of
their data, and many have concerns regarding technical integration with web-delivered software.
We believe the security issues related to the cloud may be somewhat overwrought. With the advent of on-line
exchange trading, most companies today already have significant volumes of trade data “floating around in the
cloud”, and with new regulatory reporting requirements, that volume of trade data outside of a trading
company’s firewall will only increase. We do think there will be a continuing acclamation to, and acceptance of,
cloud-based applications/data storage as web-based trading and reporting becomes even more common. That
being said, we do believe that data security should be a critical concern to all users of E/CTRM systems,
regardless of whether that data is in the cloud, in an in-house server room or sitting in a box on a trader’s desk.
Given the recent revelations regarding US federal electronic surveillance and the growing incidences of
cybercrime around the globe, it’s clear that no data store, in any location, is completely safe.

CTRM in the Cloud
Integrating to cloud solutions is an issue that does need to be carefully considered by software buyers in this
space. Given the nature of the trading business (one marked by rapid and frequent changes in business
requirements) and the needs of trading companies to quickly react to new opportunities or challenges via the
deployment of new systems or data feeds, tight programmatic integration with a core E/CTRM could certainly
be a critical requirement. For many trading firms, these integration issues could be a showstopper to adoption,
and concerns related to integration should be fully explored with any prospective cloud product supplier that
may be under consideration.
Security access and data protection should also be carefully reviewed as part of the due diligence process during
product selection, and experienced legal and technical advice should be obtained when reviewing the service
level agreements (SLAs) that govern the commercial relationship with prospective vendors. Unfortunately, the
industry doesn’t have a long track record of experience in negotiating SLAs for cloud solutions; therefore, at
least in the near term, greater effort and attention (than might be otherwise expected) is warranted in
negotiating these critical agreements.
The research did confirm the presence of some widely held concerns related to web delivery of E/CTRM
products, though generally those concerns have waned over the last couple of years. As market acceptance of
cloud solutions continues to increase, and vendors continue to make the investments necessary to deploy their
products via the web, ComTech believes the future for E/CTRM in the cloud will increasingly brighten.
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CTRM in the Cloud
Introduction
Beginning with the first deployments of commercially produced Energy and/or Commodity Trading and Risk
Management (E/CTRM) software in the early 1990’s, such systems have traditionally and primarily been
implemented “on-premises”, or in other words, installed and maintained on the user company’s servers, within
their firewall and under the full control of that company’s IT staff. Commercially, this on-premises software is
mostly licensed in perpetuity for a specific number of users and is supported (bug fixes, version upgrades) by
the vendor under an annual support and maintenance agreement.
However, though such implementations are generally felt by the user companies to provide the most secure and
safe environments for their critical business data, on-premises implementation are not without significant
issues. Theygenerally involve long, complex and expensive implementations that require months and potentially
a year or more to complete. They also have a high potential for non-standard implementations (customizations)
creating additional costs and complexity in version upgrades and there is significant and continuing costs and
effort in maintaining the computing environments necessary to run the software (machines, networks,
databases, operating systems, etc.).
Given these issues, it should not be surprising that alternative approaches to the traditional software model
have arisen to provide a more cost effective solution for companies seeking E/CTRM capabilities without the
inherent financial overhead of software acquisition and/or support. These alternatives, offered by either the
traditional vendors, or by start-ups seeking to take advantage of growing awareness of the issues of “on-
premises” solutions, have included alternative commercial agreements such as software leasing, offsite hosting
of traditionally licensing software, and most recently, ‘proper’ Software as a Service (SaaS), hosted Cloud
deployment. Early proponents of these alternative delivery methods were vendors like Sakonnet Technology
(though the company is no longer in existence), Aspect Enterprise, SunGard Kiodex and OATI.
Despite the availability and willingness of vendors to provide their software using these alternative licensing or
deployment methods prior to 2010 or so, these approaches were usually only utilized by:
smaller companies seeking a cost-effective alternative to spreadsheets, or
by larger firms that required a solution for a specialized need (such as eTagging), or
by large firms that needed a “stop gap” solution while undertaking a strategic review of technologies or
the deployment of a larger scale, traditional software solution.
There have also been the occasional early adopters of the SaaS or ASP model; but again, these buyers did tend
to be the smaller companies with a limited scope of commercial activities.
In recent years, however, cloud solutions have gained in popularity as application development, web and other
technologies have made it easier for vendors to deliver applications in the cloud, and as the cloud has become
more secure. According to Gartner1
, the generalized SaaS software market was $14.5 billion in 2012 and it is
forecast to reach $22.1 billion by 2015. ComTech Advisory2
estimated the cloud-based CTRM market to be $33m
in 2012 but growing rapidly by 15% per annum in subsequent years, versus an anticipated growth rate for
traditional E/CTRM solutions of less than 5% for the same period.
An additional and important consideration when examining the growing adoption of Cloud-based products is
the increasing push by the vendors themselves to not only find a wider market for their products, but to also
address shareholder concerns regarding their companies’ market valuations. As the vendors look toward an
“end game” event (merger/acquisition or public stock offering), investors will place significant value on their
ability to generate predictable recurring revenues. Given the “lumpy” and less predictable nature of traditional
software licenses, vendors are increasingly looking to these non-traditional licensing models to better ensure
their ability to grow market equity. In fact, given this pressure, and based on our conversations with executives
across the vendor community, ComTech Advisory believes that virtually every software vendor in this space is
currently planning or actively investing in technologies to better their ability to deploy their software via the
internet.
1
Forecast: Software as a Service, All Regions, 2010-2015, 1H12 Update, Gartner Report
2
2013 CTRM Global Market Size Report, Commodity Technology advisory Report

CTRM in the Cloud
Given this anticipated shift, ComTech Advisory undertook this research effort and prepared this report to
examine the trends and issues, as well as the potential business benefits of wider adoption, of cloud-based
E/CTRM solutions.
Background
Despite some widely-held perceptions that E/CTRM in the cloud is a relatively new concept, it has in fact, been
around for almost as long as the software category itself. Sungard Kiodex, OATI, Sakonnet Technology and Aspect
Enterprise can all legitimately lay claim to having delivered cloud-based E/CTRM solutions over the last decade
or longer. However, it’s also fair to say that the vast majority of E/CTRM software (c. 80 - 90%) has been
traditionally delivered on-premises.
Research by CommodityPoint3
in 2010 into alternative delivery mechanisms for CTRM software found that 11%
of all firms surveyed used E/CTRM solutions delivered on a SaaS basis. However, the study also identified two
distinct groups of end users that it characterized as the ‘Yes’ and the ‘No’ groups, with the “Yes” group being
those companies that would consider acquiring a SaaS solutions and the “No” group being those that said they
would not consider such an acquisition. Amongst the ‘Yes‘ group identified by the study, 48% said they might
procure a new CTRM solution over the next 24-months. Of those, 25% suggested that they would only seek a
SaaS or hosted solution while 84% would look at SaaS, hosted or leasing options along with traditional on site
implementation. It concluded that, amongst the ‘Yes’ group, SaaS and other alternatively delivered CTRM
software growth rates would likely be very high. Conversely, the ‘No’ group had a very high level of resistance
to anything but traditional licensing and/or internal development and here, growth rates in the near future
would be nil.
CommodityPoint characterized the two polar groups of companies that it identified in the study as follows:
The “No” group or those that would not consider a SaaS deployment
Top and top middle tier companies who viewed their trading operations as strategic and/or their
strategies and business processes as relatively unique and a competitive differentiator. These
companies are concerned about controls (of both data and access) and wish to remain agile with an
ability to add functionality in response to external and internal needs and developments.
These included major Utilities, Producers, Petrochemicals, Merchants, large Banks and Funds who
conducted deep and complex commodity trading operations on a regional or global basis.
Such companies also had larger IT departments and budgets.
The “Yes” group or those that would consider a SaaS deployment
In most industry segments these were bottom tier and lower middle tier entities from a TRM
perspective including but not limited to,
- Regional banks and most Commodity trading funds/CTAs
- Local Utilities, Producers and Petrochemical companies
- C&I end users such as Airlines, Transportation and other fuel users.
Generally, they had limited IT resources and budgets.
Either they had exposure to commodities and engaged in hedging to reduce exposure, or they were
commodity traders that had little or no appetite for investing in IT infrastructure.
They had fewer concerns about having control over data and application access and deemed their
business processes to be largely generic.
The CommodityPoint report saw demand for SaaS and other alternatively delivered CTRM solutions in a number
of different categories including:
The ‘Yes’ group generally driven by the need to move off spreadsheets as a result of a greater emphasis
on risk management, regulations, reporting and so on, or
As a temporary solution, either in the case of a start-up, or new business unit or, where an existing trader
enters a new commodity and needs a solution immediately.
3
Alternative Delivery Mechanisms for CTRM Software, CommodityPoint Report, 2010

CTRM in the Cloud
Finally, the study also suggested that most of the respondents (and perhaps reflective of the industry at large)
were largely unaware of which software vendors actually offered SaaS solutions, hinting perhaps that lack of
familiarity with those vendors and the SaaS model in general was also dampening broader demand.
However, since 2010, much has changed in energy and commodities trading industries. There has been a general
and pervasive increase in rules and regulations - so much so that some banks have exited the business
altogether, significantly curtailed their commodity trading activities or have shifted the emphasis of those
trading activities to Asia. There has been a more or less continual global recession, with Europe being particularly
hard it, which has had an impact on technology expenditures and budgets across the board, at the very time
when regulatory compliance costs have increased. On the other hand, there has been something of a boom in
Asia, and in agricultural and soft commodities markets in terms of trading and supply chain management,
necessitating increased investment in CTRM and CTRM-related solutions. Overall, increased cost pressures and
declining margins; combined with a continual need to add and improve functionality (particularly in the areas of
risk management and regulatory compliance) has exerted downward pressure on software license and
implementation costs in some markets.
Meanwhile, the general popularity of SaaS software, and the lower total cost of ownership (TCO) of such
solutions, has caught the attention of many IT leaders in the commodities trading industry. Numerous vendors
have progressively worked to migrate their software architecture to service oriented architectures with web-
enabled user interfaces; while a number of start-up vendors have adopted these newer technologies and the
SaaS model from inception. Though almost every vendor of CTRM software will provide either non-traditional
or on premises licensing of its E/CTRM software if asked, few, can actually deliver a true SaaS solution.
Models and Confusion?
The CommodityPoint study found many buyers didn’t know which vendors offered cloud deployed CTRM
solutions, and it also implied that there was confusion over what the term really means and the benefits and
pitfalls of the model. For instance, screen scraping a CTRM application and offering access via Citrix is not cloud;
however, it is a generally accepted method for delivery of software via the internet. To avoid confusion, let us
define our terms...
Software as a Service (SaaS)
Gartner defines software as a service (SaaS) as software that is owned, delivered and managed remotely by one
or more providers. The provider delivers software based on one set of common code and data definitions that
is consumed in a one-to-many model by all contracted customers at any time on a pay-for-use basis, or as a
subscription based on use metrics.4
SaaS software can reside in the cloud – either the public cloud or a private cloud. A strict definition would imply
that all users use the same software application/database and that each different user company’s data is
identified and labelled to ensure that it is only available to properly authorized users from that company. This is
often referred to as multi-tenanted. For the purposes of this report, and as noted below, we will refer to single-
tenanted SaaS as ‘hosted’.
The Cloud
CIO.com offers this definition: “Cloud computing is computing model, not a technology. In this model of
computing, all the servers, networks, applications and other elements related to data centers are made available
to IT and end users via the Internet, in a way that allows IT to buy only the type and amount of computing
services that they need. The cloud model differs from traditional outsourcers in that customers don't hand over
their own IT resources to be managed. Instead they plug into the "cloud" for infrastructure services, platform
(operating system) services, or software services (such as SaaS apps), treating the "cloud" much as they would
an internal data center or computer providing the same functions.” 5
Note that the cloud is the infrastructure and NOT the business applications. Additionally, within the “Cloud”
category, there are two sub-categories:
4
http://www.gartner.com/it-glossary/software-as-a-service-saas/
5
http://www.cio.com/article/501814/Cloud_Computing_Definitions_and_Solutions

CTRM in the Cloud
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Public Cloud
A public cloud is a set of computers and computer network resources based on the standard cloud-
computing model, in which a service provider makes resources, such as applications and storage, available
to the public over the Internet. Public cloud services may be free or offered on a pay-per-usage model.
There are a growing number of global scale service providers (like Amazon, Microsoft or Google) who own
all infrastructures at their data center, as well as Cloud Brokers who aggregate infrastructure from multiple
providers.6
Private Cloud
Private cloud is cloud infrastructure operated solely for a single organization, whether managed internally or
by a third party, and located internally or externally at a third party datacenter. Undertaking a private cloud
project requires a significant level of engagement to virtualize the business environment, and requires the
organization to reevaluate decisions about existing resources. When done right, deploying a private cloud
can add value, but every step in the project raises security issues that must be addressed to prevent serious
vulnerabilities. Private clouds have attracted criticism because users "still have to buy, build, and manage
them" and thus do not benefit from less hands-on management, essentially "[lacking] the economic model
that makes cloud computing such an intriguing concept".7
Hosted
Hosted software refers to software that is installed, hosted and accessed entirely from a remote server or
location. While the term “hosted” is sometimes used synonymously with SaaS, we use it tomean single-tenanted
SaaS in which the client company is using its own instance of the application exclusively and accessing it via the
internet.
Application Service Provider (ASP)
In an ASP environment, the application software resides on an IT infrastructure that is owned or managed by
the software vendor and is accessed by licensed users through a web browser using HTML, or by special purpose
software provided by the vendor and residing on the users computers. Custom client software can interface to
these systems via XML APIs, providing integration with the clients’ in-house systems. ASPs may or may not use
multi-tenancy in the deployment of their software; some ASPs offer an instance or license to each customer (for
example using Virtualization), some deploy in a single instance multi-tenant access mode, now more frequently
referred to as "SaaS".
Leased
A commercial model, not specific to the method of software deployment, whereby the use of the application
software is paid for through periodic lease payments (generally monthly or annually). The software may actually
be delivered traditionally on-premises, hosted or SaaS. The lease fees are calculated based on any number of
formulae such as per user, per instance and so on.
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6
http://en.wikipedia.org/wiki/Public_cloud
7
http://en.wikipedia.org/wiki/Cloud_computing

CTRM in the Cloud
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Classifying the Models
In fact, there are almost any number of modes of delivery ranging from full multi-tenanted SaaS in the cloud
through to the traditional on premises installation model. It helps to classify the delivery using three
components:
1. Who is managing the hardware that the software is installed on?
a. Managed by the user company on-premises, or
b. Managed by the vendor via hosted or SaaS, or
c. Managed by a third-party who provides cloud or infrastructure services, whether private or public.
2. Is the same instance of the application software and database used by a single party or by multiple parties
(single versus multi-tenanted)?
3. How is the software paid for?
a. Traditional perpetual license fee, with a one-time implementation and annual support & maintenance
fees, or
b. Limited duration license fees, one-time implementation and annual support & maintenance, meaning
continued use of the software beyond the licensed period will incur more license fees, or
c. An all-in fee, usually on a per user basis, and that may also be for a period of time (annual, every 5-
years etc.) that covers license, implementation and support & maintenance, or
d. A subscription or lease agreement under which access to the software is provided for a periodic fee
per user or group of users.
As previously noted, almost all vendors when requested, will offer some flavor of what they term ‘SaaS’, which
may be the cause of some market confusion as the term ‘SaaS’ is used to describe many models, most of which
would not fit the generally accepted definition of “SaaS”. For example, a vendor that allows a user company
access to its application via Citrix is not offering SaaS, but a private access, hosted application installation at its
own site (or via a third party server) accessible over the internet. This is extremely important to understand, as
the business case in terms of benefits, pitfalls and costs is likely to be radically different.
For the purposes of this study, ComTech Advisory uses the term ‘SaaS’ only to mean software provided in a
multi-tenanted environment in the cloud, irrespective of any commercial agreements around license or support
fees. We use the term ‘hosted’ to designate a single-tenanted, in the cloud environment, again irrespective of
the commercial terms related to the usage of the software.
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CTRM in the Cloud
The Survey Results
Demographics
The survey component of this study commenced on September 3, 2013 using a surveymonkey.com tool, and
completed on December 30, 2013. To encourage responses, ComTech Advisory used email requests, direct
calling, articles, and website advertising to drive responses. Additionally, we asked the CTRM vendor community
to solicit responses from their clients. In all, we collected some 80 responses but eliminated 13 of those
responses as invalid, leaving 67 usable responses. The invalid responses were received from individuals
employed by software vendors (who may have a vested interest in influencing the outcome of the research), or
were responses that had missing or bad email addresses that prevented validation of the identity of the
respondent. In addition to end-users, we did allow bone fide consultants and systems integrators to respond as,
in this instance, they are market influencers and their views are therefore important.
Individuals within the following companies responded to the survey:
Sage Petroleum Limited
BP
Alimar Corporation
Master Chem Oil
ACES Power Marketing
Birmingham Science Park Aston
Manila Electric Company
Blue Ocean Trading Services
E.On
Good Energy
InterGen
Haven Power
Ovo energy
Electricity Supply Board
BRASKEM International
MRE Consulting
Hoogwegt Groep BV
Brookfield Renewable Power
Accenture Services Private Limited
ESP Consulting
Sapient global markets
UPBO
Engen
Suncor Energy
Platinion GmbH
PSEG
Deloitte
BRASKEM International
Macquarie
Shell Trading
MAG Commodities
Magnasea Capital Inv.
Eneco Energy Trade
Encana Corporation
LITASCO SA
Direct Energy
Grupa LOTOS S.A.
Principia Consulting
Statkraft
ETRM-Pro Consulting LLC
Ambrian
Lit-Invest
PS Trading SA
Valprime
Alstom
Klesch and Co.
Heineken
Trade Finance Agency Services
Sky Group. Colombia.
Advantergy LLC
fcm360
City of Anaheim
HCS
VTB Capital
Cerium Technology
BAML
Big Data Think Analytics
Mocoh
Gazprom Marketing & Trade
The largest respondent groups were from the
Utility, Merchant/Trader, Oil & Gas Producer, and
Consultants/SI’s segments, as noted in Figure 1.
The distribution of types of company represented
in the survey appears to be appropriate for a
survey of this type.
About half of the respondents originated in
Europe, slightly more than a third in North
American and the remainder from the rest of the
world, of which 7% were located in Asia (Figure
2). Interestingly, this is the first survey that we
have conducted where there was a greater
number of respondents located in Europe than
North America. This result may, in fact, be
indicative of more interest in SaaS and hosted in
the cloud E/CTRM in Europe as that region does
appear to have a higher ratio of SaaS versus on-
premises deployments than in the US
50%
37%
7%
3%3%
Europe
North America
Asia-Pacific
South America
Middle East
Figure 2: Survey Demographics – Location of Respondents
24%
22%
19%
13%
7%
4%
3%
3%2%2%1%
Utility
Merchant/Trader
Consultant/SI
Oil and Gas Producer
Refining and
Petrochemical
Generator
Processor
End User
Bank/Fund
Figure 1: Survey Demographics – Type of Respondent

CTRM in the Cloud
Results
Our respondents’ perceptions of the characteristics, advantages and disadvantages of SaaS and the cloud
present rather a mixed bag. On a positive note, many agreed that it meant reduced maintenance headaches
(52% of respondents) and more cost effective delivery and ownership; however, a slight majority (52%) also felt
that such deployments also brought with them security issues. They felt less strongly about other characteristics
of SaaS and the cloud however, with 34% agreeing with the observation that mainstream business applications
are now delivered in the cloud. Less than a third of the respondents agreed that there were issues related to
“loss of control” and technical integration with SaaS and the cloud. About 21% felt that improved backup and
recovery was a benefit. A relatively small number of respondents, 15%, felt these deployment methods led to a
loss of business agility, and even less (fewer than 10%) believed these types of implementations were generally
only for smaller companies. An even smaller number felt SaaS is just another technology fad that will eventually
fade away (Figure 3).
Overall, the respondents seemed to have a
balanced view of SaaS and the cloud, finding
both positives and negatives, but not harboring
overly strong feelings about any of them.
Clearly, the largest benefits are seen to be
around reduced costs and reduced maintenance
headaches; and the biggest pitfall to be related
to security.
This observation is strengthened by the
generally favorable view of SaaS and the cloud
among the survey respondents. More than half
had positive views, around a third had no
opinion either way and only 7% had a negative
opinion of SaaS and the cloud (Figure 4). The
overall impression of SaaS and the cloud has
improved over the last two years with 63%
stating that their opinions had improved and
none saying their opinions had worsened over
the period (Figure 5). To some extent, this is
almost certainly due to the increasing familiarity
and growing acceptance of the cloud and SaaS
delivery models in other areas of business and personal use (such as banking applications for example). This has
0% 10% 20% 30% 40% 50% 60%
Reduced maintenance headaches
Security issues
Cost effective delivery and ownership
Mainstream business applications are delivered in the cloud
Loss of control
Integration problems
Better back up and recovery
Loss of business agility
For smaller companies
Another technology fad
Don't know what SaaS is
Unknown cost inflation risk
Convincing risk officers internally
Too specific requirements for TRM
Risk of data loss if vendor insolvent
10%
46%
32%
7%
0%
5%
Very Positive
Positive
No opinion either way
Negative
Very Negative
Don't know
Figure 4: Perceptions of the Cloud
63%
0%
30%
7%
Better
Worse
Same
Don't know
Figure 5: How Perception Has Changed
Figure 3: Perceptions of SaaS and the Cloud

CTRM in the Cloud
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led to a more sympathetic overall view to the idea and concepts behind the cloud and SaaS as a delivery model
for E/CTRM software.
However, when it comes to E/CTRM software currently installed at and in use by the respondents companies,
we see a continuation of the legacy of the last 15+ years in which traditional on-premises installations have been
by far more common. Some 77% of the end user respondents identified their E/CTRM solution as a traditional
on-premises installation,
are utilizing internally
developed systems (or are
currently developing such a
solution), or some
combination of the two
(Figure 6). Of the rest, only
10% use a hosted solution,
6% utilize a SaaS solution
and even fewer use leased
software.
Interestingly, when asked if
they would consider
procuring an E/CTRM
software solution in the
future via the various deployment methods (SaaS, Hosted, Leased and/or Traditional on-premises), there was
little variation. The least likely option was leasing, while SaaS/Cloud was essentially tied with Traditional as the
most likely delivery models (Figure 7).
The results suggest that the
penchant for traditional on-premises
installations for E/CTRM software
may be giving away to the cloud and
that the future is perhaps rather
more even, with the vast majority of
buyers open to looking at
alternatives to the traditional
method of deploying E/CTRM
software. This appears to be a
significant change over the results of
the CommodityPoint survey
conducted just 3 years ago and
potentially represents a sea change
in attitudes.
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56% 50%
41%
56%
15% 24%
19%
15%
30% 26%
41%
30%
0%
20%
40%
60%
80%
100%
SaaS/Cloud Hosted Leased Traditional
Don't Know
No
Yes
Figure 7: How Would Respondents Procure Their Next CTRM Solution?
0%
5%
10%
15%
20%
25%
30%
35%
40%
45%
50%
Traditional Not
Applicable
Internal Hosted SaaS Selecting Leased Vendor
supplied -
internally
developed
Being
developed
No
Response
Figure 6: Disposition of Currently Used CTRM Solutions
Note: Not Applicable represents consultants and System’s integrators included in the study

CTRM in the Cloud
Advertisement
So what are the perceived benefits that the respondents associate with SaaS/cloud deployment? We asked the
respondents to rank a number of potential benefits and pitfalls on a scale of 1 to 5 where five represented strong
agreement, one strong disagreement and 3 being neutral or average. In general, the respondents ranked all
potential benefits of cloud deployment of CTRM higher than average but they particularly believed that lower
total cost of ownership is a strong benefit. In fact, the anticipated lower costs of cloud deployment were the
most highly ranked
attributes across the
board, with lower entry
costs and lower demand
on IT resources, and lower
implementation costs
filling the top four spots.
The lowest ranked benefits
were that CTRM deployed
via the cloud would be
easier to replace and
would provide a more
secure backup and
recovery and improve
cyber security (Figure 8).
In reviewing potential
pitfalls of SaaS and the
cloud, the respondents
were most focused on
integration difficulties and
security issues although,
when it comes to security,
the main challenge seems
to be about security of
access and data security as
opposed to backup and
recovery. As with the
benefits, all of the potential
pitfalls were ranked above average (Figure 9).
____________________________________________________________________________________
3.5 3.7 3.9 4.1 4.3 4.5
Difficulties in integrating with other systems
Security concerns (access and data)
Lack of control
Inability to customize
Loss of agility for competitive advantage
Less secure backup and recovery
Figure 9: Pitfalls of SaaS and the Cloud
3 3.5 4 4.5
Lower Total Cost of Ownership
Lower entry cost – server and system costs
Lower demand on internal IT resources
Lower implementation costs
Faster deployment
Ease of version upgrade
More secure backup, recovery and cyber security
Relatively easy to replace if or when necessary
Figure 8: Perception of Benefits of SaaS and the Cloud

CTRM in the Cloud
In the CommodityPoint study, the authors perceived a lack of “strength of conviction” in the responses to a set
of similar questions, prompting a closer look at the data. Both the potential benefits and pitfalls of the cloud
deployment model were all ranked around ‘average’ in that study, but closer inspection of the data
demonstrated the existence of two discretegroups ofrespondents - those strongly for and those strongly against
E/CTRM in the cloud, with these two
groups’ responses more or less
cancelled each other out. This resulted
in the recognition of the ‘Yes’ and ‘No’
groups previously discussed. In this
survey, no such dichotomy of responses
is observed; in fact, rather than there
being a ‘Yes’ and a ‘No’ group, the
majority appears to be strongly
interested in cloud delivery models.
We do believe this is a significant
change in a short period of time.
This latter statement is supported by the responses to the next question that asked if they would consider
SaaS/cloud when selecting a new E/CTRM solution (Figure 10). About half (51% of all respondents and 54% of
all end users) said that they would
consider a SaaS/cloud solution for their
next system, while only a small minority
would not consider SaaS/cloud options
(16% of all respondents and 18% of end
users). Slightly more than 20% of the
respondents in either category
indicated they did not know. In total,
the number that said they would
consider SaaS/cloud (even if only for a
temporary solution) combined with
those that have already deployed one
yields a fairly good majority (62% of all
respondents and 61% of all end users).
In comparison to CommodityPoint’s results of just three years ago, it does seems that SaaS and the cloud have
now truly arrived in commodity trading.
Having said that, there is still a hint of fierce resistance among those that said ‘no’ to the potential of deploying
a SaaS/cloud E/CTRM solutions - mostly the same respondents who indicated that they believe it to be a
technology fad that will go away in time. In this survey however, the ‘No’ group is a small minority of less than
20% of the total sample. This ‘No’ group cite security and integration issues with SaaS/Cloud and concerns over
the ability to customize (Figure 11) as reasons not to deploy such a solution.
The survey also asked the respondents to rank the importance of a number of attributes of SaaS or hosted in
the cloud delivery on a scale of 1 to 5 (where 5 is very important and 1 is unimportant). Three attributes were
ranked as ‘important’ (greater than an average score of 4) and the remainder ranked somewhere between
‘average’ and ‘important’. The
attribute ranked as most
important as the physical and
cyber security protections for
the data canter. The help desk
function and having around
the clock monitoring of the
data center or hosting facility
was also believed to be
important. Vendor ownership
or operatorship of the data
center was seen as the least
0%
10%
20%
30%
40%
50%
60%
Yes Yes,
Temporary
Solution
No Already
have
Don't
know
All Respondents
End Users Only
Figure 10: Would Respondents procure their Next CTRM Software in the Cloud?
0%
10%
20%
30%
40%
50%
60%
70%
80%
Integration Security Customize BU and
Recovery
Doesn't
meet needs
Comp Adv
Figure 11: Why Wouldn’t You Procure CTRM in the Cloud?
.0 1.0 2.0 3.0 4.0 5.0
Physical and cyber security protections for data center
Help Desk (24x7) Category 3
Around the clock monitoring of data center/hosting facility
Data center/hosting facility must be SAS 70 compliant
Application developed specifically for web/browser delivery
Technology used in development of the application
Vendor owns and operates data center
Figure 12: Attributes of SaaS/Cloud for CTRM

CTRM in the Cloud
important attribute in our respondents minds (Figure 12). The ranking of security and monitoring of the data
center as being more important than the technology or architecture of the E/CTRM software being deployed in
a SaaS or hosted in the cloud environment is interesting. ComTech would probably rank the appropriateness of
the technology and application for SaaS or hosted in the cloud delivery as significantly fundamentally more
important than security of the data center for reasons that will be discussed later in this report.
The general acceptance of the SaaS/hosted in the cloud model is noted again when we asked which in functional
areas our respondents would consider deploying a SaaS/cloud solution. The vast majority would consider
SaaS/Cloud for all of the application areas tested, and those saying ‘No’ to any were around 20% or less of the
respondents. Even critical functional capabilities such as risk management, scheduling and market data delivery
would be considered for a SaaS/cloud solution (Figure 13).
Procurement Plans
This survey provided an opportunity to test future
demand for E/CTRM products. Demand for new
systems (Figure 14a) does appear to be down with
those indicating that they will procure a new solution
over the next 12 to 24 months being at 31% (low by
comparison with surveys from previous years).
However, there is some uncertainty with 18% not
knowing if they will procure or not during the next 24
months. About 50% say that they have no plans to buy
new E/CTRM software in the next 2-years.
The vast majority of those respondents that indicated
they did plan to procure new E/CTRM software over
the next 24-months will be looking for ETRM (energy)
systems (Figure 14b).
The responses indicate that there is a very fair chance
that those planning to buy will deploy a SaaS solution
(Figure 14c). None of the respondents said that their
new system would be internally built, hosted or
leased. All indicated that it would be vendor-supplied
and delivered either on premises or via SaaS. The
‘other’ category comprises those who have yet to
decide between traditional or SaaS or hosted in the
main. A couple of the respondents did cite a
preference for SaaS, but also indicated there may be
issues getting approval for such a deployment from
their companies’ risk and/or executive management.
We do believe this is an important observation and
that such potential objections will likely continue to
factor in many procurement decisions despite the
Figure 13: What Other Functional Areas Would You Consider SaaS For?
23%
8%
51%
18% Yes - 12 months
Yes - 24 months
No
Don't know
Figure 14a: Do you plan on purchasing a new CTRM solution?
67%
13%
7%
13%
Energy
Ags
Metals
All
Figure 14b: If yes, for what commodities?
33%
27%
40%
0%0%0%
Traditional
SaaS
Other
Leased
Hosted
Internal
Figure 14c: On What Basis?
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
Market Data
Delivery
Forward Curves Trader Tools Scheduling Regulatory
Trade
Reporting
Regulatory
Compliance
Solutions
Data
Visualization
Risk
Management
Yes
No
Don't know

CTRM in the Cloud
Advertisement
increasing openness to the SaaS/hosted model by individuals within the organization.
Who Supplies E/CTRM in the Cloud?
Given the apparent willingness of
our respondents to engage a
SaaS/Cloud vendor in procuring a
E/CTRM solution, it’s interesting
to see the responses when our
respondents were asked which
companies supplied SaaS or
hosted in the cloud E/CTRM
solutions (Figure 15). About a
third didn’t know and a further
10% believed that there were no
companies that provide
SaaS/hosted in the cloud E/CTRM
solutions. Of those that could
name a vendor of SaaS/Cloud in
the cloud software for this
market, Aspect Enterprise was
the most widely cited.
This overall lack of knowledge
about available solutions also
spills over into perceptions of
market leadership. Our
respondents overwhelmingly
indicated that no vendor has a
strong leadership perception and
of the four that were named as
leaders in the space, it is
debatable whether two of them
could even offer true SaaS
E/CTRM, offering instead hosted
solutions. Bottom line, the vast
majority of the respondents (and
most likely the broader market)
simply do not know who the
market leader is in this category
of software.
____________________________________________________________________________________
0% 10% 20% 30% 40%
Don't know
Aspect…
Allegro
Triple Point
None
OLF
N/A
OATI
SunGard
Pioneer
Contigo
Comcore
EKA
TREAMO
Trayport
Sofsmiths
Sakonnet
Figure 15: Who Supplies CTRM in the Cloud?
0%
10%
20%
30%
40%
50%
60%
70%
80%
Don't know None Aspect
Enterprise
OLF Triple Point EKA
Figure 16: Who is the Market Leader?

CTRM in the Cloud
Discussion of Results
The first thing to notice about this survey is that European responses outnumber North American responses. As
previously mentioned, this is a first in global research projects with which we’ve been associated, and it may be
relevant in terms of future adoption of SaaS/Cloud CTRM products. Could it be that Europeans are more
amenable to SaaS/cloud for E/CTRM deployment than North Americans? While there is not enough evidence in
our study to be able to make a firm conclusion, it is true that fully 50% of our respondents that indicated they
would not be willing to procure an E/CTRM solution via the cloud are based in North America. Given this high
negative, it could be an indication that CTRM in the cloud is not as interesting in North America as elsewhere,
but it is just a hint and cannot be statistically proven through our data.
The Gartner study8
found that the reasons companies might choose to not deploy applications (generalized and
not specific to E/CTRM) via a SaaS model actually varied by geography. According to Gartner, limited flexibility
of customization and limited integration to existing systems were the primary reasons in North America. In
EMEA, network instability was the issue most frequently encountered, whereas longer-than-expected
deployments were the top issue in Asia/Pacific.
Growing Acceptance
In comparison to previous surveys, the idea of procuring an E/CTRM solution delivered as SaaS or hosted in the
cloud seems to be a much more acceptable alternative to our respondents. Those that said ‘no’ are significantly
less numerous (less than 20%), but they appear to be entrenched in their opinions, scoring SaaS/hosted lower
than the traditional on-premises delivery across almost every characteristic or attribute tested. Other than the
fact that 50% of these ‘no’ respondents are located in North America, there is no other observable pattern or
demographic differences evident in the data…they do not necessarily seem to represent larger trading firms, for
example. They are simply a vocal minority that feel very strongly that E/CTRM software needs to be delivered
on-premises within the confines of their companies’ IT infrastructure.
Despite the increased willingness to consider SaaS and hosted in the cloud delivery as an option, there are
indications in the results that the issue is still not yet fully decided, as a couple of the respondents did provide
comments regarding the need to convince their management, or risk management group, as to the acceptability
of these deployment methods. Further, several of the respondents noted that they were undecided about how
to proceed in terms of making an actual procurement decision, meaning they could fall either way when it came
time to make that decision. Though not necessarily explicit in the results, we do feel that there is a sense that
for the majority of potential buyers, anything but traditional on-premises deployment could still be seen as a
potentially risky decision internally. Nonetheless, the pendulum of acceptance for CTRM via the cloud does
certainly appear to be swinging. However, given the inability of our respondents to identify vendors of these
solutions (much less leaders), it’s clear that those vendors that want to compete in this space need to better
educate the market and provide some visible success stories.
____________________________________________________________________________________
8
Forecast: Software as a Service, All Regions, 2010-2015, 1H12 Update. Gartner 2012 report.
Advertisement

CTRM in the Cloud
Need for Education
The need for market education is clearly borne out in the results. Few respondents know which vendors offer
SaaS or hosted solutions in the cloud, though several believe that the usual suspects, the top five vendors, must
do so, even though by strict (and in some instances – loose) definitions, they do not. Virtually no one has a firm
opinion about who is the market leader. This is despite the fact that vendors like Aspect Enterprise, SunGard
Kiodex and OATI have all successfully offered SaaS/hosted in the cloud solutions for more than a decade already.
This need for more market education is indicated throughout the survey results, with perceptions that security,
for example, is a serious issue – a showstopper - while technology and development approach are not as major
an issue; views that may in fact be misplaces (as we will discuss later in this report).
For the last several years, the ranks of cloud computing providers have been growing as the established suppliers
of SaaS/hosted in the cloud solutions have been joined by a number of recently-founded companies, or by a few
of the “traditional” vendors that have made significant investment in “cloud enabling” their products. Today,
vendors like Trayport Contigo, Agiboo, Allegro, Generation 10, EKA, Brady PLC, ComFin (ComCore), Calvus
Solutions, Molecule Software, and VuePoint Solutions – to name a few – all offer web-based delivery options for
their E/CTRM software, including several that have designed and built their software explicitly for delivery in the
cloud. In fact, almost all vendors will offer some form of hosted solution. It’s also interesting to note that as
evidence of the growing market for cloud-based products in this space, every single European provider of
regulatory reporting tools and products for EMIR and REMIT has developed and deployed those in the cloud9
.
Business Pressures Promoting the Model?
Cloud delivery methods have caught on rapidly across a number of mainstream business applications. The rapid
emergence of SaaS and hosted in the cloud deployment options generally has also had an impact in the world
of E/CTRM. Here, especially recently, the high costs associated with traditional on-premises software has
become an issue for the small and mid-sized companies that now need structured trading solutions to address
the requirements of emerging regulation, shareholder demands, or credit rating agencies.
The general acceptance of the model, the emergence of newer E/CTRM vendors using technology as a
differentiator, and the cost pressures faced by many commodities trading businesses, have all combined to help
increase the acceptability of SaaS/hosted in the cloud deployment of E/CTRM software. Based on our research,
it now appears that around 80% of companies will consider cloud-deployed solutions a viable option. This is
driven in no small part by a compelling business case that makes cloud a necessary consideration to examine
during the procurement process.
Not only is it recognized that procuring E/CTRM as a service may be more cost effective, there is also a growing
acknowledgement that the model simply works. The survey results demonstrate more or less convincingly that
the business case (at least as the cost model is concerned) is well understood. What does seem to continue to
stand in the way of more wide-scale deployment are a number of potential pitfalls and concerns; most notably,
security concerns (including application access and data integrity) and issues related to integration with other
systems.
Security and other concerns
In reality, it is quite possible that security of a traditional on-premises installation is more difficult to guarantee
than that of an application (and its data) held off-site at a facility by a specialty provider. Many technology
experts argue that it is a misconception to believe that any single company can have better IT security than that
provided by a specialized data center set up specifically for the purpose of hosting other people’s applications
and data (especially when that includes backup and recovery).
Unfortunately, the recent revelations by Edward Snowden regarding NSA spying have increased global concerns
around cyber security. The Information Technology & Innovation Foundation10
has already recently suggested
that the US cloud industry could lose between $22 and $25 billion over the next years as companies look to
remove their data from US-based servers to decrease their exposures to potential NSA access. The main issue is
that the cloud-based SaaS or hosting provider must actually ‘see’ the data in order to do something useful with
it and that is when a rogue employee, hacker or government agency might step in and get a copy of it. To address
9
European Commodity Market Regulations: Implementation, Impacts and Solutions. Commodity Technology advisory Report, 2013
10
How Much Will PRISM Cost the IT Industry. ITIF, August 2103 Report, http://www2.itif.org/2013-cloud-computing-costs.pdf

CTRM in the Cloud
this issue, the industry is already coming up with new security solutions for the cloud that includes on premises
proxies and gateways that encrypt or tokenize the data before it goes out.
When it comes to security, there are no absolute guarantees. Any trading firm’s IT department can have
disgruntled employees or can be hacked by a determined and skilled cybercriminal. Every computer system is
vulnerable and each and every point of vulnerability needs to be constantly reviewed and guarded against. At
the end of the day, data security is as much an issue of access control as it is anything else - the idea is to manage
the risk of a security breach using the highest level of access security possible for the most sensitive data.
The NSA issue has led to the perception that public clouds are less secure than private clouds; however, private
clouds are just as vulnerable to court orders and legal requirements when it comes to the PATRIOT Act and/or
privacy laws in various countries around the globe.
For global scale companies or those that wish to relocate their data to a different geography, the variations of
privacy laws can create issues. For example, access to and sharing of EU citizen’s personal data is tightly
controlled including requirements for notification of data releases. In the US, while data laws are significantly
more flexible, frameworks still exist, meaning European firms must also comply with US law if they are operating
within the US jurisdiction. Where the data is collected and stored can be a huge issue, as many non-US customers
don’t want their data brought into the US (and have it potentially exposed to government surveillance), but
storing it in the wrong jurisdiction could violate local privacy laws. These are issues that require proper legal
review and risk assessment when considering SaaS/hosted in the cloud - although in reality, this isn’t just an
issue related only to the cloud and many companies do not realize that they already face such exposures. For
example, using a data center owned or operated by a US company on non-US soil arguably exposes the data to
the same US access framework as putting the data in a US controlled cloud11
. Data privacy and protection is not
a cloud issue but one that occurs whenever a company places their data with a third party.
Integration is another area of concern, and it rightly should be. Using applications in the cloud definitely can
make integration more complex if those applications all exist in different environments, each with different data
security and verifications requirements. It can also be a potential security issue if the points of integration are
manually programmed without addressing the necessary security protocols. Integration is an area that needs to
be well thought through; and given the complexity of solving the problem, may limit the adoption of multi-
tenanted SaaS CTRM to smaller traders who may have less need for significant integration. It is perhaps less of
a limitation in a hosted environment but it has to be recognized that for complex trading operations, integration
is an issue that needs to be fully vetted and comprehensively addressed prior to a decision to acquire a cloud
solution.
A 2010 Forrester report12
commissioned by Symantec found that 58% of enterprises use two or more SaaS-based
business applications and that 19% already had six or more SaaS-based applications. In the same report, 39% of
SaaS customers reported concerns with data integration and, according to various practitioners13
in the broader
industry, about 20% of all SaaS projects already fail because of integration issues. The same article warns that
the costs of integration can be huge, citing the statistic that for “every $1 spent on a customer resource
management deployment, a customer can spend up to another $5 on integration.” Another aspect of the same
issue is data portability. Having spent money converting data to work with a particular service, moving it
elsewhere can be another costly project. Integration concerns are viewed by our respondents as an issue even
larger than security and rightly so in our opinion.
The respondents in our survey do seem to be well informed as to the benefits and pitfalls associated with SaaS
and the cloud. However, an area of concern that was not identified (and perhaps should have been part of our
questioning) relates to user experiences in negotiating and/or operating under service level agreements with
the cloud solution vendors. Anecdotally, we are aware of a small number of purchase decisions that have been
reversed due to the vendors not willing to be bound by a service level agreement that would be acceptable to
the prospective customer.
11
Can European Firms Legally Use U.S. Clouds To Store Data?, 2012 article, http://www.forbes.com
12
Enhancing authentication to Secure the Open Enterprise, Forrester Research Report, 2010
13
www.readwrite.com/2013/03/05/software-as-a-service-the-dirty-little-secrets-of-saas

CTRM in the Cloud
Special attention should be paid to the service level agreement. According to a Gartner report14
, many people
in IT procurement are unhappy with service level agreement contract language, and specifically as it relates to
data security. The report finds that “contractually, very little security language appears in the body of SaaS
contracts,” and that “they (SaaS vendors) accept little or no financial responsibility for fulfillment of these vague
commitments....” Negotiating service level agreements as opposed to licensing and support and maintenance
agreements is likely an area where a company procuring a cloud-based CTRM product should obtain some
experienced and qualified outside advice.
Despite the issues and concerns previously discussed, SaaS and hosted-in-the-cloud delivery models will
continue to grow for CTRM and rightly so, as they do offer a number of substantial benefits. The decision to
acquire any enterprise software should, of course, be made only after a structured acquisition process, including
a through case-by-case vetting of the pros and cons of the various deployment methods. From that point
forward, it’s about project and contractual risks just like with any other implementation project - requiring due
care and attention to the planning and risk mitigation areas.
When SaaS Is Not SaaS
The results confirm a key finding of the previous discussed CommodityPoint study - most respondents know very
little about which vendors offer SaaS or hosted solutions. The vast majority of those respondents could not name
a vendor offering SaaS or hosted solutions, or they actually named leading vendors that in our view do not, or
cannot, offer solutions delivered in the cloud using legitimate web-based technologies and architectures. In part,
this may be down to the fact that all vendors will make claims related to SaaS or hosted delivery when asked by
a user or potential user and, in part, it seems to reflect a lackof understanding by themajority of the respondents
as to what SaaS and/or hosted really is (see our definitions above). For vendors who can and do offer legitimate
SaaS or hosted in the cloud solutions, this is frustrating and potentially damaging as it weakens their value
proposition.
At the beginning of this report, we carefully defined some terminology. The fact is that all vendors of CTRM
software will offer a ‘SaaS deployment’ if they are pushed. This is when those definitions need to be carefully
reviewed and considered. We also stated above that developing the CTRM in the right architecture and
technology set is essential in our view for a successful in the cloud deployment. Taking a client/server
application, hosting it somewhere and then screen scraping it with Citrix is not SaaS/hosted in the cloud, nor by
our definition is it even hosted. Furthermore, such a deployment may not bring the benefits envisaged as it may
not offer the vendor the ability to reduce the costs associated with implementation and support. ComTech sees
very few true SaaS procurements taking place; by this, we mean in a multi-tenanted environment.
We continue to believe that firms that adopt true SaaSfor CTRM are morelikely to be small less complex regional
trading operations. Where we see the potential for growth is in the hosted in the cloud area. Here, a customized
solution can be provided via the internet to meet the specific needs for a particular company. We see potential
for growth here as it provides some combination of the benefits of SaaS in the cloud and minimizes some of the
pitfalls like integration, security and loss of business agility. We see a much broader uptake of this type of model
with subscription fees as opposed to license fees catching on in the trading industry in the shorter-term.
However, toreally provide the benefits, the CTRM needs to be written specifically for such a deliverymechanism.
Architecture and technologies are key.
The sheer complexity of many trading operations and the speed at which the industry changes seems to us to
continue to work against the true multi-tenanted SaaS for now, although over time, thismay change as discussed
above. Several vendors that we spoke to that can and do offer true multi-tenanted SaaS in the cloud options had
had no or very low uptake to date. Instead, in the short to medium term, we see strong potential for hosted in
the cloud (public and/or private) deployment approach and flavors of that model. We see a good future for
E/CTRM in the Cloud but still think that true multi-tenanted SaaS will be limited to lower complexity, smaller,
single commodity traders or those who are predominantly financial commodity traders.
In classifying the models, ComTech Advisory believes that the two important criteria to buyers will be 1) who is
managing the hardware the software is installed on and 2) how the software is paid for. For a variety of reasons
previously noted, we think there will be less general interest in sharing the same instance of the application
software and/or database with other users. In a large part, we see that buyers will continue to procure the
14
https://www.gartner.com/doc/2598716

CTRM in the Cloud
E/CTRM software that most closely meets their business and functional requirements but will be more likely to
discuss deployment alternatives with their chosen vendor. We see the cloud-based deployment feature of a
particular vendor’s selling proposition as being less important than the fitness of the software to meet the
buyer’s requirements. At the same time, ComTech Advisory already has a good deal of evidence to suggest that
buyers are more cost conscious and vendors are more willing to show flexibility in terms of payment models and
options.

CTRM in the Cloud
About Commodity Technology Advisory LLC
Commodity Technology Advisory is the leading analyst organization covering the ETRM and CTRM markets. We
provide the invaluable insights into the issues and trends affecting the users and providers of the technologies
that are crucial for success in the constantly evolving global commodities markets.
Patrick Reames and Gary Vasey head our team, who’s combined 60-plus years in the energy and commodities
markets, provides depth of understanding of the market and its issues that is unmatched and unrivaled by any
analyst group. For more information, please visit http://www.comtechadvisory.com.
ComTech Advisory also hosts the CTRMCenter, your online portal with news and views about commodity
markets and technology as well as a comprehensive online directory of software and services providers. Please
visit the CTRMCenter at http://www.ctrmcenter.com.
19901 Southwest Freeway, Suite 121
Sugar Land TX 77479
+1 281 207 5412
Prague, Czech Republic
+420 775 718 112
ComTechAdvisory.com
Email: info@comtechadvisory.com

CTRM in the Cloud
About the Sponsors

CTRM in the Cloud
Aspect Enterprise Solutions
Intelligent Trade In The Cloud
www.aspectenterprise.com / moreinfo@aspectenterprise.com
The World’s #1 SaaS Multi-Commodity Trading, Risk & Market Data Enterprise In The Cloud.
One Platform. One Password.
Free Trials & Affordable Monthly Subscriptions.
Aspect Enterprise Solutions is the world’s first provider to offer a multi-commodity market data, trading and risk
management platform fully delivered using the Software-as-a-Service in the Cloud. More than 500 organizations
in over 93 countries rely on Aspect Cloud solutions which feature front, middle and back office functions easily
integrated with customer environments which include third party solutions from SAP, Oracle and others.
Aspect's main products are AspectCTRM, AspectDSC and AspectPM.
AspectCTRM offers a continuous spectrum of increasing functionality in three flexible editions designed to meet
the functional and budget requirements of its users. It begins with the Lite Edition (LE), with front office features
deployable in hours for small companies; and upgrades to the Standard Edition (SE) which is also out-of-the-box
with front, middle and back office functionality for any size company; and scales to the Enterprise Edition which
is fully customized through professional services development. Rapid deployment is provided by Aspect out of
the box, with customized configurations depending on the complexity of requirements. The solution scales from
single users to thousands at multiple locations across global businesses, all backed up with professional support,
security and disaster recovery built into the solution. AspectCTRM is an affordable option for small to mid-size
companies – and because of its ability to scale and deploy within weeks – is also used by some of the largest
companies globally.
The AspectCTRM suite includes the following modules:
Trade Management
AspectCTRM’s Trade Capture Module features real-time calculations and fast-action closing reports. This
powerful application utilizes On-Line Analytical Processing (OLAP) technology to enable ‘slice and dice’ reporting
for quick data analysis that allows users to see P&L reports and trade scenarios from just about any view. This
module captures physical and paper transactions; integrates and streams pricing and analytical information;
generates dynamic real-time position management and profit and loss calculations; creates instant marked-to-
market computations for multiple markets, pricing instruments, products, and much more. Effectively monitor
trader portfolios and corporate exposure as positions change simultaneously with market volatility. Also reduce
the time it takes to produce intraday and closing reports to seconds rather than hours or days.
Risk Management
The Risk Management Module addresses a multitude of risks including: price, volume, volatility, quality, delivery
counter party, credit and multi-currency, with a full spectrum of physical and financial tools. Users perform
advanced, complex value-at-risk (VAR) calculations quickly. The second data is entered users are able to perform
instant analysis and monitor individual portfolios and exposure across the organization. Harness advanced
technology built to instantly process and relate prices, volatilities and correlations. Multi-faceted stress testing
and fast-action reporting allows users to plug in “what-if” scenarios and instantly calculate profit and loss
potential in multiple currencies based on varying pricing factors. Plus discover optimal hedge calculations by
viewing futures contracts in a single portfolio versus overall positions.
Physical Operations
AspectCTRM’s Physical Operations Module gives your team powerful functions to track and maximize
transportation activities and opportunities throughout the supply chain. It gives your schedulers and operations
personnel the tools needed to effectively track shipments and inventories and keep product moving, visible and

CTRM in the Cloud
balanced for the optimum profit. Aspect’s team of veteran solution architects have designed a solution that
draws out best practices and workflows for organizations with physical trading activities. A series of
workbenches create a user-friendly environment with graphical displays to manage a seamless chain of events
and straight-through-processing (STP) from physical trade capture through to settlement.
Financial Operations
AspectCTRM’s Financial Operations Management Module allows users to gain insight into movements,
payments and costs associated with operating the enterprise and interacting with counterparties. Easily
automate the matching of incoming and outgoing invoices against costs; allocate volume reports with required
logistics declarations; create instant visual alerts when problems occur, and more. Access required tax,
transportation, storage fees, costs, bank credit lines, letters of credit and indemnity from a centralized database
for accurate settlement. Integrate with SAP, JD Edwards, Oracle, QuickBooks and other systems or produce
invoices in AspectCTRM. Maximize cash flow and capital through detailed reporting and improved financial
planning.
AspectDSC delivers real-time and historical news, spot and futures prices, and analytical charting tools for trade
decision making on desktop and mobile devices. Leading sources include Platts, Dow Jones, Argus, NYMEX, ICE,
London Metal Exchange, Marine Bunker Exchange and more. AspectDSC was the first market data and analytics
solution available globally on the Internet more than 13 years ago and also the first to offer mobile access.
AspectDSC is a user-friendly, configurable portal which is bespoke and personal to each user. Set up pages and
panels with news, data and trading tools that support your trading, risk and back-office decisions. Aggregate and
analyze all your data sources from one place and upload your company’s proprietary prices for distribution to
your users. Our support staff is available 24 hours, 5 days a week with professionals positioned to take your calls
from every region in the world. DESKTOP
Aspect Price Manager (PM) is a forward curve management solution that supports the global price forecasting
process. It aggregates forward curves and forecasts from all sources into a single database. It incorporates a
knowledge-base of pricing methodologies and supports the end-to-end price forecasting process from traders
entering differentials through to the delivery of prices exported to other systems. AspectPM provides a
framework for calculating, consolidating, archiving and re-distributing forward prices. With AspectPM, traders
can create and consolidate forward curves to feed into AspectCTRM, or other trade and risk management
systems, for MTM calculations and risk analysis. It also manipulates and consolidates data to provide other
derived curves for use internally, and to stress test trading positions.
Headquarters
Castlewood House
77-91 New Oxford Street
London WC1A IDG
Other Locations
Singapore +65 6818 9244
Moscow +7 495 925 7245
New York +1 347 328 0396

CTRM in the Cloud
Brady PLC
Introduction
The days when businesses were required to procure and manage the technical infrastructure that software
requires to run are fast disappearing. 61% of businesses were expected to have at least some parts of their
operation hosted or in the Cloud by the end of 2013 and enterprise Cloud application revenues are projected to
have reached $67.3b by 2016 (IDC).
Cloud based E/CTRM solutions can typically be implemented in a relatively short time frame, with significantly
reduced in-house IT intervention and no increase in infrastructure expenditure. This dramatically opens up the
market for smaller companies in need of E/CTRM systems, who historically had improvised with spread sheets
as a consequence of limited IT staff resources. At the other end of the spectrum, larger organisations benefit
through the increased scalability and flexibility that in turn allow them to consume new services, features and
technologies more easily and in a more cost effective and agile way.
For Constellium, one of Brady’s customers, the rationale for opting for a Cloud-based solution, was all about
having ‘fixed operational costs (OPEX) rather than investing in infrastructure and skills needed to maintain a
specialised solution ... having easier access to skilled resources at Brady for problem resolution. We let the
supplier take care of ensuring there is security and failover for example’.
With the continual changes in regulation, increasingly intense competition and tighter margins, Cloud based
E/CTRM solutions make sense now more than ever. However, many in the conservative world of E/CTRM
continue to be put off making the transition. This is largely because they continue to be held up on a number of
misconceptions or simply because they don’t understand the options and benefits available from marketing
leading E/CTRM vendors like Brady. Brady can help customers understand the Cloud landscape and ensure that
clients get the right solution for their business. Brady’s Cloud solutions & services deliver reduced total cost of
ownership, industry leading security, reliability & compliance as well greater flexibility and scalability – through
a state of the art and future proofed platform. All of which enables businesses to move into the Cloud with
confidence.
Cloud Atlas
Today the term ‘Cloud’ can be used to mean many different things ranging from full multi-tenanted (or multi-
customer) shared system/services running in the public cloud through to virtual or dedicated private cloud
environments. What’s right for one organisation might not be right for another. For example, customers wanting
ultimate control might opt for a dedicated private Cloud setup and often, for larger organisations taking their
first steps into the Cloud, this makes sense. The economies of scale might not be the same but there are still
significant benefits. Virtual private Cloud extends these benefits further without compromising on security or
control. For example, one key benefit is the lead time to be up and running with a private Cloud solution.
Production, test and sandbox systems can be made available almost with the flick of a switch and this represents
a dramatic improvement over on–premise deployments. The same is true for subsequent changes and additions
to those systems. New versions, features and technologies can be made available faster making Cloud solutions
more responsive to the changing needs of the business.
Dedicated or virtual private Cloud can be viewed as a low risk first step, giving clients the scope to become
accustomed with their new environment. Moving on from this, Brady's customers can opt to add more flexible
solutions/resources from the wider Cloud. This sort of mix is more commonly known as a hybrid Cloud solution.
Businesses that opt to take these incremental steps into the Cloud can maximise the cost savings and other
benefits to their organisation at a rate that they are comfortable with. In this respect, Brady's Cloud solutions
can not only meet today's somewhat cautious requirementsbut also the requirements of tomorrow when Cloud
is more established across the enterprise. Hybrid Cloud is one of the areas we expect to see grow in popularity
as it allows organisations to combine the security, control and performance of private Cloud with the greater
economies of a wider more elastic Cloud.
Security
Security remains one of the biggest reasons many companies remain reluctant to move their systems and data
into the Cloud. The perception is often that it is inherently more risky to have mission critical solutions in the
hands of a 3rd
party. This perception is, for the most part, flawed. Any infrastructure or enterprise that is
connected to the outside world is potentially vulnerable. Cloud providers have understood this and indeed

CTRM in the Cloud
wouldn’t be in businesses if the issue weren’t addressed. As a result, security in the Cloud is often better than
that found on-premise.
All things considered, high levels of security should now be synonymous with Cloud; it is a Cloud provider’s bread
and butter. At Brady, the subject has always been of unparalleled importance and as a result we have made sure
our Cloud platform is as watertight as possible. We currently have in place a multi layered system incorporating
an array of tools and techniques including heavily restricted access to our physical data centres, intensive
24/7/365 intrusion and threat detection, firewalls, malware protection, server and network monitoring and
hardening techniques. Our Cloud offering is fully ISO207001 compliant, which means it adheres to or exceeds
more than 100 rigorous security related controls that ensure client data is safe and secure at all times.
Compliance
Compliance is a fundamentally important part of our industry, more so now than ever before. Many clients will
have compliance programs (e.g. SOX) which their internal systems need to adhere to. Cloud solutions plugging
into such an enterprise cannot compromise this and, therefore, need to be equally compliant. Fortunately,
Brady’s Cloud platform provides full ISAE3402/SSAE16 reporting, meaning it can neatly fit into a customer’s
compliance programme. The reality is that Cloud solutions which can’t offer this just won’t fly for many clients.
In contrast, Brady can not only meet these requirements, they can also allow the client to shift some of the
burden associated with achieving compliance and remaining compliant (inc. future audits) to the vendor. This
helps to reduce total cost of ownership and further strengthens the value proposition associated with the Brady
Cloud.
Conclusion
The ECTRM space is unique in that uptake of Cloud has been comparatively slow. It has always been perceived
as relatively conservative in its methods but, as margins reduce and the Market becomes more and more
competitive, the operational and financial ROI of making the transition will become more and more difficult for
businesses in the sector to ignore. It’s basic market dynamics; those maximising the potential of Cloud
technology will eventually see a positive impact on their bottom line and those that aren’t will be either forced
to follow suit or fall behind competitively.
At Brady, we are delighted by the take-up of our Cloud Solutions and looking at the sales pipeline, Cloud-based
solutions are certainly high on organisations’ list of requirements. We offer Cloud Solutions across all our
solutions from Energy Data Management, E/CTRM and cross-border power trading solutions to enterprise
solutions for recycling companies. In our view, companies should embrace the benefits offered by Cloud
Solutions as part of their continued business advancements.
Brady PLC
Riverside House – 7th
Floor
2A Southwark Bridge Rd
London SE1 9HA
+44 20 3301 1194
http://www.bradyplc.com

CTRM in the Cloud
Generation 10 Ltd
Generation 10 specializes in bringing transparency, sustainability and value to the
commodity supply chain through information technology. Founded in 2000, the
company has a proven track record of supplying reliable software solutions to many
areas of the global commodity supply chain, particularly in agriculture. We were
among the first in the CTRM marketplace to provide a Software-as-a-Service option
and partner with world leaders in Cloud services.
The key to a successful CTRM solution is not whether it is deployed via the Cloud or
whether it’s hosted on-site. Each is a perfectly viable option, depending on an individual organization’s needs
and preferences. Rather, the success of a solution is dependent on the depth of its functionality, the flexibility
and adaptability of its underlying architecture, and the experience and dedication of the technology partner you
choose to work with.
Our flagship product, G10 Commodity Manager, is a multi-commodity, multi-origin, multi-currency, highly
configurable commodity trading, logistics and risk management solution. It is suitable for any type of physically
traded commodity that is shipped in containers, break-bulk or tank.
G10 Commodity Manager brings transparency to forecasting, supplier and counter-party evaluation and risk
management, enabling you to make better-informed decisions, optimize your operations and supply chain, and
ultimately increase your profits, whether you are a trader, producer, freight forwarder, inspection company,
warehouse or consumer. We also work with government agencies, industry associations and insurance
companies.
Flexible and innovative products are only one part of the solution, equally important is user acceptance. We do
not expect people to change the way they work to meet the needs of our products. Rather, we work closely with
our customers to help them define their optimal workflows, then configure the system according to each
individual user's role within the organisation. It helps shorten our implementation phase with minimal disruption
to daily productivity.
Our Software-and-a-Service approach of incremental, regular updates results in an ever-increasing cycle of
improvement and faster user adoption. Our emphasis is on business process evolution: the continuous
improvement of performance and optimization of our clients’ business processes. This approach guarantees the
rapid and consistent delivery of new functionality, ensuring your systems stay relevant to the changing demands
of your business and provides the ability to seize opportunities for better data management and analytics as
they arise.
Our solutions focus on three fundamental areas that are critical for success in any organization: collaboration,
process and measurement, and analytics.
I. Collaboration
"If everyone is moving forward
together, then success takes care of
itself." - Henry Ford
All of our applications are designed
and developed from the user's
perspective. Information from every
area within the organization is
collected, processed and distributed
to every other appropriate
stakeholder throughout the company
and its value chain.
The result: Transparency, traceability,
and a set of business processes and
sharing tools that facilitate
collaboration.

CTRM in the Cloud
II. Process and Measurement
"If you can't measure it, you can't manage it." - Peter Drucker
Our advanced workflow and scheduling tools enable you to plan resources effectively, set targets and
manage capacity. We monitor thousands of data points to deliver your business-specific metrics that not
only identify where bottlenecks are occurring or costs are increasing, but can anticipate them before they
happen.
The result: Real-time insights that lead to an unprecedented level of efficiency and control throughout
your entire supply chain.
III. Analytics
"If you can't explain it simply, you don't understand it well enough." - Albert Einstein
It's impossible for anyone to digest the massive amount of complex transactions that occur daily within a
supply chain, so our analytical tools do it for you. They drill down to the granular level but present the
information in a visual, tailored, easy-to-understand format.
The result: A high-level understanding of varied, complex data that makes decisionmaking both fact-based
and intuitive.
A Dedicated Team of Experienced Professionals
All Generation 10 employees spend time working face-to-face with our customers in their own facilities. As their
technology partner, we interact regularly with middle and upper management and participate in their strategic
meetings to ensure that our solutions remain relevant to their needs.
The global commodity supply chain is complex, dynamic and ever-changing, and the real-world experience of
our dedicated team of professionals is invaluable when positioning our customers for success, both today and
in the future.
For the first decade of its existence, Generation 10 worked almost exclusively with cotton. This highly complex
commodity involves a diverse supply chain, requires tracking down to the unit level, and is priced on a matrix of
more than 15 different factors, premiums and discounts, each of which can change during the life of the unit.
This breadth and depth of our understanding, combined with the flexibility of our solutions, has resulted in an
application framework that makes applying across other commodities mostly a matter of configuration.
Whilst our expertise has been firmly rooted in agricultural commodities, we were able to configure G10
Commodity Manager for copper in a morning. Despite the fact that we had never worked with metals before, it
was fully configured and marked to market by the time we broke for lunch. There are not many systems out
there that are able to do that.
An Unbeatable Combination
When you combine the industry's most flexible and innovative products with a philosophy of partnership and
collaboration, supported by a team of dedicated professionals with real-world experience, great results can be
achieved.
If you are looking for a Tier 1 solution, you don't need to choose between having depth of functionality or having
modern, flexible architecture. Generation 10 can give you both - at a fraction of the price of a traditional legacy
system.
Visit our website (www.generation10.net) for more information, or contact us to arrange a personalized
demonstration of all that Generation 10 can do for you.
Generation 10 Ltd
Level One, Highpoint
34 Highfield Street
Liverpool, L3 6AA
UK
t: +44 151 709 0005
e: info@generation10.net
w: www.generation10.net

CTRM in the Cloud – Research and Report

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