This module is an overview of the key business model changes you will need to consider as you extend your business into the Cloud with subscription-based pricing. The main topics are: • What changes when you move to the Cloud? • The key elements of a Cloud business model • Strategic considerations • Comparing Cloud and On-Premise Models This module includes a downloadable template for the Business Model Canvas that can guide you through the building blocks of your business plan.
This module covers how you can identify the best target markets for your solution. Cloud adoption, and more importantly, spending on Cloud solutions, varies greatly across company size, verticals and geographies, so you want to make sure that you spend your sales and marketing resources on the best opportunities. The main topics are: • Leveraging your existing clients as the first market • Using SaaS to expand into new market segments • Considerations when expanding into international markets • Positioning your solution for the enterprise market This module includes two downloadable worksheets: • Our “Cloud Spider” to determine the best way to position your solution; • A target market worksheet that pulls together all of the elements discussed in the webinar
Finding the right pricing model is something that many ISVs struggle with. With on-premise, perpetual licenses the pricing models are fairly straightforward, typically server-based plus per user pricing. In the Cloud there a lot more options, from freemium to pure consumption based pricing. We will cover: • Pricing basics • Pricing models for Cloud solutions • Freemium • Converting perpetual license pricing to subscriptions • Should you use cost-based pricing? • How to handle customer discounts.
This is first in a series of three webinars focused on channel development for Cloud solutions. Despite what many analysts have predicted, channels are an important part of the Cloud business model. This is especially true in the enterprise market where the complexity and length of the sales cycle, combined with services that usually required during the implementation, make web-based sales impractical. In this module we will cover: • Will channels disappear? • The channel options available for Cloud solutions • Working with resellers • The fundamentals of any successful channel program.
Finding partners willing to sign an agreement is easy, as long as there is no commitment on their part. Finding partners that will invest their own time and resources to drive significant revenues takes a lot more work. The program outlined in this webinar is designed to identify and recruit those partners. The webinar includes three downloadable worksheets: • Partner profile scorecard • Framework and samples for developing a one-page value proposition for partners • Sample Letter of Intent.
In this webinar we go through: • Partner margins • Client ownership • Marketing support • Effective communications • Evaluating and terminating partners.
There are a range of legal issues that are specific to the Cloud. This webinar is not intended to provide legal advice, but it looks at the most important issues from a business perspective.
This webinar covers an extremely important aspect of the Cloud business model – how to build a scalable customer support program that will allow you grow a large base of satisfied clients. Subscription clients can vote with their feet – if they are unhappy with you or your solution, they can elect not to renew the subscription. The topics include: • Why customer support is critical • Supporting SaaS – how it is different from on-premise support • Self-service support • Human interaction.
This webinar covers financial metrics for SaaS companies – many of the financial measurements are different than they are for on-premise software companies.
This is the first of two modules that are designed for project services and managed services partners, companies that do not have repeatable IP as part of their current business model. The Cloud can make it easier for many of you to market and sell repeatable IP, with less investment than was required for on-premise IP. The topics include: • The importance of recurring revenues • Increasing the value of your business • Developing repeatable IP • Low-cost go-to-market strategies.
Adding IP to your business model will involve organizational changes. The scope of those changes will depend, in large part, on how important this is for you. Is it more opportunistic, a nice way to generate some extra revenues when opportunities come knocking? Or is it a strategic redirection, one that you see becoming an essential part of your business? Looking at it from these two perspectives the following topics are covered: • Product development • Marketing • Sales • Customer support. The webinar includes a downloadable worksheet that provides a high-level planning framework.
In this session, Harald discusses some of the key changes to a software company's business model, and factors an ISV should consider as it moves from on-premises to the cloud, including: •The importance of transaction automation •Go-to-market models for different segments •Choosing the right product architecture •Leveraging your new cloud solution to drive additional revenues
This module shows how to select the right markets for your solution based on the size of customer, industries, type of application and regions of the world. We'll also drill down on how to position your solution for selling into the enterprise market.
Moving to the cloud will have a big impact on how you market and sell your solution, including the need for automation, the use of free trials, and how you structure and compensate your sales team. This module will help you identify factors to consider with a shift to the cloud.
This module answers some of the most frequent questions about pricing, including the most common pricing models, a quick and easy formula for converting on-premises pricing to a subscription model, and whether a freemium model is right for your solution.
In this webinar I will be talking about financial metrics for SaaS companies – many of the financial measurements are different than they are for on-premise software companies. And because of the significant change in cash flow, monitoring the right metrics can help keep you out of trouble. The topics include: • Why metrics are so important • Revenue metrics • Churn • Customer Acquisition Costs (CAC) • The cash flow chasm. The webinar includes two downloadable worksheets, a CAC calculator and a pro forma worksheet that will help you project your cash flow based using different metrics.
There are a range of legal issues that are specific to the Cloud. This webinar is not intended to provide legal advice, but it looks at these issues from a business perspective. The topics include: • Do you need an End User License Agreement? • What happens when you terminate a reseller? • Service Level Agreements • Cyber liability insurance • Safe Harbor • The Patriot Act. The webinar also includes a downloadable worksheet, a reseller agreement questionnaire that will help you build a reseller agreement best-suited for your solution.
We chat with the CEO of Assistance Software - Martijn van der Hoeden, to learn more about how he successfully moved his on premise business into the cloud. He has great advise for other ISVs\App Builders, as he walks us through the different aspects of Assistance Software's business transformation. This will be an interesting video for anyone looking to hear about real world examples of companies that have handled the changes to marketing, sales, channel partners and pricing models the move to the cloud demands.
We chat with the CEO and Chairman of BA Insight - Massood Zarrabian, who has been guiding the transformation of BA Insight's business. Many on-premise ISVs struggle with how much they should transform their business model. This video focuses on the topic of choosing the right cloud model for your business. Massood shares his ""Tribrid"" strategy. In the later half of the video, Massood covers the topic of pricing on premise and cloud offerings.
We chat with the CEO and Chairman of BA Insight - Massood Zarrabian, who has been guiding the transformation of BA Insight's business. Finding the right way to incentivize the sales force when an ISV sells both on-premise and cloud based applications is a challenge. In this video, Massood explains how BA Insight tackled this problem
We chat with the CEO and Partner of Channeltivity – Jason Jacobs, to learn about how he built a successful business in the cloud. In this video, he covers the topic of moving from ASP/hosted model to Azure multi-platform model. He shares details about the financial analysis that supported this move as well as thoughts on how to rewrite your application during this transformation.
We chat with the CEO and Partner of Channeltivity – Jason Jacobs, to learn about how he built a successful business in the cloud. In this video, he talks about how marketing and sales automation are important for the success of a cloud business.
We chat with the CEO of Big Red Cloud- Marc O'Dwyer. Big Red Cloud is an Irish accounting software company. Marc talks to us about how Big Red Cloud moved from a traditional on-premise business to a cloud business. He will focus on the great success his firm has had in converting free trials to paid subscriptions.
We speak with Chris Morin, who is the VP of cloud services for Genetec. Genetec is a Montreal based software company with Video Management solution. He shares what impact building a new cloud solution can have on product development and engineering.
We chat with Ajoy Krishnamoorthy, the General Manager/Head of Cloud xRP Division for Acumatica. Acumatica is a Kirkland, WA based software company that has a great cloud ERP system and also has a great platform that helps ISVs migrate more quickly their apps into the cloud. Ajoy helps ISVs answer the question around what their underlying platform should be if they are moving applications into the cloud.
We chat with Bill Trestrail, the CEO of Saasabi. Saasabi is an Australian software company with a cloud based analytics engine. Saasabi has been successfully expanding into new geographies leveraging its cloud application. Bill shares some of his experiences with this expansion.
We chat with Susan Yee- CEO of Active Data. Active Data is a self-funded software company with a web based calendaring solution that helps companies build and manage event communities. One of the key issues faced by many ISVs is when they should move from a pay-as-you go Azure agreement to an enterprise agreement. Susan talks about how Active Data made this decision.
We chat with Josh Waldo- VP of channels for Nintex. Nintex is a channel driven global BPM software company. Josh Waldo is going to talk about the impact to the channel when you move into the cloud with a subscription based business model.
Watch the intro video to Cloud SureStep Identifying Intellectual Property (IP).
Watch the deep dive Power of IP video interview with MS partner Collabware.
Product-related IP can deliver gross margins in excess of 60%, fundamentally because you are building something once, and selling it multiple times. This is the core characteristic of IP.
Use the worksheet to identify and quantify potential IP elements.
How to Change Business Operations in a Cloud Environment
Selecting Target Markets for Your Cloud Solution
Pricing Considerations for Cloud Solutions
Keys to a building a Cloud partner channel
Key Processes and Support to run your Partner Program
Financial Metrics that Matter for Cloud Companies
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