avangate agile ecommerce solution for software and saas ... · responsible for avangate’s...
TRANSCRIPT
![Page 1: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/1.jpg)
Monetizing SaaS Going Beyond Subscriptions
An Avangate Webinar Featuring Forrester Research Inc 4 September 2012
![Page 2: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/2.jpg)
2
Peter Sheldon, Senior Analyst, Forrester Research Peter Serves eBusiness & Channel Strategy Professionals. He focuses on eCommerce technology and services solutions, including B2C and B2B eCommerce platforms, mobile commerce, digital media, CRM and multichannel retail, among others. Peter has specific expertise helping eBusiness leaders understand the integration challenges between eCommerce and back-office technologies.
Today’s Speakers
Michael Ni, SVP Products & Marketing , Avangate Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer management, retail and commerce applications. Previous roles include executive positions at leading enterprise CRM/ERP vendors, technology startups, and in marketing strategy consulting.
![Page 3: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/3.jpg)
www.avangate.com 3
3
Who Are You?
Audio, Photo, Video & Design
15%
Consultancy 10%
Education 6%
Enterprise 16%
Other 18%
Platform & Development
Tools 6%
Security 7%
Services 2%
Small Business & Office
2%
Tax, Finance & Legal
4%
Utilities 10%
Web tools 4%
SaaS 26%
On-premise
34%
Both 12%
N/a 28%
![Page 4: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/4.jpg)
Monetizing SaaS – Going Beyond Subscriptions
@peter_sheldon
Month Day, 2012 PETER SHELDON Senior Analyst
September 4, 2012
![Page 5: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/5.jpg)
Agenda
Why software subscriptions are all the rage?
The unseen challenges for ISV’s
Navigating the solution landscape
Considerations for successful SaaS monetization
![Page 6: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/6.jpg)
SaaS subscription revenues will reach 17% of ISV revenues by 2013
Source: Forrester Research, Jan 12, 2011 “Which Software Markets Will SaaS Disrupt” Report
![Page 7: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/7.jpg)
Firms have strong intentions for the adoption of SaaS software
![Page 8: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/8.jpg)
Although consumer’s still shy away from commitment
Source: Forrester's North American Technographics® Telecom And Devices Online Recontact Survey, Q3 2011 (US)
![Page 9: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/9.jpg)
Agenda
Why software subscriptions are all the rage?
The unseen challenges for ISV’s
Navigating the solution landscape
Considerations for successful SaaS monetization
![Page 10: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/10.jpg)
Managing subscriptions is easy,
right?
![Page 11: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/11.jpg)
No. There are many hidden
challenges…
![Page 12: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/12.jpg)
SaaS buyers don’t exhibit the
same behaviors as your
existing customers
![Page 13: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/13.jpg)
Selling extensions is core to the
business model
![Page 14: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/14.jpg)
The subscription experience
needs to be embedded in the
product experience
![Page 15: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/15.jpg)
Managing fraud detection and
chargeback risks is crucial
![Page 16: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/16.jpg)
Revenue recognition is a big
headache with recurring
business models
![Page 17: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/17.jpg)
Managing and enforcing
entitlements across enterprise
account structures is complex
![Page 18: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/18.jpg)
Retaining customers requires
many tactics
![Page 19: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/19.jpg)
Subscription based business
models alone no longer cut it
![Page 20: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/20.jpg)
Now, multiple business models
are used to monetize SaaS
![Page 21: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/21.jpg)
SaaS comes in different sizes
![Page 22: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/22.jpg)
Freemium is everywhere
![Page 23: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/23.jpg)
Legacy perpetual ownership
products live side-by-side SaaS
products
![Page 24: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/24.jpg)
![Page 25: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/25.jpg)
Post pay / usage-based billing is
essential for certain services
![Page 26: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/26.jpg)
Agenda
Why software subscriptions are all the rage?
The unseen challenges for ISV’s
Navigating the solution landscape
Considerations for successful SaaS monetization
![Page 27: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/27.jpg)
There are many ways to skin a cat
![Page 28: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/28.jpg)
© 2012 Forrester Research, Inc. Reproduction Prohibited
Build-in-House
28
Assembling a home grown solution may be viable in the short term, but should
not be underestimated and will likely constrain growth in the long-term
Fraud Screening
Payment Gateway
Sales Tax Engine
Merchant Account
My Account
Required partner solutions Existing in-house systems
Custom development
CRM
GL / ERP
pricing subscription billing
BI & analytics
quotes
chargebacks
entitlements / provisioning
Renewals Web Orders Channel Partners
payments customer accounts
API’s
revenue recognition
Front
Office
Back
Office
license keys
CDN
asset mgmt order mgmt
Contact Center
![Page 29: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/29.jpg)
© 2012 Forrester Research, Inc. Reproduction Prohibited
Use A Recurring Billing Platform
29
Fraud Screening
Subscription & Recurring Billing Platform
Payment Gateway
Sales Tax Engine
Merchant Account
My Account
Using a platform to manage subscriptions will simplify many of the challenges
but requires assembling multiple solutions together
Optional partner solutions
Required partner solutions
Existing in-house systems
Custom development
CRM
GL / ERP
Core solution
Renewals Web Orders Channel Partners
Front
Office
Back
Office asset mgmt
license keys
Contact Center
pricing subscription billing BI & analytics
quotes chargebacks entitlements / provisioning
payments customer accounts
API’s
revenue recognition order mgmt
![Page 30: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/30.jpg)
© 2012 Forrester Research, Inc. Reproduction Prohibited
Outsource To A Commerce Partner
30
Full service digital commerce solutions provide an integrated suite of solutions
and services across channels and markets, but may be overkill in some
scenarios
Fraud Screening
Digital eCommerce Platform
Payment Gateway
Sales Tax Engine
Merchant Account
My Account
Existing in-house systems
CRM
GL / ERP
Core solution
Renewals Web Orders Channel Partners
Front
Office
Back
Office
Contact Center
pricing subscription billing
BI & analytics
quotes
chargebacks
entitlements / provisioning
payments customer accounts
API’s
revenue recognition license keys
asset mgmt order mgmt
![Page 31: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/31.jpg)
Agenda
Why software subscriptions are all the rage?
The unseen challenges for ISV’s
Navigating the solution landscape
Considerations for successful SaaS monetization
![Page 32: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/32.jpg)
Plan now, for where you are going
tomorrow
![Page 33: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/33.jpg)
Understand your integration
requirements to GL, CRM and other
backend back-end systems
![Page 34: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/34.jpg)
Consider your merchandizing
requirements
![Page 35: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/35.jpg)
Empower your channel partners
![Page 36: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/36.jpg)
© 2012 Forrester Research, Inc. Reproduction Prohibited 36
80%
71%
57%
52%
51%
35%
17%
13%
18%
28%
30%
27%
32%
24%
2%
4%
9%
10%
11%
18%
22%
1%
2%
3%
5%
7%
11%
33%
4%
5%
4%
4%
4%
4%
3%
Brick-and-mortar retailer or its online store
From a third-party online applicationmarketplace (e.g., AppDirect, OpenForum,
OfficeArrow)
From a communications service provider (e.g.AT&T, BT, Orange, Deutsche Telekom)
From a vendor-sponsored online applicationmarketplace
From an application hoster (e.g., Rackspace,Opsource)
From a software vendor's solutions partner
Direct from the software vendor, whetherthrough its website, phone, or salesperson
Never Occasionally (1% - 25% of the time)
Frequently (26% - 50% of the time) Most of the time (51% - 100%)
Don't Know
How frequently does your firm subscribe to cloud (SaaS/web-based/hosted) buy software from the following channels or sources?
Channel partners are critical to a successful SaaS strategy
Base: 683 IT decision-makers, line-of-business professionals, information workers and channel partners
Source, Forrsights Software Survey, Q4 2011
![Page 37: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/37.jpg)
Don’t underestimate the challenge
of selling globally
![Page 38: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/38.jpg)
Experiment and follow a path of
continuous optimization
![Page 40: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/40.jpg)
Go Beyond Subscriptions
Michael Ni
SVP, Products and Marketing
@mikeni
![Page 41: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/41.jpg)
www.avangate.com 41
41
Agenda Question on How To Monetize Your SaaS Business Model
Facts / Figures on SaaS Market
Framing Your SaaS Strategy
What You Need – Going Beyond Just Subscriptions
Customer Examples
Wrap Up
![Page 42: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/42.jpg)
www.avangate.com 42
42
The Wave – A Drop From 66% to 28%
![Page 43: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/43.jpg)
www.avangate.com 43
43
35% of ISV's are in process of trying to
move to SaaS - Saugatuck Technologies
About half of ISV's worldwide plan to
create a separate entity or BU to being the migration to Cloud and SaaS – Saugatuck Advisors
50% of ISV's will FAIL ONCE before rolling
out a successful SaaS strategy - Montclair Advisors
![Page 44: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/44.jpg)
www.avangate.com 44
44
Starts With Defining Your Strategy Considerations, End State, Archetypes
Traditional Hybrid Cross-Over Pure SaaS
How You Target Existing & new customers with on-premise only
All use on-premise & SaaS
solutions
New customers use SaaS, existing use on-premise
Newer or non-businesses, SaaS
only
Customization / Integration Level
High Partial Low for SaaS Low, Add-on’s
Vendor Drivers / Objectives
Lock-in, high margins, Cash
Cow
Add-on revenue, competition, extend life of
current platform
Competition, new markets,
increased valuation
New markets(remove
costs, tech barriers),
disruption
Market Characteristics
Mission critical, vertical,
regulated
Platform, LOB + IT buyers, bolt on
processes
SMB, limited IT / infrastructure, limited funds, cyclical, LOB
SMB, limited IT / infrastructure, limited funds, cyclical, LOB
Channel Characteristics
Implementing and developing
solutions
Creating solution sets, responsible
for success
Aggregated demand
Aggregated demand
![Page 45: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/45.jpg)
www.avangate.com 45
45
• Homegrown, Disconnected Channels
Instant Gratification
• Pay In Advance Pay As You Go
• Poor Customer Relationships / Systems
Personalized Service
Online, Multi-channel, Beyond AppStores
Multiple Revenue Models, Automation
Subscriber / Renewals Management
Your Customers Want… Software Vendors Have… Both Need…
Key Challenges of Subscriptions and SaaS
![Page 46: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/46.jpg)
www.avangate.com 46
46
What You Need – Total Commerce Solution
Channel-Enabled, Flexible, Matched with Services
Monetize Every Touchpoint
• Online and Offline
Automate Your Revenue Models
• Flexibility, Automation, Billing/Payment
Accelerate Your New Market Expansion
• Control, Expertise, Scale
Retain and Renew
• Empowered Channels To Service and Engage
![Page 47: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/47.jpg)
www.avangate.com 47
47
What You Need. What We Do?
An full eCommerce solution that enables Software and SaaS companies to sell their products via any
channel, any model accelerating global sales
eCommerce Channel
Management
Affiliate Management
![Page 48: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/48.jpg)
www.avangate.com 48
48
6 Years in Online Commerce
Growth of 80%+
2,300+ Customers
Headquarters in Redwood Shores, CA
Offices in the Netherlands, Romania, UK, Taiwan, Russia
Who Is Avangate
Avangate is the agile eCommerce solution provider trusted by small and mid-sized Software and SaaS companies to grow their revenue worldwide
![Page 49: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/49.jpg)
www.avangate.com 49
49
Avangate Clients
Software & SaaS - Security, Multimedia, Utilities… 2,300+ Companies
![Page 50: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/50.jpg)
www.avangate.com 50
50
Monetizing SaaS
Customer Examples
Pure SaaS – Teamlab
Hybrid – Total Defense
![Page 51: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/51.jpg)
www.avangate.com 51
51
TeamLab (Pure SaaS) A multi-function online service for business collaboration, document & project management
![Page 52: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/52.jpg)
www.avangate.com 52
52
Collaboration & CRM … SaaS Fit For B2B, Collaboration (& CRM) Early SaaS Adopters
• Target: B2B & prosumers
• Customization: Configuration, not customization centric
• Objectives: Enter new, high growth market in pivoting from server-based product
• Market: Low cost, rapid innovation, shared resources, social, broad access, fast implementation, low barriers for global expansion
• Channel: Distribution-centric for awareness generation
![Page 53: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/53.jpg)
www.avangate.com 53
53
TeamLab - Fully Embracing SaaS Lessons Learned … and Still Learning Them
• Created / funded new company
• Aligned for new market penetration
Strategy /Financial
• Freemium / Trial Usage Tier monetization
• Shift to benefits, not techonline marketing Goto Market
• Channel / evangelist-reseller focused to gain broad awareness, acquisition, monetization Sales Focus
• 6 month prototype, rapid market iterations
• Voice of the customer guidance
Product / Development
• Security / Privacy around the world
• Multi-channel user feedback – user voice
Operations / Support
![Page 54: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/54.jpg)
www.avangate.com 54
54
Total Defense Hybrid - Both Download and SaaS For Current Customers
A Global Leader In Malware Detection And Anti-Crimeware Solutions.
Over 50,000 businesses across a wide spectrum of industries have deployed the company's solutions, including some of the most
sophisticated buyers of security technology worldwide, and over four million consumers worldwide use Total Defense's products.
![Page 55: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/55.jpg)
www.avangate.com 55
55
Market Opportunity Driven Cloud / Mobility Creates Customer Need For SaaS Solution
• Target: Current B2B customers, future B2C
• Customization: Mixed with rules configuration for mobile solution
• Objectives: Penetrate with whole solution, block competition, extend the life of the current platform
• Market: Edge, non-core, mobile, offloading infrastructure
• Channel: Resellers play key role in education, configuration, success … distribution B2C easier
![Page 56: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/56.jpg)
www.avangate.com 56
56
Embracing The New Model Lessons Learned … and Still Learning Them
• Experienced Exec Team
• Accelerated past dip w/ M&A
Strategy /Financial
• Sub-segmented customers
• Enabled existing channels to handle / renew Goto Market
• Accelerated – rapid trials vs. IT barriers
• Servicing – away from acquire & renew cycle Sales Focus
• Completely different team M&A
• Everything measurable – reporting ‘aaS’ Product / Arch
• Worldwide SLA delivery … burning cash
• Beyond transparency – proactive comm
Operations / Support
![Page 57: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/57.jpg)
www.avangate.com 57
57
![Page 58: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/58.jpg)
www.avangate.com 58
58
Monetizing SaaS Going Beyond Subscriptions
The evolution of customer preferences for SaaS software products
Start with the End in Mind
Think Customer Service at Every Touchpoint
Classic & New Revenue Models, including perpetual, freemium, subscriptions, and usage based billing are increasingly intertwined
Revenue Models Business Models iteration
Automate to effectively service/entitle, bill/pay & manage margins
The role technology partners in supporting SaaS monetization
![Page 59: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/59.jpg)
www.avangate.com 59
59
Surf’s Up - Ride the Wave
![Page 60: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/60.jpg)
www.avangate.com 60
60
Q & A
![Page 61: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/61.jpg)
Avangate B.V. Amsterdam, The Netherlands Tel: +31 20 890 8080
Avangate Inc. Redwood Shores CA., USA Tel: (650) 249 - 5280
[email protected] www.avangate.com
Thank You! To download the Forrester Reports or more information on Avangate and SkyCommerce, please visit www.avangate.com
![Page 62: Avangate Agile eCommerce Solution for Software and SaaS ... · Responsible for Avangate’s direction and go to market strategy. Prior, Michael was VP Products at Amdocs customer](https://reader034.vdocuments.us/reader034/viewer/2022042222/5ec82cabf6552747392c7ab1/html5/thumbnails/62.jpg)
www.avangate.com 66
66
The Avangate Difference
Integrated, cloud-based commerce platform for software & SaaS
Built for agility - minutes not months
Proven global scale, local expertise
Comprehensive Managed Services
Strategic partnership
The only multi-channel, multi-model integrated Commerce service provider that can grow with your business worldwide