www.navisite.com

March 2010

Presented by:

NaviSite:Sumeet Sabharwal

Microsoft:Trina Horner

SaaS-it Consult:Anders Trolle-Schultz

SaaS as a Business & IT delivery model

www.navisite.com

• Definitions• SaaS• Cloud Computing

• SaaS – the present market• Market drivers• Customer expectations are changing• Vanilla is not the flavour of the year• Microsoft Vision

• Distribution model – the supply chain• Other businesses do it• SaaS distribution – the supply chain

• The opportunity - where are we heading• “Legacy” ISVs have the opportunity now!• The SaaS Evolution model• Where are we heading

• Topics for the future of an ISV in the SaaS Ecosystem• What an ISV needs to do• Suggested Process• Call to action together with NaviSite• Don’t miss the opportunity

• NaviSite SaaS Enablement Services for ISVs - How can NaviSite help?• NaviSite ISV Customer Examples

• Closing/Next Steps

Agenda

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Definition of SaaS

Software as a Service:

IT-services delivered on-premises/off-premises independent of the traditional perpetual licensing models with focus on the services delivered as a subscription based expense and not the licenses or technology required to deliver the services

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Definition of Cloud

Cloud Computing:

NaviCloud is production level enterprise class Infrastructure-as-a-Service Cloud

combining the best features of cloud with enterprise class management. Services

are presented on-demand and are scalable and usage

billed”

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SaaS – the present market

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• Economic climate• Ecological concerns• Competitive needs• We work/will be working differently• Non-IT decision makers move into the choice of IT-services• Rapid changing technologies• New Players in the game• Funding of long-term projects not available

Market drivers in SaaS/Cloud computing

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Capital Investment moves to Operation Expense

Complexity & Customization moves to Simplicity & Utilization

Reactive Maintenance moves to Proactive Management

Slow Response Times moves to Ongoing Monitering

Customer expectations are changing

The Customer wants the benefits from IT-tools here and nowThe Customer wants the benefits from IT-tools here and now

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• Commodity services under pressure• The big players are ramping up• Profitability is under pressure due to lack of understanding the game

of selling services• The business model of reselling Hosted Services is still only

adopted by a few

Vanilla is not the flavour of the year

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The Microsoft Vision

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Microsoft’s Software plus Services Portfolio

On-Premises Partner Hosted Microsoft Hosted

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Microsoft Resources For Every Stage of SaaS/Cloud Development

Readiness

Investigate

• Software plus Services ISV Roadmap Portal

• Online Readiness Self-Assessment

• Best Practices Training

Ramp

Build Out

• S+S Incubation Hosters for ISVs

• BizSpark for Startups

• Website Spark for Developers

• NXT program – to select/connect with S+S developers

• Microsoft Technology Centers

Release

Market & Sell

• Business Growth Webinars/Events

• Microsoft Partner Network

• Hosting Licensing

• Microsoft Sales/ Marketing Support:

oDirect and Channel oLead GenerationoSales Campaigns

Advisory Services: Advisory Services: From Business Case to Design to Solution Launch and SalesFrom Business Case to Design to Solution Launch and Sales

Advisory Services: Advisory Services: From Business Case to Design to Solution Launch and SalesFrom Business Case to Design to Solution Launch and Sales

www.microsoft.com/hosting/isvwww.microsoft.com/hosting/isvwww.microsoft.com/hosting/isvwww.microsoft.com/hosting/isv

www.navisite.com

CatalogueCatalogue

Proof of Concept/Launc

h

Proof of Concept/Launc

h

Architecture Design

Sessions

Architecture Design

Sessions

Business Design

Sessions

Business Design

Sessions

NaviSite is a select Microsoft incubation center partner!

Microsoft Software + Services Incubation Center Program

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Distribution Model

The supply chain

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• Telco• Subscription

• Mobile broadband + device

• Car industry• Leasing

• Renting

• Accommodations• Renting vs. Buying

• Tax reasons for buying?

• Buying because of investment?

• Utility• Power plants quickly went that way

Other Businesses do it...........

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The World is turning away from CapEx and moving to OpExThe World is turning away from CapEx and moving to OpEx

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Vendor

ISV End C

ustomer

Dealer

Distributor

Partner

Partner

Facility Management

Outsourcing

Managed Hosting

Hosted Services

System Integration

Perpeputal licensing is the dominating license model in the present IT deliveries

IT Delivery System as of today

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We need to learn from......

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• Factory• Uses Wholesalers• Different outlets• Sales & Marketing Support• Outsources production• Nobody really knows how it is made

Coca-Cola does this........

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• Factory• Use Wholesaler• Different outlets• Sales & Marketing• Outsources production• Nobody really knows how it is made

SaaS will be doing it......

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Distribution of SaaS

Microsoft

Sup

plier of H

osted

Services

Hosted Service

End C

ustomers

S+S+HW

Reseller

Reseller

Reseller

Reseller

ResellerS

upplier of

Hosted

S

ervicesIS

V

Vendor X

Reseller

Hosted Service

Hosted ServiceTechnology

+ Licenses

Technology + Licenses

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SaaS distribution – the supply chain

Hardware VendorSoftware VendorSoftware Vendor

Hardware VendorSoftware VendorSoftware Vendor

Hosted Services ProductionHosted Services Production

CustomerCustomer

Off-line channel

Reseller

On-line ChannelPortal

This is the future

marketplace

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The opportunity - where are we heading

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SaaS-it Evolution Model™

Perpetual

Local infrastructur

e

Perpetual

DedicatedHosting

Subscription

DedicatedHosting

Local Infrastructur

e

Subscription

Subscription

Multi-tenantHosting

ASP

Traditional IT delivery

SaaS

On-

prem

ise

On-p

rem

ise

Off

-pre

mis

e

Off

-pre

mis

e

Local Infrastructur

e

ApplicationStreaming

Subscription

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“Legacy” ISVs have the opportunity now

GROWTH

TIME2010 2011 2012

Force.com Netsuite ver 2

Azure Uptake

Cloud computing today

Bridge the GapComplete the ”SaaS-it evolution model”

Software as a Service

Platform as a Service

Infrastructure as a Service

Traditional Datacenter

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• Hardware part of the service offerings• The big hardware vendors moving into the Service and System

Integration game• Managed Services securing on-premises IT• Subscription services as on-premises delivery• Non-IT players move into the channel• Cloud standards and regulations

Where are we heading?

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Topics for the future of an ISV in the SaaS Ecosystem

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What is SaaS

ISV insight

Present position

Future path

Call to action

Subscription on-premise

Subscription off-premise

DedicatedHosting

Not SaaS

Subscription off-premise

SharedHosting

Suggested Process

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Call to action together with NaviSite

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Call to action

Subscription on-premise

Subscription off-premise

DedicatedHosting

Not SaaS

Subscription off-premise

SharedHosting

Facility Management Partner

Facility Management Partner

Hosting PartnerHosting Partner

SaaS Incubation Center

SaaS Incubation Center

Business ConsultingBusiness Consulting

Sales Partners

Marketing Partners

Training Partners

Business Process partners

NaviSite

NaviSite

NaviSite

www.navisite.com

Don’t miss the opportunity!

You as an ISV can benefit from the SaaS/Cloud computing market

uptake now!

Work with NaviSite to explore your opportunity

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Services Portfolio

Complete portfolio of Complex

Infrastructure Hosting Solutions

Email, Collaboration,

Business Applications

Solutions Hosted and Fully Managed

Enterprise ClassCustom Hosting

ManagedMessaging & Applications

SaaS Enablement,ISV Sandbox

Services, SaaS Hosting

ISV SaaS Services

Complete portfolio of Pre-packaged

Infrastructure Solutions

Enterprise ClassPackaged Hosting

The leading provider of cloud enabled hosting services offering a comprehensive suite of IT-as-a-Service solutions.

• 10+ Years Experience • 15 Data Centers • 9,000+ Managed Servers

www.navisite.com

NaviSite ISV Partner Program

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NaviCloud – Optimized for ISVs

Storage

Unified Compute

Virtualization

Storage

NaviCloud is production level Infrastructure-as-a-Service combining the best features of cloud with enterprise class management . These services are

presented on-demand and are scalable and usage billed”

The Next Generation Cloud Computing Platform setting the standard for Enterprise Class performance based on VMware vSphere, Cisco Unified Compute, and IBM

XiV.

www.navisite.com

• Security verification and hardening of hosts

• Secure dedicated back-end network per customer requirements

• Enterprise-class firewalls, IDS, application firewalls, two factor authentication and other common security products

• SAS 70 Type II, PCI, HIPAA compliant datacenters

ISV Requirements in the Cloud

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Security

Performance

Availability

• Enterprise vendors: Microsoft Windows Server, Microsoft SQL Server, CISCO, IBM and VMware to provide Enterprise Class Performance

• High-Speed Server Quality CPUs and RAM• 40 GB Ethernet and Fiber channel infrastructure

• 99.999% resource availability as per SLAs• Built in local HA and available disaster recovery services• Multiple backup options

www.navisite.com

• WorkPlace Systems• NaviSite ISV Services

• Managed Hosting & Load Balancing, and Security Services

• InMobi• NaviSite ISV Services - Mobile

• Managed Hosting & Security

• Managed Colocation

• Leading Indicator Systems• NaviSite ISV Services

• Managed Hosting & Security

• Visibility Corporation• NaviSite ISV Services

• Managed Hosting & Security

• On-Premise Security Management

Sample NaviSite ISV Customers

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www.navisite.com

SaaS-it Evolution Model™ - Recap

Perpetual

Local infrastructure

Perpetual

DedicatedHosting

Subscription

DedicatedHosting

Local Infrastructure

Subscription

Subscription

Multi-tenantHosting

ASP

Traditional IT delivery

SaaS

On-

prem

ise

On-

prem

ise

Off

-pre

mis

e

Off

-pre

mis

e

Local Infrastructure

ApplicationStreaming

Subscription

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www.navisite.com

• Position your business in the SaaS evolution model• Expand your addressable market with a SaaS offering

• Upgrade your existing customers to the SaaS model

• Engage with NaviSite to explore your SaaS Infrastructure Needs• NaviSite ISV Enablement Services

• NaviSite Managed Virtual, Dedicated and Cloud Hosting Platforms

• NaviSite custom solutions for ISVs – Hybrid – On-Prem and Hosted Infrastructure and Application Monitoring and Management

• Partner with NaviSite’s ISV Partner Program• Access to SaaS Experts

• Discounted Hosting Services

• Marketing & Case Study Support

Next Steps

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Contact NaviSite

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Contact SaaS-it Consult

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Questions?

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