•Principal Architect, InterKnowlogy, Inc.

•http://www.interknowlogy.com

•Microsoft MVP, ASPInsider, MCSD, MCDBA, CSM, CSP

•Founder, Agile Conferences, Inc.

•President, Cincinnati .NET User’s Group

•Co-host, Hallway Conversations

•www.hallwayconversations.com

Phil.About()

•Training – XAML (WPF, Windows 8.1, Windows Phone 8.1), Agile

•Natural User Interfaces (NUI) - Incorporating Voice, Touch, and Gesture

•Interaction Design (IxD) - Designing software to actual users

•Enterprise Mobile Apps (EMA)

•Expanding your brand, Increasing Productivity

•App Renovation (AR) - Add NUI and IxD to existing software

•Contact me at philj@interknowlogy.com

INTERKNOWLOGY

Source: National Institute of Standards and Technology

A nice incremental cost

improvement for most scenarios…

A peerless solution for a few

Private(On-Premise)

Storage

Servers

Networking

O/S

Databases

Virtualization

Data

Applications

Integration

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Dedicated(Managed Hosting)

Storage

Servers

Networking

O/S

Databases

Virtualization

Data

Applications

Integration

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Infrastructure(as a Service)

Man

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Storage

Servers

Networking

O/S

Databases

Virtualization

Applications

Integration

Data

Platform (as a service)

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orStorage

Servers

Networking

O/S

Databases

Virtualization

Applications

Integration

DataISV

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Valu

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Remaining competitive

Staying focused

Reducing costs

Managing datacenters

Security, privacy & continuity

Embracing globalization

Improving free cash flow

Boosting capital value

Top of Mind Issues for ISVs

Bessemer Venture Partners: 10 Rules Of Cloud Computing And SaaS

Source: David Skok, Matrix Partners

Assumptions• 5-year model

• $10k bookings in month 1

• $2k monthly growth

5-year impact• At 2.5% churn, $(64,000)

• At 5% churn, $(90,000)

Source: David Skok, Matrix Partners

Assumptions• 5-year model

• $10k bookings in month 1

• $2k monthly growth

• Expansion revenue of 2.5% to current customer base

Increase stickiness

Track and react to customer engagement

Contact your customers

Put top sales talent on cancellations

Consider longer-term contracts

Track and react to churn

Traditional Sales Process: Sales Led, Sales Driven

Steps in Sales Process How is this Done? Steps in Sales Process How is this Done?

Cloud Sales Process: Customer Led, Support Driven

Business Value For ISVs

Pay as You Go

Enterprise Agreement

Open LicensingResell Azure and maintain direct

customer relationships

Using Azure IaaS to support easy trial of existing ‘click-wrap’ software

Dynamics CRM as a unified customer and app instrumentation platform

Azure as a low cost data distribution & storage platform

Augmenting existing apps with cloud based instrumentation and analytics

iQmetrix uses a software-as-a-service model to deliver innovative

marketing solutions to the retail industry.

By using Microsoft Azure to host its newest product, iQmetrix was able to

use the MongoDB to achieve faster time-to-market, instant global

scalability, and IT infrastructure cost reductions of 30 percent.

iQmetrix can now focus on what it does best—develop great retail

solutions—and give customers better solutions at a lower cost than the

competition.

Partner Success Story: iQmetrixISV Speeds to Market, Trims Costs 30 Percent by Using Open Source Tools,

Cloud Delivery

“By using Microsoft Azure, our developers could use the software they already knew and felt was best for the job—open source MongoDB—to get our enterprise product to market in just six months.”

Anne WeilerVice President, Marketing, iQmetrix

ACCEO wanted to offer its accounting software as a service, and Oriso

wanted to help independent software vendors (ISVs) deliver solutions as

online services.

The companies partnered to deliver ACCEO solutions using an Oriso

hosted service called iGOcloud, based on Microsoft Cloud OS.

As a result, ACCEO can enhance its offerings, lower costs, and compete

more effectively, while Oriso broadened its market and revenue

opportunities.

ACCEO with OrisoHosting Specialist Helps ISV Bring Existing Applications to the Cloud

“With Microsoft Cloud OS and iGOcloud, we can offer our customers SaaS solutions with the same interface and business logic as our locally installed software. That saves us money and differentiates us from our competitors..”

Etienne Soucy, Product Owner, ACCEO Solutions

SaaS provider to large retailers

wanted to increase inventory

availability refresh speed to improve

customer satisfaction

• Increased sales with greater

throughput and improved

customer satisfaction with SQL

Server 2014 In-Memory

• 7x faster performance enables

near real time inventory updates

7x Faster Performance Enables Real Time Updates