Diese Präsentation wurde erfolgreich gemeldet.
Wir verwenden Ihre LinkedIn Profilangaben und Informationen zu Ihren Aktivitäten, um Anzeigen zu personalisieren und Ihnen relevantere Inhalte anzuzeigen. Sie können Ihre Anzeigeneinstellungen jederzeit ändern.
How to Optimise Your SaaS Revenue Streams<br />Presented at Rackspace<br />SaaS and the Cloud 2010<br />London, 12th Febru...
Aim of Today<br />To help you make better revenue decisions<br />How did we get here from legacy?<br />What are the key di...
Photo via caveman_92223<br />
Who am I?<br />Justin Pirie<br />Blogger- This Week in SaaS<br />Community- Run the biggest in SaaS<br />Social Media- #3 ...
http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures.  All Rights Reserved<br />
Why SaaS?<br />Richer user experience <br />Rapid implementation <br />Frequent cycles of innovation <br />Minimal upgrade...
http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures.  All Rights Reserved<br />
But there’s a catch<br />Beware of the Recurring Revenue Mirage<br />It’s easy when you’ve had $120m in funding...<br />It...
http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures.  All Rights Reserved<br />Image copyright Dru!<br />
Making money in Legacy<br />It was easy:<br />Hire Programmers<br />Price it<br />Market it<br />Sell it<br />Receive larg...
http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures.  All Rights Reserved<br />jo'nas<br />
Revenue Model<br />Technology<br />Marketing<br />Intellectual Property<br />Legacy Software Business Architecture<br />ht...
Legacy Software Business Architecture<br />Is Disconnected <br />Everything Siloed creating Value Separately<br />Little o...
Customers<br />Developers<br />Channels<br />Legacy Software Customer Ecosystem<br />http://sixteenventures.com<br />Copyr...
Legacy Software Customer Ecosystem<br />Companies sold software primarily through traditional channels like Value Added Re...
http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures.  All Rights Reserved<br />automatthias<br />akakumo<br />
Customers<br />Developers<br />Channels?<br />SaaS Customer Ecosystem<br />http://sixteenventures.com<br />Copyright© 2010...
SaaS Customer Ecosystem<br />The biggest change is that the web has become the de-facto delivery method for software<br />...
http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures.  All Rights Reserved<br />bionicteaching<br />
http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures.  All Rights Reserved<br />Bruce Tuten<br />
Customers,<br />Producers<br />Developers,<br />Consumers<br />Channels,<br />Ecosystem<br />SaaS Customer Ecosystem<br />...
Customers,<br />Producers<br />Developers,<br />Consumers<br />Channels,<br />Ecosystem<br />SaaS Customer Ecosystem<br />...
Network Effect<br />Is the KEY DIFFERENTIATOR for SaaS<br />Not just the “obvious benefits” listed before by Ray Wang- the...
Channels<br />Haven’t gone away completely- just are different<br />Value provided by traditional VAR’s is eroding<br />Ne...
http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures.  All Rights Reserved<br />xetark<br />
Revenue Model<br />Technology<br />Marketing<br />Intellectual Property<br />Legacy Software Business Architecture<br />ht...
Legacy<br />Disconnected Business Architecture<br />Think Dilbert in Cubicles...<br />http://sixteenventures.com<br />Copy...
Network<br />Centricity<br />Intellectual Property<br />Revenue Model<br />Marketing<br />Technology<br />SaaS Business Ar...
SaaS Business Architecture<br />Is Connected<br />If it’s disconnected, it fails.<br />Marketing has to talk to Sales who ...
http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures.  All Rights Reserved<br />
Network<br />Centricity<br />Intellectual Property<br />Revenue<br />Model<br />Ecosystem<br />Advertising<br />Subscripti...
Subscriptions<br />Products<br />Advertising<br />Services<br />Ecosystem<br />Ancillary<br />7 SaaS Revenue Streams<br />...
Products<br />Advertising<br />Services<br />Ecosystem<br />Ancillary<br />Subscriptions<br />Scalable Revenue Streams<br ...
Subscriptions<br />Ecosystem<br />Ancillary<br />Products<br />Advertising<br />Services<br />Less Scalable Revenue Stream...
Products<br />Making Physical goods is hard...<br />You have to get every part of the process right!<br />http://sixteenve...
http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures.  All Rights Reserved<br /> jamesjyu<br />
http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures.  All Rights Reserved<br />benchilada<br />
http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures.  All Rights Reserved<br />mikebaird<br />
http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures.  All Rights Reserved<br />mescon<br />
http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures.  All Rights Reserved<br />kenjonbro<br />
Example of Failure<br />http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures.  All Rights Reserved<br />
http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures.  All Rights Reserved<br />
http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures.  All Rights Reserved<br />
http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures.  All Rights Reserved<br />
Services<br />E.g. Consulting, Professional Services<br />Easy to do in small numbers<br />Hard to Scale<br />http://sixte...
http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures.  All Rights Reserved<br />Amit Gupta<br />
http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures.  All Rights Reserved<br />CharlesFred<br />
http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures.  All Rights Reserved<br />albany_tim<br />
At Scale<br />Everybody hates you (like SAP)<br />You become expensive (at least 3x cost of each person)<br />Questionable...
Advertising<br />Have you ever seen a beautiful SaaS app with great UX with Adwords?<br />Yes, Google Apps is cool<br />Bu...
http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures.  All Rights Reserved<br />
The idea that software on the Web is going to be largely funded by advertising is just so wrong-headed, I hardly know wher...
http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures.  All Rights Reserved<br />
Spiceworks<br />Is a great example of an Ad funded software company<br />They recognise what business they are in- Adverti...
http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures.  All Rights Reserved<br />
Products<br />Advertising<br />Services<br />Ecosystem<br />Ancillary<br />Subscriptions<br />Scalable Revenue Streams<br ...
Subscriptions<br />What can I say? The fundamental basis of SaaS<br />Truly Scalable Profitability<br />http://sixteenvent...
http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures.  All Rights Reserved<br />
http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures.  All Rights Reserved<br />
http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures.  All Rights Reserved<br />
But Also Different<br />Recognise that there are also different types of subscription revenue:<br />Pay per use<br />Perce...
http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures.  All Rights Reserved<br />
Ecosystem<br />Ecosystem creates lock in for your brand<br />Apps for the Apple iPhone- most successful consumer ecosystem...
http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures.  All Rights Reserved<br />
http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures.  All Rights Reserved<br />
Network Effect<br />The Key Differentiator between SaaS and legacy Software<br />@ray - the aggregated data aspect is ofte...
http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures.  All Rights Reserved<br />
http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures.  All Rights Reserved<br />
http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures.  All Rights Reserved<br />
http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures.  All Rights Reserved<br />
http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures.  All Rights Reserved<br />(c) computerworld<br />
Ancillary<br />Don’t ignore other revenue opportunities<br />Setup Fees<br />Partnership Fees<br />Arbitrage opportunities...
http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures.  All Rights Reserved<br />
http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures.  All Rights Reserved<br />
http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures.  All Rights Reserved<br />
http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures.  All Rights Reserved<br />
Subscriptions<br />Products<br />Advertising<br />Services<br />Ecosystem<br />Ancillary<br />7 SaaS Revenue Streams<br />...
Network<br />Centricity<br />Intellectual Property<br />Revenue Model<br />Marketing<br />Technology<br />SaaS Business Ar...
http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures.  All Rights Reserved<br />katerha<br />
http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures.  All Rights Reserved<br />
Multitenancy<br />A quick few thoughts<br />It’s not a technical argument<br />It’s a business architecture issue<br />htt...
Multi-Tenancy in SaaS - Single Instance for all Customers<br />http://sixteenventures.com<br />Copyright© 2010 Sixteen Ven...
Multi-Tenancy in SaaS - Its not just Customers!<br />http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures.  Al...
http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures.  All Rights Reserved<br />
http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures.  All Rights Reserved<br />jo'nas<br />
http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures.  All Rights Reserved<br />Apple Photo via  kylemay<br />
SaaS Revenue Modeling &Business Architecture<br />+44 (0)7799 625 787<br />jp@justinpirie.com<br />http://justinpirie.com<...
Piero Sierra<br />
Nächste SlideShare
Wird geladen in …5
×

Rackspace Feb 2010 with Text

This is a presentation I gave to a rackspace conference at Microsoft in February.

  • Als Erste(r) kommentieren

Rackspace Feb 2010 with Text

  1. 1. How to Optimise Your SaaS Revenue Streams<br />Presented at Rackspace<br />SaaS and the Cloud 2010<br />London, 12th February, 2010<br />Copyright© 2010 Sixteen Ventures. All rights reserved.<br />
  2. 2. Aim of Today<br />To help you make better revenue decisions<br />How did we get here from legacy?<br />What are the key differences in SaaS?<br />Revenue Streams available in SaaS<br />Better Revenue = More Profit<br />http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  3. 3. Photo via caveman_92223<br />
  4. 4. Who am I?<br />Justin Pirie<br />Blogger- This Week in SaaS<br />Community- Run the biggest in SaaS<br />Social Media- #3 in SaaS influence<br />Consultant- Specialise in SaaS product and market strategy<br />http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  5. 5. http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  6. 6. Why SaaS?<br />Richer user experience <br />Rapid implementation <br />Frequent cycles of innovation <br />Minimal upgrade hassles <br />Always on deployment <br />Subscription pricing <br />Scalability<br />Ray “R” Wang<br />http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  7. 7. http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  8. 8. But there’s a catch<br />Beware of the Recurring Revenue Mirage<br />It’s easy when you’ve had $120m in funding...<br />It’s a lot harder to acquire customers that people often think<br />It becomes the classic- market risk as opposed to technical risk<br />http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  9. 9. http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />Image copyright Dru!<br />
  10. 10. Making money in Legacy<br />It was easy:<br />Hire Programmers<br />Price it<br />Market it<br />Sell it<br />Receive large payments from customers<br />http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  11. 11. http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />jo'nas<br />
  12. 12. Revenue Model<br />Technology<br />Marketing<br />Intellectual Property<br />Legacy Software Business Architecture<br />http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  13. 13. Legacy Software Business Architecture<br />Is Disconnected <br />Everything Siloed creating Value Separately<br />Little or no outward facing technology<br />http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  14. 14. Customers<br />Developers<br />Channels<br />Legacy Software Customer Ecosystem<br />http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  15. 15. Legacy Software Customer Ecosystem<br />Companies sold software primarily through traditional channels like Value Added Resellers (VAR’s)<br />VAR’s sold, installed and maintained the software for the end customer<br />Customers were disconnected from the Software Vendor<br />http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  16. 16. http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />automatthias<br />akakumo<br />
  17. 17. Customers<br />Developers<br />Channels?<br />SaaS Customer Ecosystem<br />http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  18. 18. SaaS Customer Ecosystem<br />The biggest change is that the web has become the de-facto delivery method for software<br />Channels haven’t gone- they’re just different<br />Key difference in SaaS is that Customers now produce data as well as consume it and developers produce software as well as consume customer data<br />http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  19. 19. http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />bionicteaching<br />
  20. 20. http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />Bruce Tuten<br />
  21. 21. Customers,<br />Producers<br />Developers,<br />Consumers<br />Channels,<br />Ecosystem<br />SaaS Customer Ecosystem<br />http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  22. 22. Customers,<br />Producers<br />Developers,<br />Consumers<br />Channels,<br />Ecosystem<br />SaaS Customer Ecosystem<br />Network<br />Effect<br />http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  23. 23. Network Effect<br />Is the KEY DIFFERENTIATOR for SaaS<br />Not just the “obvious benefits” listed before by Ray Wang- they can’t overcome satisfactorily the security, reliability, compliance, ROI arguments<br />Network Effects drive the true ROI of SaaS<br />http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  24. 24. Channels<br />Haven’t gone away completely- just are different<br />Value provided by traditional VAR’s is eroding<br />New type of Channel partner emerging who builds on the ecosystem, creating apps and widgets on your platform- Ecosystem<br />http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  25. 25. http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />xetark<br />
  26. 26. Revenue Model<br />Technology<br />Marketing<br />Intellectual Property<br />Legacy Software Business Architecture<br />http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  27. 27. Legacy<br />Disconnected Business Architecture<br />Think Dilbert in Cubicles...<br />http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  28. 28. Network<br />Centricity<br />Intellectual Property<br />Revenue Model<br />Marketing<br />Technology<br />SaaS Business Architecture<br />http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  29. 29. SaaS Business Architecture<br />Is Connected<br />If it’s disconnected, it fails.<br />Marketing has to talk to Sales who has to talk to Engineering who has to talk to IT. <br />Failure to connect leads to very public issues<br />Customer Acquisition Cost is the key indicator<br />http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  30. 30. http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  31. 31. Network<br />Centricity<br />Intellectual Property<br />Revenue<br />Model<br />Ecosystem<br />Advertising<br />Subscriptions<br />Products<br />Services<br />Ancillary<br />Marketing<br />Technology<br />SaaS Revenue Model<br />Network<br />Effect<br />Revenue Model made up of Revenue Streams<br />http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  32. 32. Subscriptions<br />Products<br />Advertising<br />Services<br />Ecosystem<br />Ancillary<br />7 SaaS Revenue Streams<br />Network<br />Effect<br />http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  33. 33. Products<br />Advertising<br />Services<br />Ecosystem<br />Ancillary<br />Subscriptions<br />Scalable Revenue Streams<br />Network<br />Effect<br />http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  34. 34. Subscriptions<br />Ecosystem<br />Ancillary<br />Products<br />Advertising<br />Services<br />Less Scalable Revenue Streams<br />Network<br />Effect<br />http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  35. 35. Products<br />Making Physical goods is hard...<br />You have to get every part of the process right!<br />http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  36. 36. http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br /> jamesjyu<br />
  37. 37. http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />benchilada<br />
  38. 38. http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />mikebaird<br />
  39. 39. http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />mescon<br />
  40. 40. http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />kenjonbro<br />
  41. 41. Example of Failure<br />http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  42. 42. http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  43. 43. http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  44. 44. http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  45. 45. Services<br />E.g. Consulting, Professional Services<br />Easy to do in small numbers<br />Hard to Scale<br />http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  46. 46. http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />Amit Gupta<br />
  47. 47. http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />CharlesFred<br />
  48. 48. http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />albany_tim<br />
  49. 49. At Scale<br />Everybody hates you (like SAP)<br />You become expensive (at least 3x cost of each person)<br />Questionable value if you’re delivering repeatable work that could be automated<br />Doesn’t sit well with the SaaS proposition<br />http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  50. 50. Advertising<br />Have you ever seen a beautiful SaaS app with great UX with Adwords?<br />Yes, Google Apps is cool<br />But Google has $25bn of revenue and $4bn of free cash flow a year, and they’re in the Advertising business- KEY DIFFERENCE<br />http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  51. 51. http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  52. 52. The idea that software on the Web is going to be largely funded by advertising is just so wrong-headed, I hardly know where to start.<br />Phil Waineright<br />http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  53. 53. http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  54. 54. Spiceworks<br />Is a great example of an Ad funded software company<br />They recognise what business they are in- Advertising<br />They have their own ad team and sell to their 125 customers- no adwords!<br />They have 850,000 users and have had $25m in Venture funding over last 5 years<br />http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  55. 55. http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  56. 56. Products<br />Advertising<br />Services<br />Ecosystem<br />Ancillary<br />Subscriptions<br />Scalable Revenue Streams<br />Network<br />Effect<br />http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  57. 57. Subscriptions<br />What can I say? The fundamental basis of SaaS<br />Truly Scalable Profitability<br />http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  58. 58. http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  59. 59. http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  60. 60. http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  61. 61. But Also Different<br />Recognise that there are also different types of subscription revenue:<br />Pay per use<br />Percentage<br />And others... The key is customers now transact through you- giving you opportunities to align payment and value<br />http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  62. 62. http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  63. 63.
  64. 64. Ecosystem<br />Ecosystem creates lock in for your brand<br />Apps for the Apple iPhone- most successful consumer ecosystem to date<br />AppExchange for Salesforce- pre built integrations making it the de-facto CRM<br />http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  65. 65. http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  66. 66. http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  67. 67. Network Effect<br />The Key Differentiator between SaaS and legacy Software<br />@ray - the aggregated data aspect is often underplayed. To me there is the potential for that to have more value than the application itself. <br />Dennis Howlett<br />http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  68. 68. http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  69. 69. http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  70. 70. http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  71. 71. http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  72. 72. http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />(c) computerworld<br />
  73. 73. Ancillary<br />Don’t ignore other revenue opportunities<br />Setup Fees<br />Partnership Fees<br />Arbitrage opportunities<br />http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  74. 74. http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  75. 75. http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  76. 76. http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  77. 77. http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  78. 78. Subscriptions<br />Products<br />Advertising<br />Services<br />Ecosystem<br />Ancillary<br />7 SaaS Revenue Streams<br />Network<br />Effect<br />http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  79. 79. Network<br />Centricity<br />Intellectual Property<br />Revenue Model<br />Marketing<br />Technology<br />SaaS Business Architecture<br />http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  80. 80. http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />katerha<br />
  81. 81. http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  82. 82. Multitenancy<br />A quick few thoughts<br />It’s not a technical argument<br />It’s a business architecture issue<br />http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  83. 83. Multi-Tenancy in SaaS - Single Instance for all Customers<br />http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  84. 84. Multi-Tenancy in SaaS - Its not just Customers!<br />http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  85. 85. http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />
  86. 86. http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />jo'nas<br />
  87. 87. http://sixteenventures.com<br />Copyright© 2010 Sixteen Ventures. All Rights Reserved<br />Apple Photo via kylemay<br />
  88. 88. SaaS Revenue Modeling &Business Architecture<br />+44 (0)7799 625 787<br />jp@justinpirie.com<br />http://justinpirie.com<br />@justinpirie<br />
  89. 89. Piero Sierra<br />

×